How Sales Teams Can End 2020 Strong
Although there did not appear to be much of a “summer” this year, the calendar kept on moving. Whether vacations were modified, rescheduled, or canceled, working folks hopefully took a bit of time off to refresh and sales became top of mind again. Let us turn the momentum up as decision makers come back from their “summer” vacations, ready to begin the final quarter strong.
Keep track of your efforts and re-strategize
Identify all prospects you got in touch with these past couple of months, and ask yourself these questions:
· Did you enter any new contact details into your prospect Excel spreadsheet or CRM?
· Did you go to any virtual conferences or networking events?
· Did you use any email newsletters or direct mail campaigns and observe engagement?
· Did you make any ‘touch base’ phone calls when companies were adapting to the virus?
If you participated in any of the above situations– congrats — it’s been a challenging six months. Pat yourself on the back for continuing your efforts, even if those efforts culminated into relationship-building that had less-than-stellar results. Your latest efforts are going to help your business remain top-of-mind as companies are re-opening their workplaces. You’ll be considered when the time is right. Keep track of your callbacks, nurture these opportunities with several types of marketing.
Tend the seeds you planted
You might not have reached the decision-maker as easily over the past couple of months, yet the rapport you built with their associates is going to pay off. Within these last couple of months of 2020 — continually nurture those seeds of opportunity. It is go-time because businesses are working on their 2021 budgets. Imagine becoming top-of-mind in a buying decision as their budget is being finalized! Being within the proper place at the proper time is going to make all the difference in your results.
It is easy to remain laser-focused on bringing in brand-new business; however, do not miss out on the opportunity to reach out to existing clients and grow based upon referrals. Remaining in touch with those people and nurturing those professional relationships is critical to client retention and boosting the opportunities of referrals.
The proper time to sell
Now may be the time to contact prospects who put off purchasing decisions from the last couple of months. The majority of companies adapted to the new norm and are currently comfortable buying services and products they put off for quite some time. There’s an abundance of hypothetical scenarios here, yet one thing which remains the same among all companies is how critical this time of year is. Discover how your service or product will help prospective clients be more happy, efficient, and productive.
What are the next steps?
Work that list and organize your up-to-date sales activity within a CRM or, at least, an Excel spreadsheet. Assign some “call back dates” to prospects you need to contact again soon. Since conferences and trade shows were canceled for now, give consideration to investing in appointment setting and phone outreach, or use marketing tactics like direct mail campaigns, email newsletters, and LinkedIn connect and awareness plans to increase your efforts. Use all types of communication to get in the front of your ideal prospects and nurture all relationships during our new normal.
I’m Sales Leadership Coach Wesleyne Greer. Myself and my team at Transformed Sales offers sales leaders the skills to create high-performing teams. My sales leadership coaching system offers coaching strategies that improve sales team performance, mentors developing sellers, and offers ongoing best-practice reinforcement.
