How To Keep B2B Sales Teams on Track in 2017

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Head of content at Strategic Internet Consulting, Lucy Jones breaks down the vital steps B2B sales teams should follow in order to shift their environments in 2017.

Ensure your company is prepared for the inbound sales revolution

For B2B marketers, inbound techniques have already been a primary concern for quality lead generation for some time.

Sales have entered its inbound innovation just like inbound caused marketing to evolve. Sales representatives are moving to helpful marketing from the ‘closing’ attitude and earning the trust of today’s customers. Based on the HubSpot State-Of Inbound 2016, social selling and sales enablement are prioritised – 16% of companies currently intend to invest in Sales Enablement as a priority.

Is your sales team ready to change? Here’s how to make sure sales teams are on track in 2017:

1. Your team should understand inbound sales methodology

In a top-level look, the inbound sales strategy adjusts to how customers buy today, therefore like inbound marketing, inbound sales prioritises useful nurture; encouraging prospects through their purchasing journey instead of forcing the sale or interrupting. Sales enablement describes the procedure of offering sales teams assets required to produce effective discussions, using guide perception and the business intelligence. Sales alignment and marketing are the keys of successful sales enablement. In conventional procedures, 79% of sales representatives don’t have use of lead interaction history before contacting them. But using the correct position, enhanced lead quality, and decreased sales cycles, much more productive discussions may result.

2. Marketing alignment

Accurate alignment allows a lot more than sales enablement. It’s key to improving lead  quality across a company. Making an SLA (service-level agreement) between sales and marketing may be the first stage to successful methods; 82% of companies with closely arranged SLAs think their marketing is most effective based on HubSpot. Mostly, this success comes from keeping everyone on the same page; having an SLA, duties are obvious for every team, as well as the entire company increases understanding about the precise description of an MQL (marketing qualified lead) or SQL (sales qualified lead).

3. Integrate CRM and marketing automation

Obviously, without integrations and the appropriate technology, it’s difficult to fully align marketing teams and your sales. To actually get ahead,  Marketing Automation systems and your CRM have to combine, transparency and alignment can’t happen. So if your CRM lacks integration capability, or happens to be a siloed spreadsheet, you may want to investigate alternate options.

4. Reduce cold calling, increase social selling efforts and change conversations to the environments used by your prospects

Going from common-but-inadequate methods could be hard and takes a time/resource investment. But methods like social selling can help you achieve the prospects you would like – and generate reliability and trust. 42% of sales agents happen to be talking via LinkedIn and Facebook for business reasons (HubSpot). Plus as 55% of customers do almost all their study using social networks, it seems sensible to prioritize social – and place your team to speak via whatever system the customer is on.

Think beyond your phone call!

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