Sales

5 Mistakes in Your Sales Process (and How to Fix Them)

Fast growth tech companies face many challenges in scaling up. As teams grow and new hires are onboarded, it’s essential to have a solid, repeatable sales process in place.
We used our data and insights to bring to you five things you should avoid while mastering your sales process. Eliminating these mistakes can make an enormous difference in your sales team’s efficiency and success.

1.  Sharing irrelevant information

Bombarding your prospects with generic collateral and irrelevant content is not likely to cut through the noise and get your buyers attention. 78% of buyers prefer to do business with organizations that personalize their pitches and enhance the overall sales experience. Sales professionals must send the right content to the right person and intrigue them. It’s not about the persona you’re sending to… it’s about the person.

How DealHub helps:
DealHub’s fast and agile sales engagement hub lets your sales team easily tailor the right content to the relevant decision-maker within the target company. DealHub’s predictive sales playbooks help sales teams select the right messaging and offering, based on best practices and actual results.

2.  Not aligning sales & marketing teams

To provide clients with the best possible person-to-person (P2P) sales experience throughout the full sales cycle, your sales team must use all available resources to its advantage. That includes any supporting marketing materials that are relevant to your buyer’s journey. Unfortunately, 60%of marketing materials are not used because companies’ sales and marketing teams are not aligned. As such, the vast amount of marketing materials – everything from social media messages and videos to whitepapers, slideshows and case studies, becomes more of an obstacle than a helping hand. When sales and marketing teams are aligned, your company can enjoy a 27% higher win rate.

How DealHub helps:
DealHub content management system enables marketers to “inject” the most recent and relevant content to the system and categorize it to match the relevant sales scenario. Sale reps can then use the Sales Playbook to automatically assemble the right content at the right stage of the funnel, creating logical buyers journeys that resonate with their buyer’s needs.

8 Steps to Accelerate Your Sales Process

3.  Not following up with prospects quickly enough

35%-50% of buyers complete sales deals with the vendors who respond to them first. When a buyer is actively showing an interest, you need to strike while the iron is hot. To elicit a positive buyer response, sales reps have to learn each client’s needs and prompt them with appropriate materials – at breakneck speed. Otherwise, your champion might lose interest and move on to other tasks. The key lies in the fast delivery of the relevant information to drive deals forward.

How DealHub helps:
Unlike other solutions that require template modifications or starting each proposal or document from scratch, DealHub takes all the relevant data from the CRM and help sales rep generate the most personalized response to clients in just minutes. The guided selling flow ensures that the messaging and content is aligned with the exact buyer’s needs based on his industry, business pain, size company, and stage in the sale process.

4. Not properly tracking engagements

Proper sales engagement requires knowledge of client intent, interaction, and insights throughout the full sales funnel. To do so, your sales team needs to know exactly how and how often buyers are engaged with their content. This includes learning what aspects of the content were important to them so that your sales team can optimize the company’s offering to suit each buyer’s needs.

How DealHub helps:
Employ an adaptive sales engagement solution that gathers, tracks and stores necessary data on client activity, enabling your team to lead clients to transact with great efficiency and success. DealHub deploys real-time alerts on all engagement activities, enabling the seller to read the buyer’s digital body language and react effectively.

5. Spending too much time on admin tasks

Salespeople tend to spend more of their day on admin tasks, instead of actually speaking to prospective buyers. Rather than devoting a meager 33% of their day to customer engagement, they busy themselves writing emails, entering data, attending internal meetings and scheduling calls. It would be much smarter and productive to spend less time on these admin tasks and more time engaging with your champions.

How DealHub helps:
DealHub streamlines the gathering and analysis of all client data, automatically syncing it to your CRM. It can help your sales team avoid wasting time on CRM feeding, preparing emails and editing proposals, so they can redirect their time and energy towards activities that truly matter – engaging with prospects.

Conclusion

Tech is now solving most of the above-mentioned challenges, enabling sales reps to be more focused, work smarter and faster and save precious time. Sales leaders and sales operations departments must take charge and harness these innovations to build relationships, engage with buyers, maximize sales productivity and close more deals.

Contact us to get a free consultation showing how you can improve your sales process efficiency with DealHub.