If you ask a sales rep how to be more productive, they may tell you to “pick up the phone and make more calls.” Or maybe their advice would be to “not to take no for an answer.” But of course, it’s not that simple. In order to warm up cold calls and get your prospects to say yes, you need to conduct research.
Can’t find the right email addresses and direct dial phone numbers? Have this information, but still feel unprepared for your conversations? Join the crowd.
Every sales team wants to drive more revenue for less effort. However, if you don’t have key contact and background information on prospects, you’re out of luck. No one wants to hear a generic pitch or product overview. Guaranteed.
The solution: personalizing your conversations. This means searching for company data, job responsibilities, recent awards, and other web mentions before reaching out.
Unfortunately, this isn’t always possible, since many organizations work with incomplete and inaccurate data. As a result, their teams waste too much time on non-selling activities, and can’t focus on opportunities to hit their quotas.
Did you know?
- The typical organization spends $ 24,000 per person on improving productivity.
- Up to 24% of time is spent researching prospects.
- 82% of sales reps feel challenged by the amount of data & time it takes to research a prospect.
- Reps may research as many as 15 different sources to find information on prospects.
- Only 52% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Do you have any other tips on how to be more productive when sales prospecting? Let us know in the comments below!Digital & Social Articles on Business 2 Community