Acquire New Customers
 Acquiring new customers is hard work, even for high performing sales reps. No wonder acquisition teams find themselves continually testing different approaches (e.g., appointment-setting) while honing tedious ones (e.g., cold-calling). Even with technology, such as marketing automation, conversion rates for acquiring new customers rarely exceed 5% for most companies. So how do you accelerate new customer acquisition?
Top reps outperform the rest by finding the right balance between quality and quantity. Top reps focus on four activities:
- Identify target prospects. Productive reps know whom to contact and when to contact. Your reps need intelligence on which prospects are likely to be in a buying window right now and which prospects to avoid over-contacting.
- Identify the right contacts. Good reps create relationships with people, not companies. Your reps need updated contact information for decision-makers and influencers, background intelligence (e.g., prior company, schooling), and introductions through social media links (e.g., LinkedIn).
- Craft a killer 30-second pitch. Once the right accounts and contacts are identified, reps have 30 seconds to convince the decision-maker to take a longer meeting. What will your reps say?
- Be relevant. Top reps are prepared. Your reps must prepare for the meeting by profiling the account and contacts, understanding company events and personnel changes and assessing the best approach for positioning your solutions to the prospect’s needs.
The problem: collecting and analyzing this information for all accounts on an ongoing basis is cumbersome and time-consuming.
Imagine having an ongoing capability to automate these prospecting activities and enable ALL of your reps to Sell Smarter and spend more time targeting the right prospects with the right message at the right time. Learn how salesPRISM sales intelligence software accelerates new customer acquisition.
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