Personally, I’m Christopher Simon, Sales Team Leader at Reev, and I’ve brought you a Flipchart Friday!
We’re going to talk about three problems solved with Sales Engagement is the solution for them.
At the end of the article, you will know how to do Sales Engagement the right way and how to solve the main challenges in your sales area!
Sales Engagement: do you do it wrong?
Sales Engagement (or sales engagement) is a methodology practiced by the team of Park view city Islamabad and used in the commercial area that seeks to increase and improve interactions between the sales team and their leads/customers, through touchpoints (contact points) made between them.
In other words: there must be internal training in the sales area and external involvement with potential customers.
Is your sales team currently engaged with the process and generating engagement from your leads? If not, you are doing it wrong.
I’m going to talk here about the three biggest challenges faced in the sales area and, later, I’m going to talk about the solution for each of them.
Problem #1: Leads are constantly bombarded
When I talk about bombed leads, I’m not just talking about the excess of contacts from a company with one lead. I’m talking about several companies that are contacting the same lead.
One example is to think about how many different types of products and services you consume.
Let’s say you go to the gym and always buy your meals through apps. Only with these two habits, we can see two different market niches that have you as an audience profile to be reached.
This means that people are constantly bombarded by many different companies, and that’s where your sales pitch should stand out even more.
Getting the attention of these leads is the first step in starting a sales process.
You must do different from others: make personalized emails, research more about the lead before contacting him, leave the pattern!
Problem #2: It’s difficult to generate qualified leads but very easy to waste them
Another big problem faced is lead generation. Generating qualified leads is very difficult for many companies due to several factors.
The most common are because companies do not have their ICP (Ideal Customer Profile or Ideal Customer Profile) or their well-defined personas; for having very niched customer profiles; or for not knowing how to carry out this prospecting.
Problem #3: How Not to Waste Leads in Limited Markets: Niche or Enterprise
By limited market, I don’t just mean “small” markets, but also markets that have become small.
We can say that some companies have a small market because there are few companies with their ideal customer profile. An example of this would be companies that are very niched, as they are companies with a smaller quantity in the market.
Other companies have limited their market by burning leads with bad approaches through very invasive contacts with the leads, losing large amounts of potential customers who could have engaged in the flow.
The 3 Problems Solved with Sales Engagement
I have two solutions to these problems: personalization and value generation, and survey of business and outbound intelligence.
Solution #1: Customizing Communication and Generating Value
To get the attention of leads bombarded frequently by many different companies, the solution is personalization.
Customize each contact made with each lead:
- Research who he is;
- What company does he work for;
- The product or service you sell;
- Among other information that facilitates the personalization of the contact and generation of value.
The more personalized the conversation, the more differentiated you will be, and the more value you will generate for it. This is to be differentiated.
Greater personalization of the conversation shows that the salesperson understands who the lead is and what they work with.
By deeply understanding the prospect’s scenario, that salesperson begins to better understand the scenario and the pain the lead is experiencing, causing empathy and showing that they understand that the solution they are offering is the ideal solution to solve the problem.
Solution #2: Use Commercial Intelligence always aligned with the ICP
Generating qualified leads is a difficulty faced by many companies. A good way to create this survey is to first have your ICP well mapped.
Without structuring who your ideal customer is, you won’t be able to generate qualified leads. Use the Commercial Intelligence area with proper tools to prospect these ideal qualified leads, based on your ICP.
For you to understand more about these tools and how to do this prospecting, I recommend you to read our Commercial Intelligence Playbook to have step-by-step access to how to build this process.
Solution #3: Sustainable Lead Management
Many sales teams simply discard leads that have low conversion and interaction and, instead of returning to contact, go looking for new ones.
If your company is in this scenario, I know your problem is not generating new leads, but interacting and engaging with the leads you have in the base.
If you already have a lot of leads that have your ICP profile, but they ended up not closing with you, don’t waste those contacts. Identify the reasons for not following the flow and get back in touch later.
If your problem is having a limited market by niche or by the size of your ICP client, one solution to your problem is to stop putting new leads into your funnel and get in touch again with those you already have internally.
Remember: regardless of why your market is limited, don’t contact again with leads that don’t have your ICP profile or with leads that have already made it clear that they don’t want your solution.
And not wanting your solution is different from not wanting your solution right now. Do you see the difference?
Don’t be the annoying phone call you’ve already answered and said you’re not interested, but they keep calling you and insisting. From the moment the lead says he doesn’t want to be connected anymore, put him on a blacklist so that he won’t be contacted again.
This was one of the reasons for the emergence of the LGPD (General Data Protection Law), which emerged as a measure that aims to ensure that companies are regulated in how they manage people’s data and privacy.
And in sales, also protect them from having unwanted contacts.
How to make sure everything is running: Sales Engagement
Sales engagement is the future of Brazilian sales. The mindset of the entire sales team and each individual salesperson, in each cell, in each email, in each touchpoint must be based on Sales Engagement.
The idea is to engage the customer, generating value throughout each contact and throughout each cadence that is executed.
It’s about taking the lead have a pleasant experience throughout the customer journey, and that the salesperson is able to improve the conversion.
And the Sales Engagement process is developed throughout the entire prospecting, from the first contact until after closing.
Yes, after closing. Your relationship with leads should continue with the idea of engagement even after they become a customer.
With this, we can summarize the three pillars of Sales Engagement in always thinking about the user experience; have greater visibility for the manager; and customization at scale with value creation and productivity for the seller.
Putting all this together, we achieved the expected result, which is to sell. Want to understand more about Sales Engagement and learn how to apply it to your team? Take our Sales Engagement Course now, completely free and online!