Be Fast and Personalised

Stat 3: 78% of Salesforce customers state that the sale goes to those who respond first within two hours of an enquiry** – so be responsive in sales

• As most of us have experienced, both as a customer or a sales person, response times to enquiries can vary dramatically from one company to the next.
• While having good procedures and processes in place is a great way to improve your responsiveness, at the very least as a sales team set your goal, therefore, from today that every enquiry is responded to in one to two hours or less.
• At the end of the day this often comes down to prioritising your time and discipline; and discipline isn’t an easy thing for your competitors to match.

Stat 4: 80% of sales reps miss out on making sales because of a lack of personalisation** – so personalise

• B2B as well as B2C customers want the world to become increasingly personalised, whether that’s tailored proposals, tailored sales conversations or tailored solutions.
• If 80% of sales people are missing out by not taking the time and putting in the effort of personalisation, why don’t you as a sales team aim to always be in the 20% that both responds quickly and is tailor-made in your solution delivery?
• Making people feel special like the individual they truly are will do wonders for their self-confidence, as well as for their buying motivation.
  1. At THE Marketing Company we have embraced personalisation in two ways: Firstly, 70% of our business income now comes from tailored 12-month whole sales team programmes with no two programmes being identical from one company to the next.
  2. Secondly, for our Sales Mastery Programme, 50% of the content is personalised to the behavioural profile, sales experience and sales function of the individual attendee.