After the COVID-19 pandemic, more and more businesses are switching to remote work. The switch can be challenging for salespeople who aren’t used to the remote selling environment. But if done right, it can elevate your selling campaign.
A formal and structured remote sales process sets apart a high-performing organization from an underperforming organization. According to an HBR survey of sales leaders, 51% of high-performing sales organizations had a formal and structured sales process. And that’s precisely why it’s important to optimize your remote sales process.
Optimizing the remote sales process is important, but how can one do it? In today’s piece, we’ll one by one see how one can optimize different parts of a sales funnel and their importance in the sales process. Now without further ado, let’s get started.
Lead Generation
Importance of Lead Generation
Lead generation comes first in the sales funnel. This part of the sales funnel deals in identifying the right prospects and deliver the best value to build interest. Lead generation involves getting prospects or leads to your website and engage with them once you have their contact information.
This part in the sales funnel has enormous importance as it involves generating the leads or customers you will sell to. Lead generation must be taken seriously in your remote sales process as, without it, you won’t be able to target a specific audience. How To Optimize Lead Generation?
To optimize lead generation in your sales funnel, your sales and marketing team must be on the same page. Instead of demanding better leads from your marketing team, your sales team must work with them to define the customer profile you are looking forward to catching. Ensure that your sales and marketing teams share lines up with your pitch and address the important points.
Invest in a marketing technology like Marketo, Hubspot, or Callingly, so you can experience seamless data flow through remote sales and marketing teams.
Lead Qualification
Importance of Lead Qualification
Lead qualification lets you learn about your customer expectations and demands. Without lead qualification, you won’t be able to find out what your customers desire and need. And to connect with the leads, you must start a conversation via email or phone. But note that only 23.9% of emails are opened. And it takes an average of 18 calls to actually connect with a customer over the phone. Without lead qualification, your sales team will not be able to contact customers and learn about their challenges and experiences.
How To Optimize Lead Qualification?
As the lead qualification is all about connecting with a set of customers, you must invest in a lead response management system. Callingly lets you respond faster and close more! Whenever new leads come in, Callingly immediately calls your sale agents and connect them with the leads. With Callingly, every single lead is going to get a call in less than 30 seconds.
We don’t think there’s a better way to optimize lead qualification in your remote sales process than investing in Callingly.
Product Sales Demo
Importance of Product Sales Demo
This part refers to as scheduling and presenting your demo. It’s the point where your presentation will either turn the tables or scare away the customers. You can use this demo to address as many questions, objections, or queries as possible to clear doubts from your customer’s mind.
This demo will help your customers to see how your product will solve their problems. Making the most of this opportunity will increase your chances of moving the sale along.
How To Optimize Product Sales Demo
Trust and engagement are the two most important things when you are delivering a product sales demo. To optimize this part of the sales process, use the screen sharing tools to deliver a face-to-face demo, send follow-up emails, and remove any sort of abstraction. Build a strong relationship with your customers through the product sales demo and make them feel like you are solely connected with them. Moreover, try to remove as many barriers between yourself and your customers to communicate with them fluently.
Purchase Decision
Importance of Purchase Decision
A purchase decision is a part of the sales funnel that’s very essential for every sales process. This is the time a customer will decide to reject or accept your product. No matter what the result is, the purchase decision part teaches a great set of lessons for the future. If you have built a strong relationship with a customer throughout the sales process, this stage will go smoothly. If not, your sales team will learn a bunch of lessons to implement in the future.
How To Optimize Purchase Decision
There’s no specific magic known to humanity for finalizing the sale quickly. If the sale didn’t go through this stage, it means that something was missing in the sales process. Now all you can do is make the most of the purchase decision data and track-back to the sales funnel to see where things went south.
Customer Success
Importance of Customer Success
Once you have made the visitor your customer, your job is just beginning. It’s essential to stay in touch with the customer and maintain a good relationship even after you have sold your product or service.
Serving customers even after you have sold them your product or service will make them turn into referral machines. Your good relationship with them will automatically make them create referrals for your company.
How To Optimize Customer Success
Offer your customers with generous support, monthly, or weekly contact them to make sure everything is going fine at their end. Frequently tell them about new products or services that your company is selling. And lastly, treat them as a human being rather than a customer. Use sales and marketing tools to keep them in the loop.
Optimizing your remote sales process is necessary as it’s a chain with multiple pieces that require frequent maintenance. Don’t let your remote sales process suffer and start optimizing it to boost your sales.