As per the State of Inbound Report 2016, 40% of sales representative said getting a response from a prospect is the biggest challenge - even before closing deals or the struggle to engage multiple decision makers in a company.
Let's look at the 4 challenges faced by the sales team today and the solutions to it.
1. Fixing appointments with prospects
Think about all the pain that goes into booking sales meetings, the back and forth communication which is endless, constant review of calendars - can ruin your productivity. This problem can be easily resolved if your prospects can automatically book meetings on your calendar by activating the meetings feature from an automation tool like HubSpot and connect to your calendar. When someone clicks on the meeting link, they will be able to make out your availability and also book the time which works best for them. If you set it up right, the meetings tool will funnel your leads towards the times that are best for you.
2. Sales qualified leads
The standards for a quality lead needs to be defined by the sales and marketing team together so that marketing can identify them and also help sales teams get connected with the right prospects at the right time. When you are using an automation tool like HubSpot and inbound methodology, the information and activity can move back and forth effortlessly between both the sales and marketing. It helps your marketing team to work in sync with your sales team and can benefit from a consistent flow of high quality leads to book appointments for your onsite sales team.
3. Closing deals
For a sales team the toughest thing to do is to close deals. But it becomes little easier if you use a CRM, which helps you manage the overall sales pipeline, registering leads and further analysing the success and failure rates. Apart from using a marketing automation tool, it also becomes very important that you respond to your prospects quickly and promptly. You also should do a background research on your prospects on social networks so that you can further personalise the sales process, engage them within a meaningful conversation. Finally, pursue them and be persistent.
- 71% of companies say that closing more deals is their top sales priority. (HubSpot, 2017)
- 38% of salespeople say closing deals is getting harder. (HubSpot, 2017)
4. Lead score & Lead intelligence
When you don’t have lead score and intelligence in place, then your marketing team cannot pass on those leads to the sales team, as your prospect has not made up their mind to speak to your sales champion.
Here’s where the main use of lead scoring comes in as it helps you to identify and qualify leads with the highest sales readiness. With the help of automation tool like HubSpot, you can create a manual and predictive lead scoring system customized with your historical data in mind. With lead scoring, you provide values to each of your leads based on their professional information and the behaviour they’ve exhibited on your website. The lead scores can be used to prioritise follow-up for your sales team or to set up workflows to notify sales representatives when their prospects reach a certain lead score threshold.
Lead intelligence becomes easy when you use a system that tracks your leads interaction with your web assets or overall consumer behaviour. Once you pay attention to the time spent by your prospect on your website and to the smallest detail as in looking at the click-through rates and open email rates, you can gather enough lead intelligence.
To conclude, the above mentioned points are few of the challenges every sales team faces and most of the challenges can be resolved with a little strategy and with the apt solution for it. To help you get through the challenges in marketing your IT Businesses we have developed a free downloadable eBook on "Effective Marketing Ways For It Businesses".