Post by account_disabled on Dec 2, 2023 0:07:51 GMT -5
Few outside of the sales industry may know this, but LinkedIn puts out a Global State of Sales report each year. The focus of the last report was centered around how the C Level Executive Email Lists pandemic disrupted the sales process for the better, how the rise of tech stacks is impacting performance, and how top performers are leveraging these trends to get ahead.
With LinkedIn being the leading social media platform for B2B sales, many sales representatives and managers will use these findings to adjust and confirm they’re utilizing best practices, but there are many takeaways Marketing teams should acknowledge as well.
What sales learned – research is king. What Marketing can takeaway – names & contact info aren’t enough for sales to outreach
One thing that is undoubtedly true is the fact that the top sales performers all do a lot more research than other sellers. A total of 76% of the top sales performers stated that they “always” do research before reaching out to a potential sales prospect. Only 47% of other sellers made the same claim.
This is in-line with the report’s findings that true “cold” calls are on the way out, and “warm” calls are the standard of top performers with 88% of sellers saying they engage in “warm” calls.
The report states that sellers need to do “significantly more” research on buyers prior to reaching out than they did before the pandemic.
68% of buyers say they’re unlikely to engage with a seller who reaches out with information that’s irrelevant to their job so it’s important sales professionals understand the following before reaching out:
Have an idea of their business needs
Have an understanding of the prospect’s role in the buying process
Provide personalized communications
When buyers receive messaging relevant to them or that challenges their current way of thinking, they respond well to it.
With LinkedIn being the leading social media platform for B2B sales, many sales representatives and managers will use these findings to adjust and confirm they’re utilizing best practices, but there are many takeaways Marketing teams should acknowledge as well.
What sales learned – research is king. What Marketing can takeaway – names & contact info aren’t enough for sales to outreach
One thing that is undoubtedly true is the fact that the top sales performers all do a lot more research than other sellers. A total of 76% of the top sales performers stated that they “always” do research before reaching out to a potential sales prospect. Only 47% of other sellers made the same claim.
This is in-line with the report’s findings that true “cold” calls are on the way out, and “warm” calls are the standard of top performers with 88% of sellers saying they engage in “warm” calls.
The report states that sellers need to do “significantly more” research on buyers prior to reaching out than they did before the pandemic.
68% of buyers say they’re unlikely to engage with a seller who reaches out with information that’s irrelevant to their job so it’s important sales professionals understand the following before reaching out:
Have an idea of their business needs
Have an understanding of the prospect’s role in the buying process
Provide personalized communications
When buyers receive messaging relevant to them or that challenges their current way of thinking, they respond well to it.