Improve Sales Performance
It’s time to get serious about website traffic
With every day business to attend to, it’s easy to forget about checking on the functionality and productivity of your website. By taking the time to measure and analyze your web metrics you’ll have insight into what’s working and what isn’t, what needs to be updated or fixed, and so on.
1. Monitor buyer’s evolving needs
So many companies forget this step, even seasoned ones. Many companies assume that they know their buyer. But when taking a step back, some may realize they are targeting the wrong buyers, neglecting an entire target altogether, or basing their buyer persona on outdated intel.
Establish a routine of reviewing your available market, determining what factors (e.g., pandemic-related shutdowns, new technology, political changes, ad infinitum) may have altered buyer motivations, and strategizing how your sales team needs to pivot.
2. Keep the sales tech stack humming
Each member of a sales team’s ability to achieve their goals will be determined by the tools they have to work with. It’s “sales tech mayhem” out there, according to Gartner, and the number of sales tools reps use has more than tripled since 2017. Many businesses thrive with knowledge management systems that help them streamline important information into one place.
Plug into sales enablement. It’s by far the fastest-growing sector in sales technology (up 567% in 2019 and still growing). It’s integral to ensuring salespeople are equipped with the tools that they need to reach prospects successfully.
3. Foster collaboration…internally and with prospects
Sales teams cannot exist in a silo. Collaboration must be seamless among presales, account executives, marketing, and product teams, at minimum. By fostering a culture of collaboration, you create a stronger sales team and brand.
I’ve also found that my strongest closes happen because I’m collaborating with prospects, too. I ask them to help me solve their problem. It adds another layer of buy-in to carry me to the next step in the process while involving other stakeholders, eventually connecting me to the ultimate decision-maker.
4. Make data-based decisions
This will improve over time, but the sooner you start gathering data, the faster you’ll see results. More data will equal greater insight into buyer personas, product and demo strengths and weaknesses, why deals succeed or fail, and methods that your most successful reps are using. Patterns will emerge faster than you think.
5. Fine tune how to build customer trust
Ask quality questions until you truly understand customer perspectives. Otherwise, you’ll continue getting a barrage of objections. Further understand their challenges until they give you space to respond to concerns. Then you can work to help them understand potential outcomes of using your product and how it can address their specific concerns.
6. Focus on the right deals.
Evaluate whether or not you are pursuing deals that are a lost cause. Also keep watch on individual activities within deal cycles. Always re-evaluate the priority because it will constantly change.
I explain it to my team this way: Say you’re on safari, watching lions, hippos, and giraffes…whoa! Check out that zebra! Black and white, it stands out among the brown and green of the savannah. Know how to identify the zebra, the one you need to focus on. To know this, you need to understand how your environment functions, including everything from team dynamics to the chain of events that has to happen before closing to product details to buyer profiles.
7. Improve your proposals
Personalize your proposals so that the customer feels like you really care, because you do! Besides, you spend too much time building relationships to sabotage that hard work with subpar proposals. The proposal will weigh heavily in establishing trust, communicating to decision-makers, and setting your solution apart from the competition.
8. Evaluate the Competition
Learn from your competitors. Always be thinking of ways that you can differentiate yourself from that competitor and find those challenges that other competitors may be missing that you can solve for.
Understand the value that competitors say they’ll provide to the prospects you’re both trying to target. That’s the only way to know how you can deliver greater value or fit your prospect’s specific needs better.
9. Track your pipeline
Monitor the volume of your pipeline regularly. Sales leaders need to be able to explain to reps that, “To be successful as a rep here, you need to have ‘X’ number of logos by ‘X’ date.” Know the benchmarks that determine success.
Always make sure you have a healthy pipeline. You’d be surprised how often this falls through the cracks. Reps understandably focus on the deal that’s right in front of them and can easily forget to nurture their pipeline.
ThePixel is a website design, seo and digital marketing company located in Cedar Rapids, Iowa. Our website designs are custom designed for your unique brand and online presence. Since 2008, ThePixel has worked with hundreds of businesses to design, develop and launch their perfect website that lasts for years.
All Pixel websites are backed with a powerful content management system, search engine optimization and a modern mobile-friendly design. Let’s start building the website of your dreams – one that generates traffic, leads and conversions. Contact ThePixel and one of our representatives will guide you through the website phases and how the process works either by a Zoom Meeting or phone.