Collect qualitative insights and data points from customers
Posted: Thu Dec 05, 2024 5:04 am
This is often thought of as a marketing department activity, but collecting and sharing your own data on prospects and current customers will help you close more deals and help your organization expand and improve.
Gathering customer insights has multiple benefits:
You'll be able to communicate more compellingly and prepare follow-up emails targeting customer concerns.
You'll know exactly when to highlight a specific aspect of your solution or features based on demographics and buyer types.
You'll be able to deal with sales objections not only with logic, but based on the prospect's goals and motivations.
With this in mind, let’s look at some practical ways to gather customer insights to improve your sales strategy.
Record the most frequent difficulties
Listening is one of the best social skills (aka “soft skills”) a salesperson can have . You talk to your audience every day.
Every conversation you have is an opportunity to better understand their struggles, the challenges they face, their desires, and the things that keep them up at night.
Start using this skill and take note of the recurring (and even unique) difficulties and challenges your prospects present to you during sales calls.
As a sales leader, it will also be up to you to encourage belgium whatsapp mobile phone number list this behavior. Create a process that allows your reps to collect this information. It could look something like:
Take note of the date and time of the call in which the difficulty was mentioned.
Use a call recording system within your CRM to review that conversation
Record the exact words the client used to describe the difficulty
Save this information in a global spreadsheet
As you gather more data related to this information, you can help reps identify which pain points are mentioned most often. Organize them by importance and by the language that is repeated.
Track Posts
Some publications have already done the hard work for you. For example, let’s say you sell software (like Pipedrive) and many of your clients work in sales development. If you search for “top struggles in sales development” on Google, you’ll find struggles that SDRs face, such as: high performance expectations.
When selling to SDR teams, mention this pain point in your sales pitch and then explain how your solution can help them deal with this common challenge.
Use data to argue
Anecdotes and stories work to a point. Sometimes, you'll need hard data to make a case (especially when selling to a decision-maker).
There are two common approaches to using statistics in preparing an argument:
Collect your own information, i.e. information extracted from your assets (customer interaction, results, etc.)
Collecting third party data from other sources
If you can, do both. Data and statistics from outside sources can help you formulate an objective and unbiased argument for your sales pitch. You can find plenty of information with a simple Google search.
Compile relevant statistics in one place, such as a spreadsheet, and use them in your speech when dealing with objections.
Gathering customer insights has multiple benefits:
You'll be able to communicate more compellingly and prepare follow-up emails targeting customer concerns.
You'll know exactly when to highlight a specific aspect of your solution or features based on demographics and buyer types.
You'll be able to deal with sales objections not only with logic, but based on the prospect's goals and motivations.
With this in mind, let’s look at some practical ways to gather customer insights to improve your sales strategy.
Record the most frequent difficulties
Listening is one of the best social skills (aka “soft skills”) a salesperson can have . You talk to your audience every day.
Every conversation you have is an opportunity to better understand their struggles, the challenges they face, their desires, and the things that keep them up at night.
Start using this skill and take note of the recurring (and even unique) difficulties and challenges your prospects present to you during sales calls.
As a sales leader, it will also be up to you to encourage belgium whatsapp mobile phone number list this behavior. Create a process that allows your reps to collect this information. It could look something like:
Take note of the date and time of the call in which the difficulty was mentioned.
Use a call recording system within your CRM to review that conversation
Record the exact words the client used to describe the difficulty
Save this information in a global spreadsheet
As you gather more data related to this information, you can help reps identify which pain points are mentioned most often. Organize them by importance and by the language that is repeated.
Track Posts
Some publications have already done the hard work for you. For example, let’s say you sell software (like Pipedrive) and many of your clients work in sales development. If you search for “top struggles in sales development” on Google, you’ll find struggles that SDRs face, such as: high performance expectations.
When selling to SDR teams, mention this pain point in your sales pitch and then explain how your solution can help them deal with this common challenge.
Use data to argue
Anecdotes and stories work to a point. Sometimes, you'll need hard data to make a case (especially when selling to a decision-maker).
There are two common approaches to using statistics in preparing an argument:
Collect your own information, i.e. information extracted from your assets (customer interaction, results, etc.)
Collecting third party data from other sources
If you can, do both. Data and statistics from outside sources can help you formulate an objective and unbiased argument for your sales pitch. You can find plenty of information with a simple Google search.
Compile relevant statistics in one place, such as a spreadsheet, and use them in your speech when dealing with objections.