Immediate networks are undoubtedly one of the most critical assets for expanding a business through references and credibility. Even sales experts are often seen leveraging his/her network for sales growth. But can that be enough for continuous sales expansion? Possibly No. Why so? Well, there would be a time when networks would get exhausted thus, making it obvious to rely on unknown prospects.
After all, “It’s great to spend time at a networking event with someone you know and like. But that’s not what you’re there for. Your goal is to expand your network by meeting new people.”
We all know that B2B sales need the right and proven strategy to ensure more closures while enhancing the business avenues. At the same time, businesses need to do the needful to generate maximum leads while nurturing feedback. For that, networking through immediate references would not be enough. One should also improve and widen the reach-out metrics. Often arrives the scenario where businesses are found struggling due to the absence of structured modules to leverage their collective ecosystem for growing business, resulting in lost opportunities. Thus, springs up the question – ‘Once the network is exhausted how to get the leads?’ Businesses do invest in cold-calling, popular email campaign tools and digital marketing, but struggles with unsatisfactory results. Why? For that, one needs to solve these queries at first -
Can One Increase Network through Cold Calling?
Now, this is perhaps one of the most conventional ways where businesses hire inside sales executives, buy company databases, and eventually try to grow the network by ad-hoc cold calling. However, research says that in today’s data-driven digital world, cold calling success ratio is pathetic. Although there is a lot of effort, time and cost involved, the rate of conversion is low and frustrating. Moreover, the task gets executed by less skilled resources and one can’t expect the best-trained sales guys to have the first touchpoint with the customer through cold calling. Isn’t it? So, what’s the outcome of mere cold calling?
Network exhausts and is not leveraged at the corporate level.
Cold meetings, quality of leads, and meetings are poor.
Meetings and Accounts are not qualified and prioritized.
End up meeting executives who don’t even need the service NOW
Can Email Campaign Tools & Digital Marketing Improve Networking?
To some extent, strategically implemented digital marketing modules might enhance brand awareness and web presence, so does campaign tools. However, due to improper message articulation, businesses struggle to connect with relevant prospects. This is not something that sales and marketing teams would be aiming for. Isn’t it? So, it is of utmost importance to have clarity on offerings, target market, prospective company’s budgetary aspects, challenges, and immediate requirements. Why? Because, “You need to communicate to your prospects that I understand the problem you are facing, I have a solution for it and I have provided that solution to another company who is of your size, in your geography, in your domain and uses similar technology. I understand you and have solved the problem in a similar ecosystem.” This would help in building trust and confidence among your known/immediate prospects thus creating possibilities of faster deal closures.
It's High Time to Innovate the Way We Enable the Sales Team.
Sales intelligence experts who are known for enhancing business avenues, trust knowledge based intelligent approaches to interact with prospects. Such approaches have a track record of helping businesses to communicate with multiple decision-makers who have immediate customer pain points. In addition, they are also known for leveraging People, Corporate, and Business Connections by making them feel valued, understood, and appreciated. Why does such an approach get utter significance? Because “we do business with someone we trust. That trust comes from some connection we see with that business and individuals.”
How Do Sales Intelligence Experts Make Things Possible?
They imply B2B Lead Generation processes by leveraging network and ecosystem
They follow Lead Qualification and Prioritization modules that are based on BANK indicators -Budget, Authority, Need, and Konnects
They strategize approaches to the accounts after a thorough understanding of respective Konnects and immediate customer pain points. Here, Organization Chart with all the connections and customer pain points mapped becomes the ultimate tool to trust upon.
There is a lot more that needs to be explored while ensuring desirable outcomes through your sales and marketing practices. CLICK HERE to know it all with BizKonnect.