Modern sales techniques that have been tried and proven before can help you succeed. These methods are well-known for a reason; they have proven effective for many sales professionals, and they can provide the same results for you.
Even for top salespeople, learning new abilities in sales is difficult, let alone mastering the selling tactics representatives use to be successful. Salespeople have so much to learn and do in so little time. How can they stay on top of their game?
Here are five of the best modern sales techniques that sales professionals should focus on to start Q4 and end the year with a bang.
Targeting Right Customer Fit
Finding the right clients isn’t as simple as it appears. Even if you have an excellent SaaS product, you might not know who the product is for or who you should focus your time on.
Your salespeople can’t complete deals routinely if the leads they’re getting aren’t from your ideal clients or if the leads don’t comprehend your product. The best leads are those who have previously been exposed to your product through marketing, are aware of the need you’re filling, and are ready to consider a purchase.
Typically, low lead quality results from insufficient marketing and market research. Poor communication between marketing and sales may also be a problem. Marketing expects sales to go one way, but that’s not the situation on the ground.
Instead, focus on creating the perfect client profile and enhancing the lead qualifying process by utilizing buyer intent data.
Generating New Leads Consistently
Reaching previously untapped markets is the most effective approach for B2B companies to continue generating money and expand their customer base.
Leads are consistently dropping away and churning through the funnel. As a result, salespeople must seek new methods of attracting prospects and bringing them into the sales process. If new leads aren’t constantly being generated, you’ll run into dry spells that can ruin your quarter.
Identifying and contacting new prospects requires time and effort. When it comes to reliable B2B data, SalesIntel can assist you by providing the contact information of your prospects together with other company-specific details like demographic and technographic data. Ideal customers can immediately be added to your sales and marketing funnel. Even if you’re moving into a new market or audience, you can rapidly scale your outreach.
Avoiding Cold Outreach
Connecting with qualified prospects depends on your company model. It may be done by drawing them to your website or by contacting them via email, LinkedIn, or phone.
Whichever route you use, be certain you’re addressing the correct individual. If you’re going to be relying on the website, you need to know who your visitors are. If you’re doing outreach via email, be sure to tailor your message to the recipient’s specific needs rather than sending a generic one.
If you’re cold calling, make sure you’ve got enough info before you call so you can talk to the right person.
Cold calls are the most disliked part of the job for 63% of salespeople, yet 57% of C-level executives enjoy the information salespeople provide over the phone. If you’re struggling to connect then you’re likely struggling with data decay or a lack of direct dial numbers. By accurately dialing your prospects with data provided by SalesIntel, you can improve the dial-to-connect ratio by 7x.
Adapting to the New B2B Mindset
When it comes to B2B purchases, results are more important than specifications. The vast majority of B2B salespeople squander conversation time by boasting about their products or services to potential customers. Your potential customer actually wants to know how you can help them grow their business while increasing productivity. Prospects need you to understand their industry and whether or not you have the correct answer to their challenges.
Most modern customers do considerable research before making any kind of purchase. Salespeople must know when and where to intervene to help. Do your homework on the prospects’ companies before meeting with them.
Salespeople are naturally goal-oriented individuals. Immediately following the conclusion of a conversation with a possible customer, you begin to question whether or not the sale was moved forward. However, you should take a step back and look at what worked and what didn’t. This will assist you in understanding why certain sales are successful while others are not. The goal is not to close as quickly as possible but to genuinely engage with the prospect. You want to make their day. Not have them make yours with a quick sale.
Creating a Sales Sequence
Sales sequencing takes the mystery out of the sales process by letting your SDRs know how to progress a prospect through the sales pipeline. For example, an email sequence may be composed of many sales touchpoints sent at predefined intervals. Emails, SMSs, social media messages, phone calls, and other sales activity can be included in these touchpoints.
The most effective sales processes find a mix between automation and customization.
It is crucial to follow best practices for implementing a sales sequence successfully.
- Target — Plan your sequencing strategy by finding and concentrating on the appropriate prospects. Avoid using old data to determine your qualified leads. Instead, focus on confirmed, fresh data.
- Segmentation — Lead segmentation is crucial to any sales process since it helps you target a specific set of prospects, deliver convincing prospecting communications, and improve the quality of your leads.
- Mix — If you want the best results, use a variety of platforms in the sales process including email, phone, direct mail, and social media posts. You may also use text messages and voicemail or even an in-person meeting.
- Align — The objective of your sales sequence should guide your touchpoints. One way to do this is to present a product, nurture the lead through the sales funnel, follow up, or accomplish another sales goal.
Make the Most of Your Sales Efforts WIth SalesIntel
Your existing B2B data and prospect lists can be integrated and enriched with SalesIntel. You’ll get access to the most up-to-date and complete B2B data in the market, including firmographic and technographic information on your ideal customer profile and access to Buyer Intent Data.
Additionally, SalesIntel helps you to:
1. Get Advanced-Level B2B Data: You will have instant access to millions of human-verified data of companies as well as decision-maker contact details. All of which is re-verified every 90 days.
2. Get Access To Work Mobile Numbers: Direct work mobile dials are 7x more likely to be reachable. Over 48 million business mobile numbers are available on SalesIntel, so you can reach a decision-maker immediately and utilize your time for more essential activities than waiting for a switchboard operator or leaving a message.
3. Append Existing & Incoming Leads: Existing data can be enhanced with as little as an email address, and SalesIntel will automatically append the company and contact information you require to carry out your sales and marketing efforts.
4. Track Buying Signals: You can find ready-to-buy leads who are actively seeking a solution and reach out to them, allowing your sales cycle to be shortened. Before contacting a potential customer, discover what they are interested in so you can reference topics that already have their interest.
Selling in the B2B space is a marathon, not a sprint. You need to keep patient throughout the process as you learn more about potential buyers. The key is to focus on data. The more you use your data, the closer you get to high-speed sales growth.
Start your free trial with SalesIntel to test the data and get your sales team on track for the next quarter.