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Every sales professional on a direct dial has two options: either to close a lead or lose a deal based on their strategies. In this competitive landscape of B2B sales, one should be equipped with the right strategies to stand out in the crowd.
This blog post delves into the best three strategies that every direct dial sales professional should know. You might be a seasoned professional looking to refine your technique or a newcomer eager to make an impact.
These strategies will help you to connect with key decision makers, prepare you well to handle objections, help you to understand your customer’s pain points more clearly, then assist you in structuring your solutions in accordance with the customer’s pain points and, ultimately, all these dots join and connect you to close more deals.
With that understanding, let’s turn our attention to the 3 best strategies to enhance your effectiveness and increase your chances of success in the dynamic world of B2B direct dial sales.
And if you are interested in knowing more about Direct Dials, which is a game changer in B2B lead conversion, then check out our latest blog on DIRECT DIALS.
As a sales professional, you will be aware of the products and services you bring to the table. Additionally, you should be mindful of your customers, so do some simple homework before dialing a number.
The homework includes understanding your customer’s company. Browse the customer company’s official website and understand its core details like the company’s mission, vision, values, products, services, and latest news. This will provide you with valuable insights into the prospect’s business and priorities, allowing you to better understand their needs. You can also check the customer and customer’s company’s LinkedIn profile to know about their professional journey.
This simple research about your customers helps you to have a better idea about their pain points; on the other hand, you can be able to draft an effective solution to their pain points before you directly dial.
If you use DataCaptive, ZoomInfo, or LinkedIn Sales Navigator, these database platforms provide you with complete information about the companies and key decision makers, including contact details, company size, revenue, and growth trends. Know more about DataCaptive.
One of the key strategies that every sales professional should include in their sales pitch is the value proposition of their companies’ products and services.
A value proposition pitch explains precisely the distinct values and highlights how the company’s product or service solves a problem, meets a need, or improves a situation for the target audience, making it stand out from competitors.
It’s about showing the unique advantages that differentiate your offering from your competitors. One of the good practices of every sales professional is to ask questions to the customers; it helps the sales professionals to get more clarity and in-depth analysis of the customers’ pain points. Once you are clear about their problems, you can shed light on the solution.
Additionally, customize your pitch to the prospects. Since you gather information about your customers through your initial research, you need to customize your pitch highlighting the strategic solutions to their pain points.
For instance, Let’s say that your company is a database company, and you have a customer whose company’s marketing team is lacking the right set of prospects to bring conversions; then you can highlight your company’s database products and services, how your company can bring a practical solution to the table by providing Custom Data List, according to the requirement of marketing and sales team, which help the company to bring more conversions, that point out the solution to the marketing team problem.
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In the realm of B2B sales, a strong value proposition direct dial will open the doors, but a strategic follow-up is the one strategy that seals the deal. So, it’s vital to maintain momentum and engagement with the prospect after a direct dial.
One of the great ways to take your initial follow-up is by arranging free trials and demos, particularly after delivering a compelling value proposition during a direct dial conversation. This allows potential customers to experience your products and services, and it enables them to understand your product well and get practical ideas about how your products can solve their existing problems. So, a free trial or demo should be a must-have follow-up strategy for every B2B sale after a direct dial. Adding to this, sales professionals can also provide useful resources like articles, case studies, or insights that highlight their specific solutions to the customers’ existing problems.
Since B2B sales are a long-term process, we cannot expect the results immediately, so there should be frequent follow-ups from time to time. According to the article “The art of the sales follow-up” by HubSpot, a case study by Brevet highlighted that “80% of sales require an average of five follow-ups in order to close the deal.” However, most sales professionals will give up in the middle of a consistent follow-up process.
So, one additional key strategy that every sales professional should be aware of is to give a specific timeline for the customers to check and go through the companies’ brochures and additional materials; mentioning a clear timeline benefits both parties; on one side, the customer gets a clear picture about companies details, about their products and services, they get a clear understanding about how they can solve their existing problems, on the other side, by mentioning a clear timeline the salesperson can close or lose a deal rather giving up in constant follow-up process.
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The situation might arise where, after having a value proposition conversation and doing free trials or demos, sometimes your customer might go cold; one of the great ways to connect with gone cold leads is by offering a discount, sharing a discount, or having special limited period offer mails makes a huge difference in decision-making mindsets. The discounted and limited period offer, and the creation of FOMO (fear of missing out) have always worked in B2C, and we can implement this tip in B2B, which has a positive outcome.
Sales is undoubtedly the most challenging field, and sales professionals are the backbone of the company’s revenue and are driving the business’s success. Their ability to understand their customers’ and their customer’s requirements, the way they structure the solutions for their customer’s problems, and additionally building that ever-lasting relationship are truly tough games. Hopefully, the above three strategies will assist you in closing each deal, which will help you move one step closer to your target.
The recent updates mention that getting qualified leads became a challenging task for the sales and marketing teams, So if you are stuck in the loop of lack of the right prospects, then you need to definitely check our DataCaptive database that provides the custom data list according to your requirements, after all, the best strategies that you implement will work only when you get a right set of prospects. To Know more about DataCaptive.
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