Traditionally, sales reps have been taught that marketing will pass on a good lead, and all they need to do is pursue that lead and close the deal. On the surface, it may seem that:
More Leads + More Time Spent Pursuing Leads = Boost In Revenue
But that isn’t the case. Today’s consumer is armed with more information and more options, and all of them are on the lookout for the best possible deal. They don’t need the “quote and hope for the best” approach; they need to feel empowered so that they can make an informed purchase decision. Don’t jump in and try to sell. Instead, help them with the buying process. This is why sales development practices and lead nurturing are so important; these activities help transition the leads to prospects and bring them to a “yes.”
Here are 3 aspects of the sales development process to focus on to drive revenue:
Fast Lead Response Times
This is a given in sales: the sooner you respond, the better your chances of converting the prospect. You’ll make an impact and will be on top of their minds when they think about making a purchase. A study shows that after a prospect submits a query on your site, calling back within 5 minutes means you are 4 times more likely to qualify the lead than if you call back in 10 minutes. The sooner you call after the initial contact, the more willing the lead will be to schedule a detailed sales call.
Get to Know Your Potential Customers
Like we said, today’s consumer doesn’t want or need a bid at the beginning of the conversation. They have expressed interest, but it is your job to guide them. Instead of jumping into features, benefits, differentiators or pricing, ask some preliminary questions to figure out which stage the lead is currently at with regards to the buying process. Find out how much research they have done and how much they know about the product or service. By asking discovery questions, the chances of aligning your needs and that of the leads’ are much higher. Give them the opportunity to express their concerns, preferences and requirements. In cases where they haven’t done much research and are unaware, spend some time educating instead of selling. By taking the expert-giving-advice-to-a-novice route, your lead will not feel like you are trying to manipulate them.
Consistently Follow Up
Each call requires a subsequent callback – that is how you move from merely “showing interest” to a qualified lead, prospect or customer. Missing a scheduled call, forgetting to send an email or message or losing a contact means that your lead will fall off the radar. In order to empower them with information, you need to communicate and engage with them at all the right times. Automating these tasks, like calls and messages, can go a long way in ensuring that no lead goes untouched. Logging calls is also necessary, since this will help you set the agenda, tone and direction of the next conversation
With Salesvue, sales development and lead nurturing becomes swift and hassle-free. Our software allows for easy call logging, follow up scheduling and activity monitoring. As opposed to traditional dashboards, Salesvue gives you an overall snapshot of sales activity and lets you filter and search for specific details and metrics. How much time does your sales team spend on getting to know your potential customers?
For more information on sales automation software, view our infographic:
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