Any sales reps worth their salt does their homework before contacting a lead. The following best practices can pave the way for highly effective conversations with prospective buyers.

InsideView Ignite Your Sales Revenue with Sales Intelligence

Ignite Smarter Conversations
Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. It’s no longer just who you know that will make business deals happen, but what you know about who you know, tightly synched with when and where you should know it. After all, according to IDC, IT buyers indicate that ~54% of sales reps are unprepared for their initial customer meetings.

To prep for the meeting, your reps can tap into sales intelligence to pinpoint what’s top of mind for the contact and immediately establish rapport on the call. With access to multiple data sources in a single place, your sales reps will spend less time on research, yet will be more effective on the phone.

A study by CSO Insights shows that even when using CRM:

  • It takes sales reps an average of 4 voice mails or emails to get that first, pivotal appointment with a prospect
  • They often have to wait 3 to 4 days for a response
  • 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.

Combined, traditional business information services and social media can help create the best prospect intelligence, enabling sales professionals to sort through potential deals and dealmakers. With insight into companies (for example, M&A activity, new leadership, and major initiatives), contacts (title, email, and phone number), and social profile information or people insights (“I see we have friends in common,” or “We went to the same school,” or “You recently tweeted about X”), your sales reps can start the conversation off right.

The sales reps that take advantage of the intelligence to be found in the online conversation are reaping the rewards. In a study of sales reps within 2,000 companies, the reps that turned to sales intelligence ended up with higher win rates.

How ‘smart’ are the conversations you have with prospects?