B2B sales leaders are often pulled in various directions. Whether that’s managing a team of salespeople, tracking KPIs, meeting with clients, or outbound prospecting; it’s a hard job. However, with impersonality being so rife within the sales cycle, reps need to balance both strategic outreach with creative communication just to get an opportunity. This is why so many sales leaders are focused on the uniqueness of their sales nurtures. In this current B2B climate, you not only have to stand out from the crowd, but also snag your prospect’s attention as quickly and efficiently as possible.
So, how do you do it? What are the first steps in creating a unique sales proposition combined with strategic outreach? Let’s find out.
Defining Your Sales Approach
There’s nothing amazingly innovative about the basic sales process. In fact, it’s simply a matter of gauging interest, building value, and matching needs. It would be logical to assume that if this process is followed 100% of the time, your team will hit goals pretty consistently, right? Unfortunately, it’s not that simple. As much as sales is a repetitive process, it is also a defining part of how your clients learn about what you do. That’s why you need to develop an approach that is both sales-minded, while also enabling valuable conversation.
This isn’t easy, but considering what your prospects need at each stage of the sales cycle can help. The general sales funnel, as defined by Freshworks, is awareness, consideration, and decision. Now keep that funnel in mind and ask yourself these questions:
- What do my customers care about?
- How do they obtain their information?
- Who makes the final purchasing decisions?
- Why would they purchase our product?
Answering these questions will help you create a sales approach that is conversational, informative, inclusive, and valuable. Each interaction your team has with their prospects will result in, at the very least, a positive and actionable takeaway.
Personalization in Sales Prospecting
Another challenge that many sales teams face is the hurdle of consistent personalization. As a sales leader, it’s your job to not only manage how your reps reach out to their clients, but the tools they have at their disposal. Many teams would love to use better personalization in their prospecting, but do not have access to the data required. Therefore, a core part of developing your sales strategy should be high quality data.
At DemandScience, we blend intent data into our customer intelligence platform to provide your team with in-market contacts that have up-to-date, actionable data points. This information can then be used in your prospecting to make immediate connections with the top priorities of your buyers.
In addition to what we do, Clearbit is also a great tool for data expansion. It seamlessly pulls your data points into custom fields within your CRM. This enables your salespeople to quickly gather the most applicable insights for every customer interaction.
Agility in Your Sales Proposals
Being able to deliver sales proposals quickly and precisely is a key factor to any team’s growth. This is why it’s so imperative to create a process for proposals as they convert into contracts. You’ll need to guide your customers through any negotiations, pricing changes, or add-ons that happen.
A great place to start when ramping up your contract conversions is to look at how they’re going to be presented. Your sales reps can, and should, designate time to introduce and walk-through each proposal with all key decision-makers at the prospective company. There should also be a clean PowerPoint deck that highlights the “why” behind the proposal and how it will benefit that client. Avoid leaving documents up for interpretation.
Delivering your proposals and contracts is a different story. Document sharing software like Highspot can be a great tool to not only deliver the proposal, but also see how and when it was viewed. Creating a process that enables your salespeople to quickly get commitments from buyers is an important yet overlooked aspect of B2B sales.
Fill the Gaps in Your Sales Process
If you feel like there’s a gap in your sales process, you’re not alone. Many sales teams come across the challenges highlighted here. DemandScience contact and account intelligence is a great way to start structuring sales nurtures. As mentioned, we use a mixture of intent and QA verifications to help provide your team with actionable insights to help create a more thorough prospecting experience.
If you’re interested in learning more about how we can help change the way your sales team approaches prospecting, feel free to reach out!
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