Transform your sales team through the Internet

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It is very common to see how a company develops a digital strategy and the results are not long in coming. Visits to the website double, business prospects increase and everything seems to be going well until the first problem arises: sales do not increase.

What's the problem?

Traditionally, sales and marketing have been separate. While marketing is designing content, campaigns, and images, sales is glued to the phones, making calls. This is the heart of old sales and marketing: lists of prospects hoping that one out of hundreds of calls will turn into a customer. The problem? This system no longer works. Now, buyers are in control. While marketing strategies change and try to change to be relevant to buyers, it’s important that sales strategies change as well.

What is the solution? Sales that follow the inbound model.

Marketing and sales departments need to transform together and stay relevant to today’s buyer context. Here are the four areas they need to focus on:

1. Transform the way you address your audience:

In the traditional sales process, the first step is australia accountant email database filled with lists full of contacts that are supposed to be useful for the business. Sales and marketing were engaged in a real avalanche of calls, emails and SPAM until about 1% of the contacts agreed to be interested in what the company offers. Inbound Marketing changes this paradigm completely. Only those who have some interest in the product or service that the company offers enter the sales process. These people would not have downloaded your offers, read your blog or searched for your company on Google if they did not have some interest in your product or service.
But the main point is that not all of these contacts are good sales prospects. Some may be your target audience for sales. Others may be students doing research or just curious people. The key here is to filter all the prospects before directing them to the sales department. If you generate 1,000 contacts a month, of which only 200 are qualified for the sale and you pass the list of 1,000 to the sales department, you will only frustrate them. Instead, if you just forward information to the 200 prospects, the sales team will do their job efficiently.

2. Transform the way you search for your prospects:

In 99% of cases, companies make the same mistake when implementing this new sales system. By the time a prospect is contacted by sales, they are already 57% of the way through the process , but salespeople are still talking about how they have never heard of your company. When beginning the prospecting process, sales needs to leverage the context of the potential buyer, who they are and where they are in the process. There are 3 things you can do to transform the way your company prospects:

Research your prospect effectively: Most companies are good at researching basic data about their prospects, such as their website or press releases. But this information doesn't tell you much about their background. Research your prospects on social media to find out a little more about who they are. What is their role at the company? How many years have they been in their position? How did they find your company? What search terms did they use?