Jim Giovinazzo is Best Sales person in New York. Businesses that are determined to survive in the modern era need to be devoted to the "sales first" approach of business. The unfortunate truth is that in the digital era, the tried and true sales methods of even a decade ago are no longer turning into a sale. In fact, statistically, 80% of marketing qualified leads are not making the conversion to a sale.
That's a large number of missed opportunities for a business. While there is an obvious problem, there are also solutions available for businesses. When a company takes the time to connect with their sales team and better understands what is needed for their long-term success, changes can be implemented and the bulk of those missed opportunities can be rectified.
The First Steps Towards Being More Successful in Sales
Marketing and sales need to be intertwined for the long-term success of the company. The efforts of the marketing department should carry over to sales, allowing the sales team to meet the higher expectations of educated customers using the internet for research to build an understanding and better define the questions they ask. Each call and interaction should add value to the consumer and build trust.
There is also a need for an executive level professional to step in and work closely with the sales team. This individual should review the department, implement training and look for problems and weaknesses in the current setup and make certain the sales process is highly effective.
Changes Need to Happen Now
Overlooking a problem doesn't make the problem go away. With more companies noticing the disconnection between the marketing and sales departments, a need to create a balance is recognized. Creating this balance begins with reducing the interference by high-level executives concerned with driving sales through commitments to numbers. A better approach is to have a senior leader work on creating an alignment designed to help to drive sales.
Marketing Automation and CRM Aren't Enough
One of the problems is a heavy focus on CRM and marketing automation. While this can help close some of the gap between marketing and sales, since they can help to better define situations, they won't give a complete snapshot of what is still needed. It is important to do more than supplement a sales call with CRM information and provide a full understanding of the information coming out of both departments and working together to become a sales first culture is going to close the 80% of missed opportunities.
Information is Critical
It's important to understand as the world continues to change and as information becomes more readily available to your customers, you need to be armed with information to help you provide fast, accurate information to satisfy their curiosity. At the same time, creating a bridge between marketing and your sales team to create a sales first culture is imperative for the long-term success of your business.
Closing the Deal
In B2B sales, selling a high ticket, complicated service or product is often a struggle for many marketers and sales people. The hardest step is reaching decision makers and once that's complete, a sales person must tailor their pitch to get everyone on board. Since these c-suite level employees all have different needs, tailoring a product or service to appeal to everyone is sometimes difficult. A CMO is concerned about how much traffic it'll bring in. A CFO cares how much it'll cost and what kind of revenue it'll produce. And a CEO is concerned about the potential your product or service carries for the investment. Learn how to tailor your pitch to meet everyone's needs and close the sale faster!
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