One of the biggest challenges for sales reps is effectively managing prospect follow-up timelines, especially when you have varying degrees of interest or a fluctuating sales cycle. One prospect could simply have a scheduling issue, so they’d like you to follow up with them in two weeks. Another might not be ready to purchase yet, and they might ask you to follow up in 6 months. And other prospects might be somewhere in between. How can you maximize the value of these leads over time and successfully follow up with them, continuing the conversation where you left off?
Our partner LeadJen, an outbound B2B lead gen company, produced a short video that addresses this exact issue. Jenny, president of LeadJen, provides four helpful tips for keeping prospects warm, especially those with longer follow-up timelines, so your reps don’t have to restart the conversation and waste their time:
1. Cut sales follow-up timelines in half.
We’ve all had that prospect say, “call me again in 6 months.” The problem with this is that your sales reps might have already provided value in a meaningful conversation with the prospect, but that value could be lost on them or forgotten after an extended period of time. Instead of following the prospect’s timeline suggestion, use your judgment when scheduling the follow-up task. Cut it down by at least half so that you can restart the conversation sooner rather than later.
2. Start the conversation before the budget cycle starts.
The company budget is like cake; everyone wants a piece and they’re going to fight to get it. It’s virtually pointless to start a sales conversation with a prospect who is in the middle of the budget cycle. Try to start the conversation a couple of months in advance so the prospect can mentally (and literally) budget for your product or service offering.
Check out Jenny’s full post on LinkedIn or watch the video above to learn about tips #3 and #4.
Developing an Optimized Cadence
These tips can certainly help you manage your prospect follow-up timelines more effectively. On the other hand, however, if you really want to optimize your follow-up and cadence schedule, you need to have real-time insight into what activities are working and which ones aren’t. Simply put:
The true recipe for success is knowing when the right sales activities are executed at the right time with the right velocity and quantity to accelerate pipeline growth.
Only then can you develop an optimized cadence schedule specific to your business and your sales cycle.
Sales statistics will lead you astray and you shouldn’t pay attention to them. For example, a common sales stat is it takes an average of 7.3 attempts to connect with a prospect. But what is that number based on? Did those attempts happen in a single week or over the course of a month? And what are the outlying numbers that may be skewing the average? And who’s to say that number makes sense for your vertical?
The bottom line is you need a customized call plan that is designed to increase your connection rates and chances of conversion. Salesvue’s Math of Sales solution organizes, measures and guides sales activities to successful outcomes, all the while giving you, real-time, quantitative insight into every phase of your sales cycle so you can see what’s working and what’s not. We not only help you with developing a customized cadence for your business, but we can provide you with the analytics you need to make data-driven decisions about all of your revenue processes.
To learn more about the Math of Sales and understanding your SDR needs, Request a demo today!