Few outside of the sales industry may know this, but LinkedIn Posts Update on General Sales Date. The focus of the last report was on how:
the pandemic interrupted the sales process to improve it;
the increase of the technological stacks is surdo the perform
top salespeople are taking advantage of these trends to get ahead.
Since LinkedIn is the leading social media platform for B2B sales, many sales reps and managers will use these to fine-tune and confirm if they’re using best practices, but there are also many conclusions that marketing teams need to know.
What did you learn Sales: research is the key
What Marketing can learn from all this: Numbers and contact information are not necessary for sales to arrive
One thing that is undoubtedly true is the fact that top salespeople do a lot more research than less-performing salespeople. A total of 76% of top salespeople stated that they “always” do their research before reaching out to a potential prospect. Only 47% of other sellers did the same.
This is in line with the results of the report that true “cold” calls are disappearing, and “warm” calls are the standard of the best, with 88% of marketers saying they participate in “warm” calls. “.
The report states that sellers must now invest “much more” on buyers before communicating with them than before the pandemic.
68% of buyers say they are unlikely to interact with a seller who communicates with information that is irrelevant to their job, so it is important for sales professionals to understand the following before communicating:
Get an idea of your business needs;
Understand the role of lead in the buying process;
Provide personalized communications.
When buyers received messages that are relevant to them or challenge their current thinking, respond well.
The marketing department can help your sales team burnt out qualified leads with meaningful sales intelligence data…
What did you learn Sales: stacked sales technologies are growing
What can Marketing learn from to do this: CRM and sales intelligence tools are the most important to invest in #SMARKETING
The vast majority of sellers said they planned to use sales technology “more” or “more” often this year than in previous years.
The top sales technology types ranked first were CRM and sales intelligence tools, which tied for first place.
Vendors largely say that incomplete data is a major problem for them. Nearly half of all salespeople (45%) say they’ve lost sales because they have incomplete data that doesn’t fully correspond with what they know to be true about their customers.
Using buyer intent technology to find prospects who are ready to buy right now is becoming more critical to the sales process. Nearly 85% of sellers say determining buyer intent is important to their sales organization.
The sales organization is using a variety of tools to mediate buyer intent. Topping the list is LinkedIn Sales Navigator, but I’d blatantly like to include another technology, Ion, Rock Content’s interactive platform, which it’s using to compile meaningful business data on leads and stimulate sales with personalized sales intelligence information ;).
What You Learned Sales: Salespeople only spend about 25% of their time selling
What Marketing Can Learn From All This: When you look at sales “activities,” you’re only looking at a small part of the work.
Salespeople, according to our data, spend about a quarter of their time (27%) selling products and services. The rest of their time is spent updating their CRM, administrative tasks, internal meetings, and training.
In addition to these discoveries, top performers (identified as selling more than 150% of share) spend 10% less time selling and replace it with additional research and spend an additional 18% more time updating the CRM than their counterparts at a medium stake.
The report quoted David JP Fisher (president of RockStar Consulting) as saying: “Don’t be too quick to dismiss ‘non-selling activity’. The modern sales cycle requires more than just smiling and calling a meeting to be successful. Research, training, and collaboration are keys needed to move deals forward. The key is to ask yourself if an activity has short-term or long-term value or if you are simply doing it out of inertia or poor planning.”.
Marketing leaders can recognize that time allocation differs from average employees in their teachable skills and can work with sales management to ensure relevant research topics are conducted that result in their messaging. .
What Sales Learned: The Best Employees Work Closely With Marketing
What can Marketing learn from all this: meet monthly with sales and use their feedback
70% of the top performers in the Linkedin survey rated the leads they receive Marketing as “excellent”, more than 43% of the average sellers rated the leads obtained from Marketing the same way.
The takeaway here is that top performers work with their marketing teams to understand buyer intent from various lead sources and what marketing messages resonated the most with the buyer, and therefore how to work with them. Hello.
The report recommends that the sales and marketing teams meet monthly so that marketing can soberly keep sales updated on the day of purchase and figure out how to best approach leads. But also to get sales feedback on which content sources are working best, topics and questions that are coming up on your sales calls, and then Marketing can adjust its content strategy accordingly.
The salespeople who make the most significant sales are those who reach the right customers. They’re using the right technology, compiling the best data, and using that data to make sure they only send messages that are appropriate for the customers they want to reach.
At the end of the day, sales and marketing will need to work toward a common goal, and while the world of marketing and sales will evolve independently, understanding the trends and challenges of both will drive a thriving organization.