Luck is when preparation meets opportunity.
I’m pretty sure plenty of successful people will agree. Luck helps, but it’s not enough for the modern-day marketer—especially one who is passionate about growing sales in their business. And that’s why I started using modern technologies and data to boost my luck-o-meter, to help me grow my own business. I know that being lucky is in your hands. You can’t rely on good fortune alone anymore.
The sales profession has been subjected to scrutiny over the years. With the rise of digital technologies, it’s now easier to get a pulse on how customers feel about your company and your products.
The data shows that buyers have lower trust in salespeople than in other professions. It also indicates that buyers are wary of salespeople plying them with unwanted information or trying to upsell them on products they don’t need.
One reason for this distrust may be that many salespeople come across as pushy and insincere due to their boilerplate messaging. But there’s another factor contributing to this phenomenon: Your prospects don’t know who you are.
The HubSpot Sales Enablement 2021 Report tells us that 50% of prospects think salespeople are pushy and only 3% trust them. Yet, according to another study by Forrester, only 22% of salespeople are very effective at personalizing content for every buyer interaction — which could explain why so many prospects feel so poorly about the profession overall.
Upgrading Sales Teams and Increasing Their Luck With Big Data, Predictive Analytics, and Customer Journey Mapping
While there is no silver bullet that will guarantee success for every salesperson, some tools can help you get more leads, convert them into customers, and close deals faster.
Here are four ways to use technology to boost your sales:
#1: Create a CRM System for Better Lead Tracking
A customer relationship management (CRM) system is essential for any sales professional. It allows you to keep track of all potential clients and their needs by storing their contact information in one place. You can then manage all data from one central location instead of scattering it across various documents and emails. This makes it easier to follow up on leads and manage client communications over time.
The best CRMs also integrate with other applications such as email marketing automation tools or lead generation software so that you’re able to automate certain activities like sending out newsletters or tracking how many people opened your email newsletter campaign last week compared with how many opened it last month.
#2: Work Smarter with Signal Intelligence
The best time to reach out to your prospects is when they’re in the market for your product. Sounds obvious, but this is a crucial mistake we see companies make.
When you reach out to a prospect based on a Signal, timing is on your side. You have all the information you need to reach out to companies likely to be looking for your product.
Think about your buying process: When do you start researching? When do you decide what company or product you’re going to buy from? When do you make a final decision?
These three stages are also known as “the buying funnel.” The point of the buying funnel is that it helps us understand where our customers are at in their journey so that we can communicate with them appropriately at each stage of their decision-making process.
When you have a lot of data in your CRM, it’s easy to get lost in the noise. You may have hundreds of companies in your CRM, but Signals help you sort out the ones you should prioritize right now.
Signals are based on specific events that happen to your contacts. For example, if a connection sends you an email about a proposal, you’ll be notified immediately to respond quickly. If a prospect closes a deal with another company, you’ll be notified so that you don’t waste time with them anymore. Signal Intelligence helps ensure that the most important information gets to the right people at the right time.
#3: Leverage Data into Sales Pitches
You can make your pitch more relevant by tailoring it to the prospect’s current situation. You’ll always have a good reason to reach out, so you don’t need to question whether or not to get in touch.
So… How to pitch a prospect?
You can tailor your pitch based on the prospect’s current situation. You’ll always have an apparent reason to be in contact, so there’s no doubt that you should reach out right now.
Here are some tips:
- Find out everything you can about the prospect’s business. What do they want to solve? What are they struggling with? What needs do they have that you can meet? Research their website and social media accounts. Look at their competitors’ sites as well — what do they do well and poorly? How does your company compare?
- Consider what stage of development your product is at and whether or not it will benefit them right now. If possible, ask for feedback on what would help solve their problem(s).
- Ask yourself if this is someone you’d like to work with long-term — not just because they have money, but because they’re smart, driven, enthusiastic about what they do, and generally pleasant to be around (and hopefully vice versa!). You don’t want to burn bridges by pitching poorly or being pushy; however, if you’re genuinely interested in working together long-term, it will show through!
#4: Be the Early Bird
When you are selling a product or service, it’s easy to get caught up in the moment and forget about everything else. However, you can never underestimate the importance of your customers’ needs.
When you’re selling, your goal is to make a sale. But, if you are not thinking about what your customer wants and needs, you will not be able to do that.
One way to ensure that you do not fall into this trap is by anticipating your customers’ needs. This is particularly important if they have not yet expressed them verbally or with their behavior.
By anticipating the buyer’s needs and reaching out before they begin researching, you can increase your chances of landing the sale.