More conversations with people who can buy - that's what all sellers want. It's harder than ever to get buyers to respond and book a conversation. What are your sellers doing that is working?
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Take the time to know your target, their business, and their role in the business. Invest in networking, learning and engaging in discussion (not pitching). The best salespeople add value to their client's industry and operational goals. They drive sales because they're seen as industry experts, not just product experts. Sales is hard work and there are no shortcuts.
Understanding the client need, finding ways to express that in a simple manner, and then offering a solution that will help, even when it’s a free or non quota attainment solution…
Looking at intent via Inbound = low hanging fruit. Prospecting through outbound is liking climbing a tree to see the ripe fruits, waiting for the others to ripe over time (i.e the need to change, educate, competitive positioning etc)
We're having a lot of success with customers who know what they're looking for. For example, they use Salesforce and they're thinking rather than switch to a new platform, what extensions can they get on Salesforce? There's a lot of growth that happens in the untapped market, and this is an area that I'm really starting to look into. The customers that don't know that they need to do something, don't recognize how fast this world is turning - but the people that do are the early adopters. Find out what they're using, like ChatGPT tools to find and search for your gold mine.
The challenge everybody's having right now is with being in a recession. Nobody's got the budget to buy a brand-new platform. Rather than having all these different tools and trying to manage all of them, you could solve it by getting an extension or adopting a new piece that you already have.
Even though we get high email open rates, I think it’s hard to land in the primary inbox. We have also not optimized what we need to do on that front, we don't know it well enough yet. Instead, we go hard on cold calls and we've got a tool called Optum Orem. It's a power dialer where you're doing 100 dials per day per SDR because dials don't matter when you can make 150 dials in 40 minutes. Where before you could do 60 in an hour and if you got one conversation, that number would plummet. Now we can get to conversations faster because conversations are the only thing that matters.
If we can get a 10% answer rate, we can get connected 10% of the time to somebody - that's about what we see as standard these days. If we get 10 calls in a day and convert three in the meetings, that's a really good day. If we convert one and two a meeting that's about a standard day. That's our biggest channel by far for success emails, mostly awareness.