Each organization’s sales team will have a unique defined sales process that it leans on in order prospect, nurture, and close deals successfully. But what happens when that process is broken or so out of date that it isn’t in sync with the way people buy today? Your sales reps will have difficulty gaining business, sales will suffer, and so will your profits.
As buyer behaviours change, so should your process. Not sure if your process is out of date? Look for these five signs.
Cold calling doesn’t work anymore, so you need to switch your focus to adding warm leads to your pipeline—leads that are interested in your company and in what you’re selling. When your reps can reach out to prospects who have actually expressed an interest, they’ll have better luck closing deals. Implement inbound marketing to adapt to the new way customers buy and start attracting warm leads, instead of chasing cold ones.
Prospects will be far more likely to engage with your sales people if they are familiar with them—or at least their company affiliation—first. Sales reps need to prioritize developing a bond and rapport with prospects online before sending out those emails or otherwise reaching out. Taking the time to identify where prospects are active online, engaging them in conversation, and adding value before reaching out will increase the likelihood of a response because the sales rep will no longer be a complete stranger to the prospect.
A great sales process today is one that revolves around the customer. One that uses education and knowledge as power. And one that lets the customer be in charge.
Your sales people are only as strong as the sales processes they rely on. If your sales process sucks, is out of date, is broken, or is out of line with today’s consumers, then it’s time to update it.
About the Author:
Matthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.