Home»Marketing Tips»If your sales team emails exceed phone calls, it’s time for a change

If your sales team emails exceed phone calls, it’s time for a change

With many B2B companies conducting vast amounts of Internet lead generation, it’s easy for your sales team to get wrapped up in digital communications. However, if your reps are spending more time sending countless emails to prospects than they are actually speaking with potential new clients, it may be time to reassess your sales practices to ensure you’re on track to meet revenue goals.

In the B2B industry, the sales cycle can stretch out for years, depending on the price and complexity of the product. Many people know that leads are a significant part of the way through the decision-making process before they ever contact a sales rep, but this doesn’t mean your team will close the deal upon the first verbal communication they have with a buyer{?}. The relationship needs to be built over time. While email does have a place in your employees’ toolboxes, they shouldn’t use it as a crutch.

Characteristics of effective salespeople

Efficient sales professionals are persistent and dedicated, but this doesn’t mean dogging clients with emails. Effective sales reps don’t fear criticism; they welcome it, according to Inc. Magazine. Some research has indicated that client complaints are a sign that they want to keep doing business with a company. Skilled professionals welcome feedback as an opportunity to improve client satisfaction.

One of the most significant attributes of successful salespeople is that they make a great first impression. Reps have only a few seconds to leave an impact when they first meet with a client or speak to him or her on the phone.

First impressions are especially important in the B2B community because for many prospects, their first communication with your company could be through a phone call with one of your sales reps, Business 2 Community said. When done properly, phone communication can help your team make connections with prospects and progress toward closing a deal. However, the initial conversation can drive leads away if your staff members aren’t careful. The first contact can make or break the deal for some potential customers.

Effective salespeople are good at reaching out to prospects on the phone. They don’t speak too quickly and they maintain a warm, positive tone. More importantly, they pause long enough to listen to what customers are saying. Entrepreneur recommended that sales professionals limit their speaking to 30 seconds at a time before stopping to listen. This can help prospects remember the key points of the conversation, plus enable sales reps to form a better relationship with leads.

How your company can use marketing automation to streamline client communication

Clearly, phone conversations matter a great deal during the customer journey. Email can be an effective communication tool as long as it isn’t the primary means of getting in touch with clients. It’s better suited as a follow-up method if customers don’t answer the phone. However, your sales operation may function even more effectively if your team isn’t responsible for sending mass emails themselves. An online marketing system can save your reps time so they can devote it to more detailed tasks.

A marketing automation platform can send lead nurturing emails that could otherwise claim a huge chunk of your reps’ days. This enables your team to spend more time contacting prospects over the phone to help the sales cycle progress. Sending repetitive emails is not a productive use of your sales teams’ time. Email can help engage prospects along the way, but then sales professionals can take the data gained from these interactions to have more meaningful conversations with leads on the phone. Your team can be more efficient and reach more of your goals.

Automate Your Marketing with ActiveDEMAND!

ActiveDEMAND is an integrated marketing automation platform designed specifically to help businesses generate more leads. ActiveDEMAND includes all the tools required to deploy online marketing campaigns. Try it for free today!

 

By | 2017-02-10T02:47:51+00:00 January 16th, 2014|Categories: Marketing Tips|Tags: , , |0 Comments

About the Author:

Sean Leonard, B.Sc Eng. CompE, Msc (CompE), MBA (Technology Commercialization) is the CEO and co-founder of JumpDEMAND Inc. where he is dedicated to helping Businesses with advanced emarketing strategies and utilizing the ActiveDEMAND integrated marketing automation platform. As an entrepreneur, Sean has more than twenty-five years of successful experience launching, owning, operating and growing businesses. Sean has over 10 years of successful global sales and marketing experience.

Leave A Comment