Sales Prospecting Strategies for 2021 and Beyond

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The previous year has actually revealed us that we require to be more versatile and be nimble. It was a year filled with unpredictability, which is far from the perfect environment for sales prospecting.

As an outcome, marketing and sales techniques needed to be adjusted in order to react to the total affordable modifications, modifications in supply and need, in addition to reduced budget plans.

With teachable experiences from 2020 in mind, what brand-new sales patterns can we anticipate in the months to come, and which techniques should you execute as the year 2021 advances?

Automation Is Essential

Many sales patterns reoccur, however automation appears to be the one that’s here to remain. It may not even be proper to call it a pattern, however rather an essential component of your sales method that permits you to preserve a competitive benefit.

According to EY, 41% of companies have invested in accelerating automation in order to react to the altering organization environment due to the pandemic.

Using automation to enhance the prospecting procedure is a fantastic method to make sure that your prospecting efforts are not just gonna yield great outcomes however likewise won’t take excessive time.

Automation can assist you in every action of your sales procedure, from providing you with brand-new result in leading them through the sales funnel and ultimately sealing the deal.

Personalize Your Outreach

When it concerns automation, many individuals believe that it eliminates from customization and imagination.
However, by automating recurring jobs and entrusting them to devoted software application, you will be entrusted more time on your hands to customize your method.

Using automation software application doesn’t suggest you must blast your potential customers with generic e-mails or simply get the phone without doing your due diligence. You need to comprehend precisely what your potential customers desire and require and adjust your outreach strategy accordingly.

When choosing email campaign management software, look for the one that allows you to use the information you have about prospects and customize your templates for a highly personalized approach.

By referring to your prospects by their name and using other personal information such as company name, industry, etc. you will not only boost your engagement and response but also avoid landing into spam and improve deliverability.

Bridge the Gap Between Marketing and Sales

No matter how personalized and effective your marketing approach is, it’s still only the first step of the process that will help you attract a large pool of people and raise awareness. However, you’re still a long way to convert your leads into customers.

This process requires careful lead nurturing. Here, personalization is even more critical, but so is being fast and efficient. That’s why you require to use tools that will help and allow your sales reps to focus on selling.

Make sure to find the right sales engagement platform that covers multiple different features such as queue-based lead routing, lead tracking, call scripting, auto-dialing, call recording, etc.

With all features in one place and a robust data management system, your sales team will be able to make the most out of each lead and close deals more efficiently without being distracted by menial tasks.


Implement a Data-Driven Approach

Now that personalization is more important than ever, it’s crucial that your pipeline is filled with the right prospects. You desire to focus on leads that are the most likely to turn into potential customers, and you need all the data you can get to determine who they are.

A data-driven approach will help you better understand who you should reach out to, when the right time for outreach is, and which issues you should address. However, not every company uses data to its fullest potential and even 40% of organizations indicate that scattered information and limited visibility into data negatively impact their sales organization.

That’s why it’s essential to have a centralized database that will allow you to have this information in front of you at all times, helping you make every customer interaction seamless and personalized.

During customer interactions, you should keep notes and review the information you already have. Note down everything that could be useful further down the line. You can use the data you collected during the sales to identify potential issues and tweak your ideal customer profile in order to improve the efficiency of your sales prospecting.

Take Advantage of Social Selling

Social selling is continuously rising in popularity, proving that the traditional sales approach can be too intrusive and aggressive. Instead of looking for instant results with “obvious selling” strategies, you should adopt a more subtle approach and slowly plant the idea in your prospects’ heads.

Social media allows you to always be there for your prospects, answer their questions, and share relevant content with them. That way, when they’re looking to buy a product, your business should be the first thing that comes to their minds.

LinkedIn is a perfect platform for social selling. Not only does it give you the opportunity to share relevant content with your audience, but it also allows you to communicate with your prospects directly. Your LinkedIn connections already have some interest in your business, and by filtering through your contacts, you can organize your LinkedIn network and easily connect with your prospects.

You probably already have business profiles on major social media platforms – you just have to find the right way to use them to find prospects.

Over to You

Although some sales prospecting strategies truly are tried and tested and shouldn’t be changed, we can’t ignore the fact that each new year brings new challenges and that we need to adapt our approach to accommodate them.

Some of these tactics might be new, but they’re more than just trends – they’re here to stay and you should find a way to incorporate them into your method.

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