The key for most successful endeavors in business is being in the right place at the right time with the right person. So, why should your sales process function any differently? We’ve written before about the importance of your CRM system to your organization. But, what’s worth noting is that 91% of CRM data is incomplete (Salesforce). So, how can your sales team achieve success if they don’t have the appropriate data available to access the right person at the right time in the right place? Let’s take a closer look.
Do you have the TIME?
You can read a dozen sales books that will tell you that it’s best to make cold calls in the late afternoon, Thursday is the best day to prospect or that it takes an average of eight cold call attempts to reach a prospect (The Brevet Group). But, these are generalities and every prospect is different. The importance of time is knowing when your prospect or customer is the most responsive and/or prefers to be contacted. It’s the time it takes to build the connection. Communication is key to the sales process but so is persistency. In fact, according to the Marketing Donut, 80% of sales require five follow-up calls after the meeting while 44% of sales representatives give up after only one follow-up. Seamlessly tracking your interactions with a prospect or customer as well as the quality of those communications can help you to consistently connect and build a successful sales relationship.
What PLACE should we meet?
It’s not just about the right time. But, where should you engage with your prospects? Phone calls and especially check-in calls can help you to maintain relationships or learn about new company developments that could open sales opportunities. But, sales interactions aren’t only taking place by phone, with the rise of our digital lives both personally and professionally, Forbes reports that 78% of salespeople using social media outsell their peers. But, don’t worry, the tried and true staple of email won’t be going anywhere soon. Email performs nearly 40 times better than Facebook and Twitter when it comes to acquiring new customers (McKinsey). And, meetings, whether in person or virtually always offer a unique opportunity to engage more personably.
Who’s the right PERSON?
Getting time with a prospect in-person is a very good thing. But, of even greater significance, it’s about getting time with the right person. According to Gartner, at the typical firm with 100 – 500 employees, an average of seven people are involved in most buying decisions. No longer are the days of sales one-to-one. Today, it’s many-to-many. Whether within your own company with people in your sales, marketing, accounting and procurement departments involved in the prospect-to-sale journey; or, on the customer’s side with multiple decision makers with a variety of areas of expertise, knowing who the right person(s) may be has never been more crucial.
How do you possibly manage it all successfully? Tracking so many interactions on a number of different channels can be a challenge. Limited CRM data and access across your enterprise can also present many barriers. That’s why SalesWise tracks all your emails, key contacts involved, meetings, and documentation conveniently all in one place. We also believe in democratizing data so that everyone in your enterprise can access the information they need to enable successful customer relationships free of per-seat license fees. Relationship Intelligence has now reached a new level ensuring you can be in the right place at the right time with the right person. If you don’t believe me, just #CheckTheCard.