Firms that prioritize sales and distribution target metrics like the following and realize impressive improvements:
That’s where modern sales tactics come in. In this article, we’ll break down five tactics that leading B2B teams use to sell more in 2025 and how to implement them at scale. Here’s a quick overview of common metrics and the improvements we’re after:
Sales tactics are the specific methods, actions, or strategies a sales team uses to close more deals, improve order value, and increase customer retention. They are the practical steps taken daily to drive results, like upselling a complementary item or prioritizing products that are in stock.
The right tactics improve efficiency by helping your team focus on what matters most: selling the right products to the right customers at the right time.
These tactics are simple to adopt but highly effective. When used together, they create a smarter, more personalized sales process, one that increases average order value, improves buyer experience, and maximizes profit.
Too many sales reps pitch the same way regardless of their audience (the customer), without understanding what the customer needs, leading to missed opportunities and irrelevant offers.
Only a subset of your products align well with a respective customer or prospect. That’s why it’s important to identify which products are most relevant to them. A personalized, targeted sales approach helps increase order volume and strengthens your reputation as a trusted seller. You’ll become more appealing to clients, both as a vendor and as an expert.
How to analyze your customers:
Cross-checking a customer’s purchase history against top sellers in the region (aka the products local competitors are having the most success with) is an easy way to improve the probability of a sale and the likelihood of reorders (via faster product turns)
Best-selling products are best-sellers for a reason; they’ve proven their value in the market. Highlighting these items in sales conversations builds trust, lowers buyer hesitation, and often leads to quicker conversions.
But instead of showcasing bestsellers broadly, tailor your approach to the individual buyer. One of the most effective ways to do this is by comparing your bestseller list with each customer’s purchase history. If a customer hasn’t bought a product performing well in their category or region, that’s an easy opportunity to upsell confidently.
Sales teams often miss the opportunity to boost order value by not suggesting or highlighting complementary products. Execution here relies on quick access to logical groupings of products.
Promoting bestsellers is smart, but real growth starts when you pair them with complementary products. Offering add-ons from the same product line or items that naturally complement each other increases the average order value. It helps customers organize their shelf displays more effectively. This approach allows retailers to create cohesive product layouts and curated assortments more likely to drive additional purchases.
Companies lose revenue by dedicating valuable display space to slow-moving products simply because they don’t track what actually sells.
Keeping displays current and ensuring the best products are featured is a moving target and difficult to execute on. Many companies continue to showcase items that aren’t performing simply because they don’t track display results against actual sales.
Using sales data, you can evaluate which products are worth the space they take up and which ones should be rotated out. If something isn’t selling, it’s time to remove it from the wall and replace it with a proven performer. Just as important is knowing exactly what’s on display at each location. This visibility helps the sales team stay aligned and make smarter decisions about what gets seen and sold.
Reps waste time selling out-of-stock products, frustrating customers and delaying revenue. Meanwhile, in-stock items go untouched.
Moving in-stock inventory quickly is one of the most effective ways to boost profitability and streamline your sales process. When you prioritize products already in the warehouse or on the water, customers receive their orders faster, which means they can start selling sooner, and your reps get paid faster, too.
This improves customer satisfaction and reduces your inventory carrying costs, which typically range from 15% to 30% per year. The longer products are stored, the more they eat into your margins. Promoting readily available inventory helps accelerate cash flow, improve turnover rates, and free up space for new, in-demand products.
Even the best sales tactics won’t make an impact unless it’s easy for your team to execute them consistently across markets, reps, and channels. Of course, you also need a clear means of measurement.
In a fast-paced B2B environment, relying on manual tools or scattered spreadsheets leads to inconsistency, errors, and missed opportunities.
That’s where sales automation tools make all the difference.
By digitizing your product data, buyer history, inventory, and order workflows, you turn these five sales tactics into repeatable, scalable habits, giving your entire team a smarter, faster, and more consistent way to sell.