A sales process built around helping the right customers and closing more deals.
There is a big disconnect between the sales rep and the buyers. They tend to want different things on the first call, seller want goals and challenges while buyer wants price, and in terms of content. Because of this disconnect it is becoming more difficult to get in touch with prospects. Start by accelerating the workflow with marketing alignment and automation.
The workflow is what drives productivity. It's a system for accelerated sales. Start by automating outreach, email and follow up while remaining personal.
Better user data from the website and scored leads from marketing makes it easier to plan out who to contact and when to make the connection.
Keep a full pipeline of qualified leads to close deals as part of the workflow. Again, focus on working the system and achieving speed.
With the right information and workflows you can increase efficiency at every stage of the funnel.
Train every new rep the exact same way. This is critically important for a productive sales team. Everyone is on an even playing field and it makes it easier to spot trends.
The systems that govern the sales team. Document and schedule time to regular update the documents. Essentially an extension of the training you also get access to company docs such as templates and directions on when and how to use them.
Using software, automate specific actions that lead to busywork. Outreach is a time-consuming sales practice that has resulted in tools like Hubspot Sales's Sequences.
Knowing who to connect with, when to connect, how to connect and why creates a more human and helpful experience that people enjoy.
Get a lot more data from your website to utilize in the sales process. Deeper research is done to fit the qualified lead. Sometimes marketing pass through leads that look great on paper but upon further review are clearly unqualified.
Prospecting has been getting more difficult in just the past few years. Most managers say it's harder today than it was two years ago. It's more important than ever know exactly why you're connecting, who youre connecting with and what they are looking for.
With good research and website data you can begin to personalize the sales experience. Giving your prospect the feeling that they are on their own individual path.
A more consistent and predictable workflow helps to understand your pipeline to close more customers and drive revenue growth.
Accelerated prospecting and better connections is going to lead to more exploration. Depending how heavy your sales pipeline is, explore the possibility of working together so that both parties get a better idea of overall fit.
If you get the opportunity to take a deeper dive, discover where their biggest pain points are and how you may be able to solve them.
Provide a remarkable experience throughout the entire funnel to retain customers and up/cross sell them in the future. Delight every customer and turn them into your strongest advocates.