“Thus it is that in war the victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory.”
–Sun Tzu, The Art of War IV.15
In other words, if you want to achieve your goals, you need a good plan. If you want to hold good conversations and deliver great sales ROI, you have to know what you’re doing.
The days of simply working your way up a contact list are over.
Today, sales organizations crush their goals by strategically deploying an arsenal of tools and tactics collectively known as lead management. Teams that achieve contact rates above 10% are headed by business leaders who understand the new principles lead management. These teams:
- Leverage CRM technology
- Commit to sales training and coaching
- Focus on results
One of the most important factors for a successful sales team is the discipline to effectively leverage the capabilities of CRM. When done correctly, CRM gives your team a segmented database that makes it easy to plan the who, when, why, and how of your sales calls. With a CRM process in place, sales professionals are capable of delivering a targeted message via phone or email that hooks lead interest from word one.
Leveraging the capabilities of CRM is impossible without an in-depth planning and coaching process. Equipping your sales force with the ability to make the most of the available information is essential. Ensure your team has the skills in place to craft a targeted email or call plan that addresses the pain points of decision-makers in your targeted companies. Teach your team to distinguish between mobilizers (people who can drive a deal through to a close) and talkers (people who may provide helpful information, but won’t drive action).
Your team needs a process for evaluating and documenting the results of every interaction. This process creates a constant feedback loop that helps your team hone in on the tactics that lead to sales success. Sales teams dedicated to tracking through CRM gain invaluable insight into the sales funnel.
In the end, it’s all about leadership. The commitment of the leadership team to providing the right technology, consistently training and coaching, and being results-driven is the ultimate success factor. If you’re looking for a partner with experience in this area, contact NuGrowth. We hire and lead results-oriented business development teams and support them with exceptional lead generation marketing. Partner with us for sales and marketing strategy built to succeed.
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Author: Kyle Tillar
Kyle Tillar works to ensure that clients’ target goals are reached and that the inside sales team is meeting objectives. Kyle is able to leverage his sales expertise and extensive training to help inside sales executives advance their career development and achieve client commitments.
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Kyle Tillar is VP of Sales for NuGrowth Solutions, working to ensure clients reach their goals and inside sales teams meet objectives. Under Kyle’s leadership, NuGrowth sales teams have generated hundreds of million in pipeline revenue and closed ACV for clients. Leveraging his sales expertise and extensive training, Kyle excels in developing go to market strategies and sales processes to increase KPI’s and results.