What are top-performing sales reps doing differently?
According to Salesforce’s 2015 State of Sales:
When it comes to managing customer relationships, high-performing sales teams use technology to accelerate sales processes and free up time to sell, using nearly 3x more functionality than underperforming teams. Top performers are nearly 8x more likely than underperformers to be heavy tech adopters.
That’s why, according to the same report, sales reps’ use of mobile apps will increase 125% in the next two years alone. Today’s always-on buyer demands an always-on selling experience in return, which is why mobile devices are becoming more and more critical to sales success. The sales reps who are winning deals are the ones who are recognizing opportunities sooner and catering to these individual buyers throughout the course of the sales process — from their phones, their desktops, and their CRM.
It sounds exhausting — but it doesn’t have to be. In our webinar next week, we’ll be discussing three rules that, when followed, can help sales reps crush their quotes and attain “MVP” status. The webinar will take place on December 9th at 2PM EST, but if you can’t make it, here’s a quick sneak peek at a few of the topics we’ll be covering:
Rule #1: Be First
According to InsideSales.com, 50% of buyers choose the vendor that responds first. It is more important than ever that sales reps be first into every deal — but how?
Getting to each opportunity first is all about having the right data and knowing which leads to prioritize. There are a number of features and technologies that come in handy here, including:
- Real-time sales alerts. If you have a marketing automation tool or a sales application like Salesforce Engage, then you can get real-time alerts every time one of your leads interacts with your website, sales communications, or marketing campaigns. This allows you to strike while the iron is hot and your company is top of mind.
- Lead scoring and grading. With a lead qualification process in place, it’s easier than ever for sales reps to prioritize their hot leads at a glance. By quickly referencing a lead’s score — via phone or desktop — sales reps can see which leads are most active and engaged, leaving the less engaged leads to be further nurtured by marketing.
Rule #2: Be Relevant
According to the Salesforce State of Sales report, high-performing sales teams are 4.5x more likely have a 360° view of their customers than underperformers. But how are reps gathering all of the information they need to send relevant communications to each and every buyer?
Again, a marketing automation tool or sales application is helpful here. Marketing automation allows marketers and sales reps to compile detailed prospect profiles over time, complete with website browsing data, activity data, and demographic information gathered via forms and landing pages. With this information accessible to sales reps via the click of a button, reps can better understand each buyer’s needs before reaching out.
Rule #3: ?
Want more winning plays? Join Daryl Mason, AVP East Sales at Salesforce, for the full webinar on 12/9. Register here!