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Why sales reps are always “Just touching-base”!3

The Pipeline Guest Post – Gerald Vanderpuye

Just Touching Base!

In baseball, a player who is touching base is not in danger of being put out. In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales.  When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough.  

Time kills deals!

Professional sales people know time kills deals and deals get stuck in the infamous black hole where nothing happens for days weeks and months. This is the moment when it is more important than ever to touch base.

The Follow-up challenge!

Although sales managers would argue some sales reps are simply lazy and refuse to follow up, the problem for the majority of salespeoplesales people is more about effectively following up rather than the will to follow up.

An effective follow-up strategy gets a sales deal out of the black hole and back on into the light (the sales process).  We use the term black hole because sales have no idea what’s going on with the buyer and the deal, all they know is the deal is slowly getting out of their control and getting harder and harder to touch base.

This lack of information about the buyer leaves salespeople following up blindly which ends with disengaged Buyers who get spammed and annoyed.  We delved deep into thousands of deals and got an insight into what was happening on the Buyer side.

Know when to Follow up!

Opportunity win rate  for our customer is between 8%-40% for all new sales. At least 60% of buyers were never going to buy and ultimately waste the reps time.  We then measured how much time buyers spent on reading the sales and marketing content shared and discovered hundreds of Buyers often show initial engagement, then drop off, however, come back at a later stage. Without these insights, sales reps were often touching base at times totally out of sync with the when the buyers are most interested.  Imagine a Buyer that is disengaged during the month of February yet receives seven follow-up emails from the sales rep.  The sale is lost in the CRM. However, there is no follow up when the buyer come’s back to the shared marketing content months down the line when the interest is real and sale is back on.

Give your Buyer a reason to act now!

There is another 25% of Buyers that are genuinely interested in the problem you are solving! They simply do not have a compelling reason to act now.  In this scenario, the touching base is mostly about being consistent with the relevant content that either generates a compelling reason for the buyer to act.  

Helping your buyer sell Internally

Finally,  prospects who are struggling to sell your product internally. There are other stakeholders they need to bring into the picture, and they need the right messaging and content to capture these stakeholders interest.  Can you help your champion get their interest with your content and follow ups?   

Professional sales enablement organisations understand that an excellent follow-up strategy is a must for success as 80% of closed deals require five follow-ups before close. Although this Data for why sales reps need to follow up is evident still 44% of salespeople give up after one follow-up.   BuyerDeck provides sales reps real data about where the buyer is in the buying cycle (Not the sales process ) and suggests the perfect content/message to follow up effectively.

If you are interested in helping your sales teams better follow up with technology that is fully integrated into your CRM here is an opportunity.  We are now giving away 5000 free licences to broaden our feedback pool. Visit our giveaway site to see if you qualify.*

About Gerald Vanderpuye

As a proud co-founder at BuyerDeck, I have three passions: I love sales, technology and creating happy customers. I have been in sales, marketing and delivering remarkable customer experiences the last 10 years. My last position was at Rackspace where I was responsible for  developing sales strategy and driving business growth through existing customers and new Logo acquisitions in key markets. I was leading and managing a diverse team to deliver on new growth targets for both Enterprise and SMB’s. I am now leading the team at BuyerDeck to bootstrap the distribution of our B2B SAAS product beyond the initial traction of 12K buyers and sellers.

 

* I do not receive payment of any sort from BuyerDeck, just looking to help them give away 5000 licences. Tibor Shanto

 

3 Comments

  1. Shoyeb

    Great article, personally think you cant underline the importance of keeping in contact with your prospects, even a quick email to share a story or LinkedIn post is enough to keep the ball rolling.

  2. Martin Frey

    This is a topic that is hardly discussed yet is the source of so many sales failures. This article could easily become a book with 6 to 10 chapters. I’ll touch on just one point. “Helping your contact sell your solution” inside his or her organization. Without physical face-to-face access to customers so much information is lost. We have always been told that 90% of communication is non-verbal yet we do most of our selling over the phone and by pushing content via email. The big advantage we have is easily having a face-to-face meeting even when we can’t physically be there. Tools matter and using them in an advantageous way matters. Close rate and sales cycle time times improve greatly when you have the other 90% of the communication as well as helping your contact sell your solution. You cannot underestimate the value of an HD video conferencing system that allows you to connect with people outside your organization across multiple sites. It is a powerful tool but it must be used wisely.

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