Although Artificial Intelligence is rapidly taking over, and sales seem to be its next target, but there is still no need to fear because sales aren’t dying anytime soon. Rather, it is changing into a more efficient and dynamic beast. One of the tools in this transformation or change is sales intelligence which is helping us in automating your work, the sales team now spends more intelligent time and effort on mostly prospects that can generate sales.
Below are four ways to upgrade your sales development process with better technology.
Use Better Data in Sales Prospecting
The common traditional sales team believes that prospecting means sourcing lists of businesses that could fit your target description, and success was calculated based on the number of people that you made contact with from the list.
This method is no longer effective, this is because more than 50 % of the prospect may not fit your target description, and only as little as 1 % of phone calls may lead to an actual meeting.
But with the availability of data today, campaigns can be focused on the right companies through a detailed ideal customer profile. The ICP is a set of attributes or characteristics that describes the company.
Score Accounts, Not Just Leads
After obtaining your detailed customer profile, you may be faced with a challenge such as none of your prospect matches with your description. This is because you have characterized a makeup of a customer that rarely exists, a customer who wouldn’t give you much headache before buying.
Since there is no customer that may be your ideal customer, it is best to look for a prospect that have a bit of resemblance to your prospect. You could compare them in percentages such as 95% 75% and more. Hence you prioritize your call based on their ranking to the ICP,
The process of arranging this prospect in the order of priority is called account scoring. Account scoring is the measure of the entire organization in contrast to the actions of the individuals from an organization
Monitor Buying Signals for Sales Timing
In sales, timing is everything. An organization is rarely a static whole with unchanging needs, and your actions should be guided by these changes in the situation. A successful sales organization has a process to monitor buying signals.
Let’s take an example. In the staffing industry, when a prospect company wins a large contract, they’ll often require the additional workforce. Logically, this should also increase their likelihood of being a good customer in a staffer’s eyes, increasing the account score for that company respectively.
The winner of the deal is, most often, the one reaching the decision-maker first during this window of opportunity. According to a study by Forrester, whoever reached out to a prospect first during this time of need closed the sale 74% of the time. After a few days, the score of the account should lower again considerably, as it’s more likely that someone has already filled the need you didn’t.
Integrate fresh data into your CRM
One of the most annoying jobs to perform as a sales developer today is manual data entry. Today with integrations and APIs, your business important information can be channeled into any tool. In the case of sales development, the information you need to make a smarter conversation using autonomous targeting that could lead to possible sales is your CRM.