The sales vertical has undergone a lot of change in the past decade. The changes have forced businesses to rely on inbound marketing for seeing the desired results in revenue. However, relying solely on inbound marketing is not going to help, businesses will require inbound sales for succeeding in accelerating sales and generating the desired revenue. Today in this article, we will be discussing various inbound sales tips that sales team require to succeed with Salesmate CRM.
What is inbound sales?
Inbound sales is the methodology where the focus is kept on individual buyers and their personal needs, pain-points, frustrations, and sales goals. As an inbound salesperson, it’s critical to prioritize the buyer’s needs. Today, the buyers possess the technology and ability to research about anything. Because of this, they are becoming information hubs. This shift in behavior has pushed sales professionals to align with the knowledge buyers already possess.
Inbound sales is not just beneficial to the customers, this strategy also benefits sales teams. Using this process, sales professionals can focus their efforts on a high probability prospect. By enhancing communication using relevant content, the sales team can speed up the sales cycle, improve its closing rate and achieve better revenue growth. In a very plain and simple definition, inbound sales is that process where the prospects come to you! They’ve already done the research on their end, they want your help in understanding if your solution will be able to help them solve a specific pain point.
Inbound sales tips and how Salesmate CRM can help you in managing some of them
1. Set and track your sales goals
Big or small sales team must set their goals. Meeting milestones helps your sales team be on the hunt of achieving more. Following through on your business plan allows you to stay three to five years ahead of the current plan. As a small business owner, the hustle can make you lose sight of your sales goals. However, if you are using Salesmate CRM, tracking sales goals becomes all the more easy and interesting. Setting sales goals makes your sales team ambitious and sparks a healthy competition for achieving the desired sales revenue.
2. Be a problem solver first
Customers try to get in touch with businesses because they have a pain point they need resolved. Either you can be the one to solve their problems or your competitors will. It is up to you what you want to do. Before answering your prospects call, prepare yourself to create a prolonged conversation with them. Your aim is to make them comfortable and develop a lasting relationship with them by being their problem solver and not a typical seller. With Salesmate CRM, you have the option of recording these calls or taking notes while on the call. Such a feature allows you to store important in-call data inside the CRM for future reference.
3. Adjust sales pitch as per the customer’s needs
Although not every caller is the same, there is a pattern in every callers questions. With an ample amount of data stored inside your CRM from your previous encounters, you must adjust your sales pitch as per the caller’s’ needs. Doing so not only allows them to trust your skills as a sales professional but also helps them look at you as a knowledgeable person who is not treating them as a number. Actively listen to their questions and derive their need based on their conversation. After doing that, offer them an apt solution.
4. Be transparent with your prospects
Once you successfully determine the prospects pain points, needs and challenges, start exploring the ways your offering is going to successfully address their needs. Don’t be afraid to admit if your offering is unable to offer the required solution to their pain point. Allow the prospect to ask for an alternative to what they are looking for. Using a CRM such as Salesmate, you can send educational content regarding your offerings features to the prospect and set a reminder for a follow-up call too. The system will remind you about the same via desktop notification and email with your to-do list.
5. Avoid close-ended conversations
Close-ended conversations are counterproductive. If you are limiting your responses to “Yes” or “No” or “Sure” they make you come off as uninterested in the conversation and will make the customer move towards the competition.
For instance, if the prospect has asked something like “is there a warranty on your product?”, instead of saying a simple “Yes”, say “Yes, we provide a one-year warranty on parts and services plus a six months replacement warranty.
If you are using a CRM such as Salesmate, you can mention this piece of information in the comments section and store it in the contacts timeline for future reference. You can also send out an email with the details of warranty and guarantee on your product and service to the caller while on call.
6. Every inquiry generated on your website is a potential sales opportunity
Nowadays, businesses have set up online forms on their business website. These forms are the source of inquiry for many prospects. All these inquiries are a potential sales opportunity. With Salesmate CRM, small business owners can integrate their online forms with this smart CRM system. Every form filled will automatically become a contact inside the CRM based on the personal details filled up by the website visitors. With workflow automation, users can set rules like sending out an introductory email to the contacts created from online forms. Auto assign the created contacts to sales reps for follow up. Create and assign tasks to sales reps for all the new deals or contacts created using the smart workflow automation.
7. Let the prospect seamlessly connect with you
Allowing modes of communication to reach out to businesses has become necessary in today’s competitive market. Using Salesmate’s built-in virtual phone system, you can set up a toll-free number for your businesses where customers and prospects can reach you at any hour of the day. Making yourself available for the contacts allows them to develop loyalty towards you. If they are able to reach out to you for their queries without paying anything, they will easily become your products advocate.
To conclude
Salesmate CRM has been providing assistance to small and mid-size businesses for a long time now. With its budget-friendly plan and the various features it provides, it becomes easier for businesses to scale their growth.
If you have not tried Salesmate CRM for streamlining your business process then quickly do so and experience the difference. If you have any questions regarding Salesmate and its features then you can get in touch with us anytime. We will be happy to help.
