At the start of the buying journey, your organization remains a solution threatening to get lost among a growing field of competitive options. It is up to your sellers to capture buyer attention and build interest while establishing a foundation of value for the prospect. Empower your sales force with vital prospecting power approaches to effectively engage prospects and build quality pipeline — and contribute to sustainable revenue performance.
THE RIGHT PROSPECT POWER APPROACHES CAN SERVE YOUR BUYER, YOUR TEAM AND YOUR ORGANIZATION
Why does this matter to the buyer? Research from a CRM provider is showing that a greater number of buyers now prefer digital interactions as compared to face-to-face meetings. In fact, this shift is likely driving an increase in C-Suite participation in initial meetings which has grown by 108% per Chorus.ai. research. These changes in the initial buying cycle have caused sellers to reassess how they can best serve buyers in prospecting and how they can do so as effectively as possible. On one hand, securing the first meeting can be easier through the convenience of digital tools. On the other hand, competition has risen in a digital world. This means it is more important than ever for sellers to connect with prospects as effectively and impactfully as possible.
Why does this matter to you, the seller? It is your job to sell! And prospecting is the foundation of sales. Yet a recent Forrester Research survey revealed that only 8% of buyers believe sellers put the buyer’s interests ahead of their own. And what buyer would opt for a seller who is not looking out for their best interests? To counter that perception, sellers need to embrace a value-driven framework in their prospecting approach to significantly advance the journey toward a sustainable and efficient prospect strategy.
How does it improve your chance of winning? Prospecting effectively increases the chances of success. When done right, prospect power approaches promote meaningful interactions, comprehension of client needs and personalization of solutions. At the heart of this stage in buying and selling, quality prospecting fosters relationships — allowing salespeople to present value-aligned offers and boosting the likelihood of creating quality opportunities.
LEARN THE PROSPECT POWER APPROACHES TO ACCELERATE YOUR REVENUE PERFORMANCE
Your sales force needs the right skills and behaviors for the 10 critical steps in the sales process to work. Reach out to our experts to learn how we can help boost your sales team’s skills and accelerate your revenue performance.
EARLY STAGE
- Prospecting power moves
- Resisting the itch to pitch
- Leading their meetings
- Performing the quest of discovery
MID-STAGE
- Becoming a trusted advisor
- Maintaining control of the buying journey
- Avoiding being single-threaded with buyers
LATE STAGE
- Reframing objections
- Managing radio silence
- Going beyond budget constraints
Empower your teams to prospect as effectively as possible. Get our revenue performance accelerator how-to cheat-sheet for prospect power approaches today for the key principles and techniques your sales force needs to know.
