While Forrester and others have proclaimed the “Death of a B2B Salesman” it might not be as much a death as a reinvention or transformation of an entire profession. One that involves more remote selling practices.
Sure, buyers may be doing more research online, and probably don’t want you showing up at their office. But that human touch by phone, email, or even social media can be critical to establishing a personal connection with a prospect and earning their business.
So what does this reinvention entail? What works and what doesn’t and how can a B2B sales rep successfully build relationships remotely?
Communication is Key
In business-to-business sales, communication is key. Reaching the decision-maker requires a lot more attention and follow-up. And these days, it’s all about personalization. Salespeople need to reach out with the right message, at the right time, and in the right way, if they want to stand out from the competition.
This can be extremely difficult to accomplish without a well-defined contact strategy or process in place.
The Optimal Mix of Communication Tools
Most businesses have significant opportunities to improve their contact strategies, using consistent, yet appropriate levels of persistence. In fact, sales organizations that follow an optimal contact strategy increase conversion rates by 128%.
As more sales reps turn to phone, email, social selling, and other remote selling tactics, it’s an ongoing process to determine the optimal mix and cadence of communication. In fact, the top performing sales teams have standardized multi-channel, multi-touch follow-up processes that include phone, email, and social media channels.
However, what works for one prospect might not work for the next. Sales teams need to determine the optimal mix of communication tools and number of contact attempts to establish a personal connection with a prospect, and eventually earn their business.
Building the Ultimate Contact Strategy for B2B Sales
To help get you started, we are introducing a new eBook that offers a starting best-practice B2B selling strategy for sales teams working both inbound and outbound leads. Here are four key takeaways from the eBook to keep in mind:
- PHONE – 95% of all converted leads are reached by the sixth call attempt
- TEXT MESSAGING – When used properly, texting can actually increase conversion rates by more than 100%
- EMAIL – Prospects who receive emails have a 16% higher chance to be contacted by phone
- SOCIAL MEDIA – 73% of salespeople using social media as a part of the sales process outperformed their peers
Discover how to create and enforce data-driven sales workflows, using phone, voicemail, email, and social media communication methods. Download the Ultimate Contact Strategy for B2B Sales to learn how to perfect your contact strategy to achieve optimal performance, and increase revenue.
About the author: Joshua Pittman is the Vice President of Inside Sales at Velocify. A seasoned Inside Sales expert with over 10 years of experience, Joshua specializes in architecting, growing and leading sales organizations within the technology space. He has built numerous high performing teams throughout the country; most recently designing and executing the sales growth plan of California-based startup, Cargomatic. Joshua also architected and implemented the sales structure and growth plan at Minneapolis based Sport Ngin, a leader in the emerging sports technology space. During his 4-year tenure at the high growth Washington DC social commerce startup Livingsocial, he built out an industry leading 100+ rep Inside Sales team while driving numerous successful pilot initiatives. Joshua studied at Anoka Ramsey in Minneapolis with a focus on business management and administration.