B2B customers usually complete 60% of their buying decision even before they meet the supplier. This decision is formed based on the research they do beforehand. Marketers and sales reps, therefore, have to keep up with the changes in the digital buying process, and understand how the buying behaviours of customer are different today.
By using data and combining it with predictive analysis, sales people can monitor sales activity, measure the performance, manage their work styles, modify behaviour, and find consistent patterns and hidden insights in the sales data to help determine the best route forward.
Best practices for data backed sales:
- Instancy and celerity of response: By responding to enquiries immediately – that is to say in 5 minutes as opposed to a day later – you get 21 times the uplift in qualifications. Maybe it isn’t always possible to reply in 5 minutes but strive towards this benchmark and see the difference.
- Tenacity in calling: Be persistent in calling leads. Don’t be put off when you don’t make inroads with them by the second call. Many factors contribute to why leads don’t respond immediately. Sometimes they aren’t sales ready, they could be top-of-the-funnel customers, or they are still discovering important aspects of solution you offer. You have to keep calling them until they are ready to hear what you are saying. Statistically speaking that takes a minimum of 6 calls to achieve.
- Employment of local numbers: Customers are highly likely to answer an unknown local number rather than an unknown 1-800 number (which they know is from a telemarketer) That’s a number no one rushes to answer. By being where the customer is and establishing a local presence by using local numbers to contact customers, sales teams can see huge uplifts in connections (almost 60%).
- Creation of a predefined cadence: Without a cadence strategy there can be no proper follow-up with potential buyers. To avoid such erraticism, adopt a consistent 10-day outreach strategy. The effort will reflect in the 25% increase in appointments made.
- Application of data to forecast sales: It’s common to see sales reps invest their energy in cinching obvious leads that they feel confident about, while neglecting deals or not having the foresight to see the unapparent ones that actually have good potential. By using data to study what comes down your pipeline you can make accurate sales forecasts and take action on them immediately. And when you start to identify leads early, your forecast lift naturally triples!
When you follow these best practices that are backed by hard figures and not just extrapolation, you see an organic lift in the number of prospects you reach, the appointments you set and the deals you close. And that translates into a 23% revenue uplift!