—You may feel like you’re trudging through a muddy field. Technology and automation, not serendipity, can work to your advantage. By connecting marketing data to sales calls, you can increase the percentage of those “eureka” moments that occur. Create, monitor, and review automated rules that notify the most appropriate salesperson exactly when a prospect is browsing information rich with buying
signals or looking at those detailed specs and pricing brazil mobile phone number list information. And you’ll hear the phrase “this isn’t a good time” less and less. 3. Flag when your conversation isn’t meeting expectations It’s painful for you: that face looks familiar, they walk over with ease as if they know you and want to strike up a conversation, but you just can’t remember who they are. There’s no getting around it — you have to ask for their name again. And when you do, the relationship you can’t even recall will take a big step back and the vibe will drop a few degrees. Knowing people, recalling information about them, and being able to pick up where you left off is essential to building trust and relationships. So when marketing and sales hand off, buyers who feel a relationship with your brand aren’t won over and have to start from scratch. By the time this happens, your buyer is already 60% of the way to a final sales decision, so
you’ve already lost a lot. Sales and marketing must align to share everything they’ve learned about a prospect as they progress through the sales funnel. Otherwise, an awkward conversation can take away much of the work of “winning over a customer.” 4. quotation process can cost you sales. The clock is literally ticking, and every delay in finalizing a quotation is an opportunity for a buyer to go from getting the goods to losing the way. You need a sound quotation process because you certainly don’t want to jeopardize the carefully built confidence because of a mistake in your quotation that needs to be corrected. 5. When confidence is everything Trust and confidence are what it takes for a smooth sales pitch. Keep an eye out for those friction points that can hurt your sales—from the early stages to the final moments. You also need to evaluate when your sales pitch isn’t working and when you’re pitching to the wrong people. Setting up a lead handling process can help you identify and remove those who have entered your sales funnel but are unlikely to convert.