Every year in late November we get together with friends and family to share what we’re thankful for, so I thought I would take the time to write about the top 3 things we should all be thankful for as B2B salespeople.
These 3 things make a salesperson’s life a heck of a lot easier, and if you haven’t considered how they fit into your own sales strategy, it’s time to reconsider heading into the New Year.
There is no more effective way to reach a customer than via email. Social media has a time and place (more on that below), but only email requires a customer to opt-into receiving messages from you. And if a customer willingly chooses to hear from you, he is a probably also willing to listen to what you have to say, making him a potential prospect. In 2014, email marketing was far and away the most effective digital channel for customer retention.
2) The Marketing Team
Most marketers send leads directly up to the sales team, giving us the chance to respond as quickly as possible while also taking some of the lead generation load off of our shoulders. We can’t overlook the importance of good communication between the marketing department and the sales team. The early bird often gets the sale, and this is one area where many companies struggle.
3) Social Media
Most B2B salespeople use social media in some form, and many salespeople place a high importance on it. Tack on the fact that we’re right in the midst of the Mobile Revolution and we’ve got a great opportunity to both engage with potential buyers and distribute the content leads are looking for. Leads are more available than ever, and that I am thankful for.
Of all the things salespeople need to be thankful for, these are my top 3 because I think they’re all critical elements to every sales strategy.
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