45% of companies report that their sales reps need help figuring out which accounts to prioritize. (Lattice Engines/CSO Insights)
The average amount of time it takes an inside sales rep to set one appointment is 6.25 hours. (Ovation Sales Group)
42% of sales reps feel they do not have the right info before making a sales call. (Lattice Engines/CSO Insights)
When I look at the stats above, I can’t help but think, “Yikes. Sure am glad I’m not in sales…”
These days, sales reps are fighting a constant battle. Buyer preferences have shifted to the point where the buyers now control the pace of the sales cycle, but sales reps are still expected to meet their quotas on their company’s schedule — not their prospects’.
That’s why when it comes to sales, time is of the essence. When you’re trying to hit your numbers, wasting hours of your day on time-consuming follow-ups and leads that aren’t ready to buy isn’t really an option. Instead, wouldn’t it be nice to have a repertoire of handy sales hacks that you could use to nurture your leads, identify the hottest leads for follow-up, and nail those all-important personal conversations?
Our new e-book, 5 Hacks to Dominate Your Quota this Quarter, provides sales reps with exactly that. We’ve taken five common sales scenarios, from cold leads to product demos, and put together a game plan that can help reps overcome quota-blocking hurdles with ease. Here’s a quick look at some example scenarios covered by the e-book:
- Amy has a promising lead that has stopped responding to her communications altogether. She’s frustrated, but she can’t waste any more time trying to follow up — the end of the quarter is quickly approaching, and she’s still shy of her numbers. How can she focus on the tasks that matter while still ensuring her lead doesn’t fall out of the funnel entirely?
- Jimmy has been working a lead who uses a competitive solution, and even though she loves his company’s product, she’s locked into her contract for another year. Jimmy wants to maintain their relationship over the course of the next year, but he really needs to focus on some of his hotter prospects. How can he put this lead on autopilot without sacrificing their relationship?
- Peter has an upcoming demo with a hot prospect — and lucky for him, some key stakeholders have been pulled into the conversation. He really wants to nail this one, but how can he make sure his presentation is as personalized to their needs as possible?
Get a game plan outline for all of the scenarios above — plus two more — in our newest e-book. Check it out to see how marketing automation can give sales the edge they need to crush their quotas and outsell their competition, every time.