Knowledge is power, or so the saying goes. And it couldn’t be more true when it comes to prospecting. The more you know about your prospect, the better chance you have of closing the deal, because you have the facts to guide your actions.
Most Biz Devs come across at least one of the following problems at work:
50% of sales time is spent on unproductive prospecting, time that could be better spent building real relationships with important leads.
As staff turnover among marketers is rising, data decay is becoming a problem due to out of date CRMs. In B2B markets, sectors with high job turnover can see contact data decay rates as high as 70% per year.
Lack of content
65% of Sales Reps say they can’t find relevant content to send to prospects to demonstrate that they understand their business needs.
But the good news is, these problems are all easy to address. By framing your sales technique with insight and tailoring your approach with the vital statistics on your prospect, you’re far more likely to be successful.
“Using a data and insight driven approach has gleaned so much value. Even if it’s just one single insight about that contact, it adds a lot of value to the call, it gives you the edge.” Sam Meade, Business Development Manager
For example, 80% of Biz Devs look at an individual’s social profile prior to a pitch or meeting. Social media profiles will reveal likes, dislikes and common ground to guide your conversation. “Hey, I saw that article about the challenges of healthy food marketing in The Drum. I thought it was really interesting…” can be a good conversation starting point.
You can also use a data sales tool to ensure your data is up to date, so that you don’t waste time chasing people who have already moved on. It can streamline your research process, leaving more time for selling, and help you to build authentic relationships by using information to warm up a lead.
To discover more ways that data can drive your prospecting, download Upstream’s latest report: Knowledge Is Power, and learn:
- How to create a business profile on prospects.
- The information you need to know on suppliers and procurement
- The best time to approach a new lead
- How to identify patterns and triggers that can inform your approach.
- What should be on your pre-meeting checklist
Download the report, Knowledge Is Power, here and arm yourself with the information you need for successful prospecting, so that you can work smarter, not harder.