Break away from traditional sales model

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1. Simulate sales
Before the internet, sales relied on personal skill, experience, and hard work. Some might call it the “blood, sweat, and tears method.” People were so focused on racking up numbers—making 100, 200, or even 300 sales calls in a single day, hoping you’d get a response and make an appointment.

 

Because sales time was responsible for everything from ghana telegram number database organizing lists to on-site visits to sales negotiations, closing deals, and post-sales maintenance, the sales team's work became very fragmented and prospects were neglected because sales reps felt overwhelmed by the amount of tasks they had to complete. Soon, we saw gaps in the results produced by each sales rep. It was obvious that it was extremely difficult to complete all the work required to close each sale alone - and it was inefficient.

 

2. Inbound Sales
With the popularity of the Internet, potential customers now start searching for information on their own. Therefore, companies have created marketing departments specifically for Internet marketing and to gain better online exposure through search engine optimization and advertising.

 

By leaving it to the marketing department to attract new prospects to their website and content, they can form a list of prospects who are already seeking information about your business, and that list can be passed on to sales with minimal outbound, push sales activity. Sales can then focus on their actual job of closing the sale.

 

3. Data-driven sales
In order to avoid the above problems, it has become necessary to conduct "data-driven sales".

 

Marketing automation automatically tracks the behavior of large lists of prospects, giving you deep insights into their interests and needs, and using that to deliver the exact information each user is looking for. You can then qualify your lists based on their online behavior and sort them between hot and cold leads. A hot list can be passed on to sales, as that group is close to being ready to buy and most likely to be open to a sales call or meeting. Meanwhile, a cold list requires more nurturing, so you can spend time sending them content and building a relationship via email or SNS.

 

By the way, best practice is to create a team whose specific role is to approach prospects to match their interests and nurture those who need more time or convincing to buy. This department is often called inside sales, and they don’t close sales themselves, but rather double-check the interests of prospects before passing the list to sales.