“Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something.”
― Jeb Blount, Author of Virtual Selling
2020 has been a trying year for all businesses. As we move into a stage of renewal and hope it’s time to set the groundwork for success in 2021. While most of us would like to forget the hardships that this year has brought on, the reality is: times have changed. Virtual selling is here to stay. How are you going to take the learning of 2020 to shape next year’s strategy and grow revenue by 20%?
The answer is not to hire 5 more salespeople and hope magic will happen. I work with sales organizations on a daily basis - the success our clients are seeing all come from improving their processes and leveraging actionable sales data.
What do I mean by actionable sales data?
How many of your salespeople are running through hundreds of contacts in your CRM system making cold phone calls? The answer should be zero. One phone call using actionable sales data is better than ten of those cold phone calls.
Actionable sales data is valuable intel that helps maximize your sales team’s time by prioritizing who they should be talking to. Who’s included in this? Companies that are growing, companies that have recently received funding, and companies with new executive hire. These are companies that will be much more likely to take your calls and more likely to close a deal.
Don’t work harder, work smarter.
There are 2 things I know for certain going into 2021:
How are you going to work these two key elements into your sales strategy? The Sales Group’s product, R.A.M.P., tracks thousands of organizations going through change and helps companies drive revenue through lead generating efforts. Let’s start the conversation, contact me at Donna.Gliha@salesgroup-global.com
A proud nominee of the 29th Annual RBC Canadian Women Entrepreneur Awards
