As we continue to adapt to the new sales environment, you and your team may have started to upskill. Focusing on moving sales through the pipeline is crucial to keeping revenue coming in, now is the time to focus on quality lead generation over closing individual deals.
With most businesses working remotely, sales reps need to tailor their approach to be more productive. Here are the top three skills you need to keep your sales pipeline healthy:
You can take outreach to the next level by making short videos introducing yourself, your solution, give some tips and ask for a call. You can easily do a product tour using Loom adding in a short clip of yourself talking to make it more personal. And it can be easily tailored for each lead.
We’ve been setting high-value video conferencing appointments using Zoom, WebEx and Skype; providing the best possible experience for both our clients and the prospect. Every sales rep should have access to video conferencing tools to help them meet with prospects.
Focus on quality over quantity when it comes to prospecting. Take more time to perfect your outreach and connect with fewer but better-quality prospects. You might benefit from doing a review of what is happening in your target markets. Make sure you understand which markets are operating right now and which markets you should leave alone for the time being.
There’s no doubt that this is a particularly challenging time. Even the most seasoned salesperson may be finding it tough right now. It is critical to support your team in bouncing back from a bad call or email. Keeping the team’s energy and momentum up is going to be a real challenge. Developing resilience now will be invaluable down the road when the team must bounce back from losing a big deal. And the resilience will help when we are back to a new normal.
More and more businesses are outsourcing the appointment setting aspect of their business development process and have found it to be a profitable investment. Not only that, but it also frees up their team to concentrate on converting appointments into sales for the business.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.