Turn a dry sales pipeline into a well of opportunities

Turn a dry sales pipeline into a well of opportunities Thought leaders like you witnessed the restructuring of sales to adjust to the new COVID-19 realities. Buyers have become cautious of their spending& in turn, salespeople had to react and offer more dynamic stuff to sell. It's important that you should stay on top of the game for sales. I noticed 7 things every CEO and their sales team need to embrace.

Below are a few best practices: 1. Readjust Your Ideal Customer Profile: ICPs and buyer personas are not the same thing, but they are closely linked. While ABM is focused on accounts rather than leads, it’s important to remember that each account is still made up of individuals with diverse roles and priorities. This is where your buyer personas come in. For example, you may decide that the presence of specific stakeholders at an account is a key characteristic of your ideal customer profile. As a sales professional, you know that having a bad fit isn’t worth your time. However, with the lead pipeline going dry, it’s okay to readjust your ICP as needed. Brainstorm strategies with your sales team around effective targeting and outreach methods. Within these new verticals, remember to focus on prospects that are a good fit to enhance customer retention. 2. Avoid Purchasing Lead Lists: The truth is, buying an email list is a really bad idea, and a huge waste of money. It’s one of those shortcuts that simply doesn’t work, and will likely cause your business far more harm than good. Here’s something you may not have considered: when you buy an email list, other people are using the exact same list as you. They bought the list, just like you, and they might be sending out email after email to the same recipients. 3. Re-examine Messaging: Reframe your value propositions & educational messaging around targeting the customer’s needs. By doing so, they’re more likely to keep your product and be engaged throughout the customer journey. 4. Readjust Outreach: Your standard sales outreach processes might be tasteless during times of uncertainty. Instead of continuing with the same messages, consider pausing them and using your new, temporary messaging in campaigns.

5. Remain Empathetic: It allows sales reps to walk a mile in the buyers' shoes and understand their thoughts, feelings and motivations. It helps them understand the customer's changed circumstances and see how the company's solutions could fit into the customer's new reality. Pay attention to the customer, the current situation, and their needs -- always. Empathy remains important in job performance as well. 6. Provide Valuable Content to Customers: The only way to attract your customers’ attention is to convince them that you prioritize their satisfaction over net profits. Your prospects are bombarded with messages that pressure them to buy something, every day & most salespeople continue to use pushy tactics. It's about finding a match between your client’s needs and your solution's benefits. Value-based selling means putting the customer’s needs above your own revenue. 7. Transparent sales funnel: The more control and visibility you have of your sales pipeline, the more revenue you'll bring in.

__________________________________________________________________________ Author: Harshal; CEO at BTB Venture ([email protected]) - World Marketing Conference (MADCon) recognized Harshal as Asia's Top Marketing & Advertising leader & invited as a keynote speaker. - According to CEO Insights, Harshal as the \"Most Inspiring Marketing Guru of 2020\" - Experienced CEO with a demonstrated history of working in the RevOps (Revenue operations), Customer Acquisition & Marketing Industry. - Currently running a Million dollar startup to help companies improve their Sales, Customer Acquisition & Marketing.