Post by hasina789956 on Oct 29, 2024 10:04:11 GMT
This is a fact and recent crises have confirmed it a little more. In the era of the connected and informed consumer who almost systematically finds information online before buying, in B2B as in B2C, it seems obvious to review your sales prospecting strategy to meet these new expectations. In this article, I share with you the 11 modern (and complementary) methods and tools that we use to improve the effectiveness of our commercial prospecting . Review your prospecting plan Prospecting has become an art form where some excel and others fail. The first thing to put in place is to audit and then implement a modern commercial prospecting plan to revive business development. Above all, it is an exercise in alignment with your marketing teams and in defining objectives. If of course, you follow the right steps and are armed with effective tools and methods. Recommendation Here are some of our tips for establishing a modern prospecting plan .
Train your salespeople in sales techniques We come across a good number of companies that ask for tools or resources but whose salespeople do not have the appropriate training, not only to use modern tools, but also to qualify prospects and sell. However, if you want prospecting to be effective, you must learn to follow techniques (sales techniques but also conversational guides, sales bulk email campaigns process management ) to quickly disqualify prospects who are not interesting for your company. Do not wrongly believe that your salespeople have all the modern sales skills for discovering needs , for example. Download 12 Sales Techniques Every Good Salesperson Should Master cover_11_sales_techniques_2022_ Using social selling and social networks To improve your sales prospecting, it is essential to build your online influence also on social networks. It is one of the acquisition levers , but not the only one.
That being said, for the record, just yesterday I was approached by phone by a salesperson who doesn't have a Linkedin profile. In 2024! Social selling is a process of research, mutual assistance and interaction with your potential prospects. It is time-consuming (like traditional prospecting) but essential to find new customers . This doesn't happen by itself, and you won't get appointments overnight. You have to sow before you reap, and be interesting before you're interested. If this prospecting tactic appeals to you, I'll share my good habits and best practices on Linkedin here . improve-commercial-prospecting-social-selling-meeting Recommendations Polish up your social media profiles Adopt a real approach on Linkedin Train your salespeople on the challenges of social selling Automate what can be automated, making sure to personalize your messages Be consistent and provide value to your audience Use recommendations and use cases from other customers Getting a recommendation remains the most effective pre-sales method .
Train your salespeople in sales techniques We come across a good number of companies that ask for tools or resources but whose salespeople do not have the appropriate training, not only to use modern tools, but also to qualify prospects and sell. However, if you want prospecting to be effective, you must learn to follow techniques (sales techniques but also conversational guides, sales bulk email campaigns process management ) to quickly disqualify prospects who are not interesting for your company. Do not wrongly believe that your salespeople have all the modern sales skills for discovering needs , for example. Download 12 Sales Techniques Every Good Salesperson Should Master cover_11_sales_techniques_2022_ Using social selling and social networks To improve your sales prospecting, it is essential to build your online influence also on social networks. It is one of the acquisition levers , but not the only one.
That being said, for the record, just yesterday I was approached by phone by a salesperson who doesn't have a Linkedin profile. In 2024! Social selling is a process of research, mutual assistance and interaction with your potential prospects. It is time-consuming (like traditional prospecting) but essential to find new customers . This doesn't happen by itself, and you won't get appointments overnight. You have to sow before you reap, and be interesting before you're interested. If this prospecting tactic appeals to you, I'll share my good habits and best practices on Linkedin here . improve-commercial-prospecting-social-selling-meeting Recommendations Polish up your social media profiles Adopt a real approach on Linkedin Train your salespeople on the challenges of social selling Automate what can be automated, making sure to personalize your messages Be consistent and provide value to your audience Use recommendations and use cases from other customers Getting a recommendation remains the most effective pre-sales method .