Switch to Account-Based Selling
As we come back again to bad habits mexico reverse phone lookup learned as shortcuts, one of the biggest is casting too wide of a net with outreach. Generic, non-personalized emails, ads, and phone calls are becoming seen as spam to be blocked and avoided.
HubSpot Sales Manager, Jayme Manos, shares, “I believe that non-personalized sales email blasts will become even less effective. Reps will need to ensure they've not just researched an account, but that they come with a strong 'point of view' and a very clear call to action, regardless of medium.”
So, what is the solution? Switch to an Account-Based Sales model (ABS). Better to land one big fish instead of watching 100 minnows slip through your net. It takes the investment we’ve been talking about, but it works. And, you can still go after low-hanging fruit as long as you do so intelligently.
For example, one of SalesIntel’s offerings is Buyer Intent data. We’ve already established buyers are searching independently. Intent data tracks account behavior online and highlights companies that are likely in the market for your solution. You then have a chance to reach out and provide personalized assistance to them. You get the chance to talk to warm prospects and help them through the decision process instead of waiting for them to reach out.
Maybe Buyer Intent data won’t be part of your ABS approach. But, begin exploring the updates and investments that will increase your team’s success.
Go from Lacking to Abundance
Hoping sales reps will just try harder next quarter won’t turn the ship around. Begin working through the systemic issues and changes you can make to help the whole team find success. Whether you need to improve communication and morale, invest in new tools and training, or reorient your process to make life as easy as possible for the buyer instead of yourself, take the time and energy to do so.