An effective B2B sales team turns leads into concrete wins, but a witch’s brew or a fairy godmother can’t make this happen overnight (no matter what time of the year it is). Monster sales effectiveness happens when there is a shift in thinking and not just by following a list of actions.
How, you ask? Here are three proven tricks to help treat underperforming sales effectiveness.
Research your customer
You received some leads and now it’s time to sell. Do so with the right research. Sales reps become so focused on selling they don’t take the time to find out more about their potential customers. How did they start? Where do they want to go? And more importantly, how can your product or service help them achieve their goals. A big picture understanding of your potential sales leads, gives you the tools and data to show your customers you have the solutions to fit their needs. For win-backs, keep abreast of your customers (past and present); are they launching something new where you can help? Or do you have what they need to boost a current campaign? A little research can go a long way for sales effectiveness.
All about attitude
A little positive reinforcement never hurt anyone. While not all B2B sales leads seem promising at first, there’s nothing preventing your team from turning them into gold except for maybe thinking they are poor leads to begin with. According to Sirius Decisions, the average salesperson only makes 2 attempts to reach a prospect. However, nurturing is a proven method to turn leads into sales. The Black Report found that companies who communicated three or more times with sales leads are 2.4 times as effective at achieving their targets. Bottom line? A shift in attitude and a little hard work can double your results.
Introductions are done and meetings have gone well, but the work isn’t over yet. Leaving leads to develop on their own is a great way to lose them. If you told a prospect you were going to send information and follow-up, make sure you do it. Following through with past customers is also an effective way to get win-backs. One of the top reasons for sales effectiveness failures is lack of follow-through. You’d be surprised to know how many people keep your information and refer to it when the need arises – make yourself present and see your leads grow.
Sales effectiveness isn’t just a set of actions. It’s a way of thinking. Contact us to help you turn your sales leads into gold.