No company in the world can survive without sales. Without the trust and confidence of the buyer, you cannot build long-term relationships and close sales. You cannot fake trust, so it’s either you have the trust of your ideal buyers or you do not.
This is exactly the reason why sales strategy has to be built on the foundation of honesty and authenticity for it to succeed. If your sales strategy isn’t working, it could be that there is a lack of trust in your brand. Let’s look at 5 mistakes businesses are making.
You are not creating “The Big 5” content
Content Marketing is important for your sales and marketing strategy. The results are tremendous when it is done consistently. The right content strategy drives more qualified leads and empowers you to close more deals faster.
What do we mean by “The Big 5”? There are five categories of questions that people search for when they want to make a major purchase. They are called the major topics as they routinely drive the most leads, traffic, and sales across all industries. The Big 5 are:
- How much does it cost? (Cost/Price)
- Which are the best options? (best in category/class)
- How does this option compare to others in its class/category? (Comparison)
- What are some of the problems with this particular product/solution? (problem)
- Are there reviews of this product/company (review)
It is important to create content around these five topics. When you do, you are ensuring the products and services you sell are found by customers.
You are not using content in your sales process
Inbound marketing is a powerful tool that can be used to generate quality leads and move prospects through the buying process. It also increases conversion and shortens the sales process.
Your sales team needs to publish content that is related to the product or service you are selling. The content should address and resolve that the customers may have presently or in the future.
Research has it that 70% of the buying decision is made before a prospect gets in touch with an organization, and this is achieved because of the consistent content created. Through the content, you give the customer all the information they need which would help them make an informed decision about your product or service.
You are not using personalized video in your sales process.
Because of the COVID-19 pandemic, many people spend more time communicating via phone and email, and this is bound to increase. Because of this, it is important that your sales team learn how to close deals remotely.
This can be achieved when videos used in the sales process are personalized. Video increases our communication capacity to 100%, as customers see and hear us, it increases trust automatically.
Videos can be used in different stages of the sales process to build and increase conversation:
- Prospecting
- Discovery
- Proposal
- Sales-to-service hand-off
Your Sales team are not speaking to the decision-makers
Your business must first identify the businesses you want to work with that have the potential of bringing the biggest revenue to your business. It is important that you figure out who the key decision-maker on the team is and directly target them in order to make the sale.
The sales approach can ensure that you are targeting the people in the organization that you want to work with, these people must be able to make decisions on behalf of their businesses and companies. This increases your chances of closing the sale.
It makes little sense when your sales team speaks to people who do not have the final say.
Your Sales and marketing teams are not working together
When the sales and marketing team aligns tightly, then the business has the power to increase revenue and sales. Many organizations today fail to get their sales and marketing teams to work together even when they are on the same overall goal of generating leads.
Sales nowadays is a solution-based role, primarily focused on solving the problem of the customers. So, to have a successful sales strategy, you need to ensure you address the buyer’s pain and offer a solution that will address that pain point.
Your sales team interfaces with your customers and understands what their problems are. So they would need to explain these to the marketing team which would give them insight on the kind of content to create that would tackle the problems these customers face so that you can attract relevant and qualified leads.
Your sales and marketing team can get more quality leads on Bixex. Join here.
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