Without insight, sales and marketing efforts are a shot in the dark, no better than cold calling. When your teams can consistently act on hard-earned insights, they can create relevant messages and content to build relationships with the right people.
Ask a librarian how they classify books and you better have some free time. Grab a coffee, sit down, the reply will be long. Library classification is a precise, systematic method for coding and organizing library materials so people can find its books quickly and easily.
Successful business-to-business sales and marketing activities also require a methodical classification of accounts and the decision-makers within those accounts. When you group companies according to specific attributes, you can uncover unique ways to identify the particular needs of each group. You’ll serve each group of companies better.
Traditional sales prospecting is incomplete in the fast-paced modern era. It ought to be backed up with technologically equipped sales tools that are innovative and futuristic in their orientation.
Sales professionals who rely on sales technology outperform their peers. There's a vast ocean of tools available today that all promise to help salespeople skyrocket their numbers. There are ten sales tools categories that sales professionals should be acquainted with. One of these, sales intelligence, empowers salespeople to organize relevant searches for companies with a specific set of updated data-points.
Imagine picking up the phone for a cold call, getting the right decision maker on the line, delivering your sales pitch and then hearing this: “Thanks for calling, your timing is great! We’re just in the need of what you’re offering. Tell me more.”
This little dream scenario might sound silly here, however, the idea of reaching out to a company that can clearly benefit from your offer just as they’ve seen an increased need for your product or service can definitely happen. And, it’s not just about getting lucky.
You will have a significantly better timing in your sales outreach and win more deals when you
How? We'll tell you that in this article.
You probably haven’t missed the term sales intelligence. But just because most people have heard about it, doesn’t mean that the majority of sales professionals are using enough sales intelligence. In fact, most don’t, and those who do often don't use sales intelligence from enough resources.