You’ve got prospective B2B sales in your pipeline, but they need to close for you to make your target. And the end of the month is coming. How do you accelerate the pipeline?
In order to close pipeline sales faster, you need to speed up the sales process by getting expert help in doing a better job in lead scoring, knowing your target customers’ interests and pain points, and building a relationship through lead nurturing.
Here are the key ways SOS helps clients accelerate closing channel-based pipeline sales:
1. Lead Scoring: Spend Less Time Chasing Doubtful Deals
We work with client sales teams to help evaluate leads as they come in. Scoring is based on researched viability (as well as sales team input), level of interest, need for your product or service, as well as the authority to make a decision and allocate the budget. Putting qualified leads that are actually expected to move through the process will also increase your forecasting accuracy. With only quality opportunities in the pipeline your sales reps will spend less time chasing doubtful deals and more time actually working on real deals.
2. Lead Nurturing: Keep Warm Prospects Interested
Most in-house marketers send all leads directly to sales. This practice slows down the sales process because sales pipeline tracking is difficult when unqualified leads are entered into the mix. We create a separate list of those who don’t expect to purchase in the foreseeable future. These are the clients that should be seen as leads that need to be nurtured. This speeds up the pipeline sales because it allows reps to focus on the well-qualified leads.
3. Marketing Automation: Send Warm Prospects Useful Information
SOS looks at the various stages of the CRM pipeline and working with client sales managers decides which tasks can and should be automated. Automating sales activities help in both lead scoring and in improving the sales process, ensuring that leads are not ignored or forgotten. When automating lead nurturing activities such as email campaigns and follow-ups, users have shown a significant increase in sales productivity. Now sales reps can spend more time concentrating on well-qualified leads. SOS works directly with client marketing teams to strategize channel email campaigns, create winning email content, and make the best use of email marketing metrics.
4. Sales Process Improvement: Customized Sales Process Closes More Deals Faster
Each step in the sales process should show incremental commitment. To define an effective sales process and gain incremental commitment, we work with sales managers to define a customized sales process and how to discuss the process in relation to the pipeline with their frontlines.
5. CRM: More Than Tracking Numbers, Insight To Close
Along with a well-defined sales process, sales managers need to carefully manage the pipeline, an activity which is more than simply looking at daily or weekly reports. Both sales managers and sales teams need to understand that sales pipeline management is more than simply tracking numbers. While sales pipeline tracking produces reports, sales pipeline management allows sales departments to drill down into the numbers to see where their actions can accelerate the sales cycle. Customer Relationship Management (CRM) software gives managers easy access to the data necessary to coach teams and manage the pipeline. SOS works with our clients to evaluate, implement, or make the best use of CRM software for sales, marketing, and management purposes.
6. Coaching: Drilling Down Into CRM Pipeline Reports
Using CRM reports to understand and analyze data gives sales managers the information needed to coach. Good sales coaching isn’t all about attitude motivation. Good coaching is drilling down into the CRM pipeline reports with your reps and planning specific steps for each deal in the pipeline. SOS works with sales managers to drill down into the sales pipeline to extract projected or hidden data in order to work with sales reps to gain insight into the needs of lead prospects.
Accelerate Your Sales Cycle And Close More B2B Sales
Contact SOS for specific details on how we can work together to help meet your sales targets.
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