3 Things Every Sales Team Needs to Be Thinking About in 2017

2020-02-27 174浏览

  • 1.3 Things Every Sales Team Needs to Be Thinking About in 2017
  • 2.Sales & marketing have been using the same playbook since the 2000s.
  • 3.1. Drive traffic to your website.
  • 4.2. Force people to stop & fill out forms.
  • 5.3. Follow up when you feel like it.
  • 6.For years, that was the playbook. But here’s the thing…
  • 7.It’s 2017. Times have changed. Technology has grown up.
  • 8.The plays in that old sales playbook don’t work so well anymore.
  • 9.So we asked our VP of Sales, Armen, “What do you recommend that sales teams start doing differently?” Armen Zildjian VP of Sales @ Drift
  • 10.Here are his top 3 things sales teams should be focusing on in 2017.
  • 11.1) Adding Messaging to Your Sales Process
  • 12.So you've got the phone, and email, and maybe you’re even using social as an outreach tool.
  • 13.But these days, more and more of your prospects are using messaging.
  • 14.Just look at the numbers…
  • 15.
  • 16.Share of Usage Time Spent in Top 5 Email & Messaging Apps 8.00% Email 6.00% Messaging 4.00% 2.00% 0.00% 13-24 25-44 45+ agesSource:Andrew Wagner. #Converted16 Conference. Figures from 2015 and U.S. only.
  • 17.The takeaway here isn’t that you need to replace those other channels with messaging.
  • 18.But with billions of people now using messaging worldwide, it should at least be a part of your sales motion.
  • 19.Pro tip for gettingstarted:Add live chat to your site’s pricing page & other high-intent pages.
  • 20.And if your sales reps are already using Slack, they can respond to chats right from there.
  • 21.You can also integrate live chat with your existing CRM, marketing automation software, etc.
  • 22.The bottomline:You don’t have to change your current setup in order to start using messaging for sales. You can simply plug it into what you’re already doing.
  • 23.2) Fixing Your BDR Process
  • 24.Most companies are running a BDR process that is stuck in the 2000s.
  • 25.Remember the 2000s?
  • 26.That process looks something likethis:• Grab a list of the latest leads. • Spend the next 2 weeks calling them. • Repeat.
  • 27.From a buyer's perspective, the timing is usually terrible when a BDR reaches out. Just think aboutit:
  • 28.After being forced to fill out forms, buyers don’t sit around waiting for follow-up phone calls.
  • 29.That’s why on average it takes BDRs 9 touches over 2 weeks before they're able to qualify a given lead.
  • 30.These days, buyers would rather have those sales conversations when it’s convenient for them…
  • 31.…while they’re live on your website.
  • 32.So here’s a simplechange:Start having your BDRs run weekly chat shifts.
  • 33.We do this at Drift and call it chat duty. Everyone has a certain day & time when they’re responsible for responding to chats.
  • 34.Andremember:You don’t need your BDRs online around the clock in order to drive results.
  • 35.You can have them do a few hours per week on chat, and then let bots do the rest.
  • 36.For example, at Drift we have a bot that qualifies leads for our sales team on our pricing page.
  • 37.That way our sales team is only talking to people after they’ve been qualified.
  • 38.3) Doing AccountBased Marketing the Right Way (So You Can Stop Leaking Money)
  • 39.Account-based marketing (ABM) is amazing. But there’s now a growing disconnect between… A) the investment companies are making in attracting leads & B) the investment they’re making in engaging those leads
  • 40.Cost-per-lead (CPL) has gone up, but sales reps aren’t always closing those pricier leads at a higher rate.
  • 41.So companies are spending all of this time & money getting the attention of these super-valuable targets…
  • 42.But then when they actually have their attention, they serve them up the same-oldexperience:
  • 43.Even if you’re driving leads to targeted landing pages, think about how that translates to an in-store experience…
  • 44.If your best lead walked into your store, would you give them a pen and a clipboard with a form to fill out before you started talking to them?
  • 45.Or would you, ya know, treat them like a human and say hello?
  • 46.Instead of making people fill out forms, give them the chance to chat in real-time.
  • 47.With messaging, you can make the sales experience simpler, more enjoyable, and more human.
  • 48.Using this new approach, you can give your quality ABM leads the quality experiences they deserve.
  • 49.Thanks for reading! Want to stay up-to-date with our latest content? Sign up for our weekly newsletter.
  • 50.Drift is how businesses communicate with their customers.