Most sales organizations pipelines are blocked right at the beginning. Sales people simply cannot get into the buyer's office. We show you how to prospect effectively using social media and Sales 2.0 tools.
Sales teams need help. CSO Insights latest study on sales performance shows the percentage of reps making quota in 2009 dropped to 51.8% from 58.8% a year earlier. Our observations show prospecting is the biggest bottleneck in quota attainment.
The Internet has Changed How People Buy!
- 78% of all prospects start there buying process with a internet search.
- Today we know that Web visitors are >100 times more likely enter into a sales dialogue if they are contacted within the hour after they registered as a lead.
- Cold calling to generate leads and the days of sales and marketing silos are over.
- The New Rules of Sales and Marketing aligns sales and marketing teams around the common purpose of revenue generation.
You need to prospect effectively. Getting front of a qualified buyer is the now hardest part of the sales process.
Getting in the buyer's office is the hardest part of selling for the vast majority of sales organizations.
The cold call is dead, if it means "smiling and dialling" with little-to-no-preparation on behalf of the sales person. But smart prospecting is very much alive.
We say cold calling is "dead" because it now takes 100-200 calls just to set up a meeting, and advance your sale, if you use typical volume cold calling approaches.
There are tools now available (social networks, social media and "Sales 2.0" tools) that help you get in front of qualified buyers easier.
Using these tools in your prospecting can increase your ability to "get in" dramatically causing an eight-time improvement (conservatively) over "cold calling".