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The New Sales Imperative
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The fun begins. Add a Review. Thanks for supporting an Australian owned and operated business! Need Help? Newsletter Be the first to know, sign up for our newsletter:. There are standalone versions of many products, plus you can use Zapier to connect disparate systems. Be sure that you are only adding companies and contacts to your prospect list who you believe you can help. Actors use scripts for most of their work. Yet somehow not all television shows and movies sound like a bunch of robots beeping at each other. Step 1: First, memorize your introduction and value proposition.
Did I catch you with two minutes? Step 2: Then, write out open-ended questions that will unlock your conversations. When you ask these, you have to be prepared to listen , not just wait for your turn to talk again. Step 3: Next, come up with clear answers to common objections. Our closers are great. Imagine having an analysis of all opening pitches based on how much revenue they brought in. Your entire team could be optimizing their call and email messaging to fill their funnel X faster. Get someone else to pretend to be the buyer.
Actionable Takeaway 1: Look at activity records of those prospects who have purchased. What days are they most likely to answer the phone?
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Spend your time on those days focusing on high-quality prospects. Hint: InsideSales found that Wednesdays and Thursdays are the best days to have a conversation on the first dial. Most prospects are in the office from about 9am-5pm, with a break for lunch somewhere from — Calling around lunch, or towards the end of the day can improve connect rates.
Use other times to plan, prep, write new sequences, and tweak your script. But you do need to make an ask. When you do, set clear next steps so both you and the prospect agree on how to proceed. Getting your prospects agreement on next steps, and even letting them adjust and give feedback early can make a big difference in deal flow. You are not average. So, master the art of leaving an effective voicemail. That you can help them solve a problem you know they face? Or maybe you just want them to know who you are. By choosing just one message to deliver, you can avoid leaving rambling, long voicemails.
It also helps when you need to leave a 2nd, or 3rd or 4th! Step 2: Next, write your scripts. You should have a few scripts ready, each of which communicates a different, specific message. Step 3: Leave your messages. This is where execution comes into play.
Here are some important things to keep in mind:. Do some testing and continue to improve them! We surveyed more than 1, large organizations across industries and four continents to better understand their preferences in buying goods and services from B2B sellers.
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Our research showed that the ideal channel to reach B2B customers depends heavily on whether they are making a first-time or repeat purchase Exhibit 1. Some 76 percent of B2B buyers found it helpful to speak to a salesperson when researching a new product or service. That figure fell to 52 percent for repeat purchases of products with new or different specifications, and only 15 percent indicated a desire to speak with a salesperson when repurchasing exactly the same product or service.
Engaging customers in the future will require a multichannel sales strategy powered by smart digital investments, which caters to the different needs of first-time and repeat customers. When targeting first-time customers who are looking for direct interaction with sales teams, the fastest-growing companies are using digital tools to help their sales teams address customer needs at each stage of their purchase journey. For instance, they are using interactive product demos powered through tablets or browsers to help salespeople engage customers in the research stage of their journey.
A few cutting-edge companies have also invested in customer analytics that empower sales reps with price recommendations based on analysis of deals other sales reps have closed with the same customer in the recent past. When catering to repeat customers who are comfortable being online, the fastest-growing companies are using digital tools and inside sales to keep them loyal, speed up the sale process, and encourage them to spend more.
They then supplement that with inside sales teams to answer customer questions via email, live chat, and video conferencing. In addition, they are using next-product-to-buy algorithms that send customers relevant recommendations of complementary products based on their purchase history to grow customer share of wallet. In the next five years, we believe that the fastest-growing companies will be using advanced analytics and machine learning to address fundamental strategic issues, such as what sales opportunities to pursue, what resources to allocate to which accounts, and what behaviors to prioritize to drive sales productivity.
Already the days when lead generation relied entirely on local field knowledge are fading fast. Market leaders of the future are using advanced analytics to build a granular account, product, and geographic profile of each of their customers. These profiles are then augmented with relevant external data such as news reports, public financial information, and social media to generate a truly degree view of each customer.
Lead-scoring algorithms can then use these detailed customer profiles to predict which customers to target, when to contact them, and what factors truly drive lead conversion rates. A few of the most cutting-edge companies are also experimenting with AI-enabled agents that use predictive analytics and natural-language processing to automate early lead-generation activities such as handling basic customer questions and automating initial presales questions.
While these predictive lead-scoring algorithms are still relatively nascent, some companies deploying them are already experiencing 15 to 20 percent improvement in their lead-conversion rates.
What the future science of B2B sales growth looks like | McKinsey
In the past, sales leaders used to rely on gut instinct to identify behaviors that drive sales productivity and make account coverage decisions. Advanced analytics is revolutionizing our understanding of how to match the right people to the right deals. The most data-savvy sales organizations are combining sales, customer, and HR data to understand the intrinsic attributes e.
Armed with this knowledge, they can identify the best sales people and allocate them to their most strategically valuable accounts. Buyers are becoming increasingly sophisticated and technically savvy, which has led to the rise of a new breed of sales leaders who bring a strategic mind-set and rock-solid technical skills. They view themselves as coaches whose primary job is to turn rookies into rainmakers. Despite the stated importance of hiring the right talent , not all organizations believe they are equipped with the right talent for the future Exhibit 2.
While all companies struggle with getting world-class talent, fast-growth companies fare better than slow-growth companies: 51 percent of the former believe they have the right sales talent for the future compared with only 30 percent of slow growth companies.