The shift in the sales process has evolved rigorously. Reason being access to the fast internet made super easy and people making a smart choice of researching about the product and reviewing the experience of the people who have used the product in the past.
What is Sales Intelligence?
Sales Intelligence provides real-time analysis of current sales data and assists with suggesting and delivering actionable, relevant information. – source Wikipedia.
Approaching the prospects and potential users subsequent to having a fair knowledge of:
- The prospect business
- Pain point the prospect or potential user is trying to address
- What unique solution that can you offer in contrast to your competitors
- How effective this solution might turn in the favour of your prospect’s business – is SI in brief.
In short, the more personalized approach by the sales personnel providing value to the potential customer beyond what was promised is Sales Intelligence.
The process below explains the various steps in the sales process integrated with sales intelligence:
1. Finding prospects:
When it comes to finding the prospects, the main motto should be “Work smarter, not Harder.” Easier said than done, you would say.
So what can you do to smartly find prospects without tiring yourself out?
Here is a three-step process that will result in maximum prospects coming your way.
- Create content that will in some way be useful to your prospect. Write actionable blog posts, make interactive, self-explanatory videos, make product-comparisons, webinars, newsletters and more to attract prospects.
- Add relevant call-to-action by sneaking it in amid your content without making it obvious, promotional and salesy. And DO NOT overdo it.
- Armed with this, go out in the market and promote it extensively. Don’t shy away from using social media, write guest posts and so on.
This is how you generate great prospects online, removing that stress and uncertainty that generally comes with the prospecting process.
On finding the potential list of prospects, research on each prospect in the light of their:
- Business needs
- Financial status- to understand if they are in a state to invest in your software
- Position in the market – a startup or a business leader
- If the prospect is a business leader, the performance of the company over the past few years
- Is the prospect of a startup, how can your product help scale their business.
- If the product you are offering is relevant to the business of your prospect
Create a list of qualified prospects based on the research. This helps sales personnel abstain from squandering time approaching every qualified prospect and further chop down the focused prospect list to more precise list.
Approaching the precise list of prospects, the salesperson must be at his savvy crest by making the sales pitch irresistible in the first 10secs of the attention span of your prospect. The pitch must include (for both cold call and cold email):
- Introduction of the company
- Quick walk-through of what your product offers (Keeping it short works its magic)
- Focus on the benefits of the product rather than features
Throughout the process make sure there is a connection built by brief understanding from both sides and the approach is more human than just trying to push your product
4. Smart Assessment:
Drafted in your cold email cold email or on a cold call, ask the prospect a lot of questions related to his business and expectations from the product. Relate their answers precisely based on your prior research and provide the solution. Asking relevant questions can help sales personnel provide the best solution as well as build the trust of the prospect of the brand.
Quality Follow up is the secret behind doubling the closing rate. Staying on the top of the mind of the prospect without being vexatious can take the lead towards closure. Intelligent follow up includes a follow up by the salesperson who has developed a relationship with the prospect and who understands his perspective very well.
Closing is ultimately having your prospect as your customer. Closing is an art of overcoming objections from prospects that they give to avoid purchasing your product. After a week of closing the sale follow up with the customer with a polite mail/call to refer your product amongst the prospect connections if the product has exceeded his expectations.
Integrating technology with sales has leveraged sales personnel with deep insights into the data and information that helps in more personalized approach and move to the next step of the sales process without breaking away from the goal of closure.