Happy New Year! Looking for some short term objectives in 2020? To kick start your 2020, we thought we'd suggest areas you can focus on to give you a great beginning to your year. We'll chat through 4 areas that you can implement into your sales task list that may give you the early win you're looking for.
Here are some suggestions we think you can concentrate on to tick the win box:
1. Review whether you use your CRM to it's full potential
2. Make use of sales funnel enhancing sales engagement technology
3. Become an influencer by educating your buyers through social selling
4. Know your forecast at the push of a button by reviewing your sales pipeline
You should notice how easy these quick wins are and how impactful they can be to your overall sales objectives.
We say 'quick', some may take longer depending on your starting situation. For instance, if you haven't got a CRM system, utilising one to its full potential is impossible. For now, we'll assume you're a sales professional with at least a functional CRM system.
Use your CRM to it's full potential
You may have seen in our past posts that we're great advocates of moving a CRM past a name database to a fully utilised, useful sales tool.
We all know CRM is widespread - in fact, it's now the most prominent software market in the world and the growth isn't slowing down. By 2025, it's expected to reach more than $80 billion in revenues. But don't jump on the bandwagon, make sure you're using your system to its full potential. If you do, you'll streamline and automate manual processes so your team can spend less time on time-consuming processes like data entry and instead focus more attention on forming strategy and interacting with customers.
Check out our previous blog on ensuring your system is functional here.
Make use of sales engagement technology
Sales engagement tech is pretty simple: it's effectively any technology a sales team uses that enables them to sell more effectively. This is our take on it - you'll see various definitions. But an easy way to look at it is, the greatest golfers in the world can improve with better clubs.
There are some essential areas in the sales funnel you could consider enhancing through technology solutions. From raising awareness, lead generation and prospect communication, look to sales engagement technology that will streamline the entire client lifecycle. Check out G2 for a heads up on the top tech in the industry.
Educate your buyers through social media
You've got to get a reasonable footprint on popular social media channels and become a 'go-to' in your industry.
75% of B2B buyers use social media to support their purchase decision. (HubSpot, 2017) The B2B buying process is always developing in line with the Millenials that now make up a large proportion of decision-makers. By the time they engage with you, they could be over halfway through their buying journey. (Accenture, 2018). So engage early through posting, commenting and building rapport while also writing opinion pieces as an industry influencer.
Once you have a reputation as an expert willing to educate and help, your invitation to connect is far more likely to be accepted. Dropping knowledge bombs should become an integral part of your social selling process.
Review your sales pipeline
When was the last time you did a pipeline review? I know, I know it's not the most exciting process, but you should be able to forecast the actual value of your prospects by pulling a report from your CRM. If you can't do that, go back to point 1.
First, identify all opportunities that have been in your pipeline for over your average sales cycle (again, your CRM should give you this insight). Drop those clients a 'break up' email before you completely give up and then review all of the data within your system and ensure it's up to date - this could be filling in the gaps, updating information or even moving prospects backwards in the funnel.
Once you've got a fresh start, schedule weekly reviews of the data looking out for non-responsive clients and deals that are slow or aren't progressing. Trust the process, send the breakup email and remove the prospect if you get radio silence or a thanks, but no thanks.
So there you have it, a few areas you can focus on to give you the best chance of smashing your 2020. We've touched upon utilising your CRM as a tool and not an administrative burden, focusing more attention on forming strategy and interacting with customers. Grasping the tech out there that can enhance your sales funnel processes and make you a golf pro (joking). Getting to the front of an infinite line of competitors, becoming a social media influencer and industry expert to give you the footprint your buyers notice. And lastly, your pipeline. Look deep into your soul and ask yourself if you've reviewed your data...
You may regret it if you don't.
Tick these boxes and give yourself the best opportunity to start the New Year with a win.