Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.



Published on

Don't make these mistakes that will be sure to scare off prospects. Improve your sales strategy and see better engagement and conversions.

Published in: Sales
  • Be the first to comment

  • Be the first to like this


  1. 1. WHAT NOT TO DO: Top Ways to Scare Off a Prospect
  2. 2. Repeating the SELL SELL SELL message when prospects are in the research stage of the buying cycle will switch customers off or worse turn them away. In the modern purchase environment, buyers will research products and services themselves and engage a sales rep when THEY are ready. SALES NEEDINESS
  3. 3. At any given time, only 3% of your market is actively buying 56% are not ready 40% are poised to begin SOURCE: Vorsight
  4. 4. 66–90% of the buyer’s journey is complete before he even reaches out to a sales person SOURCE: Marketo, Lean Content Marketing Report
  5. 5. Prospects are busy, especially the good ones! They have many competitors vying for their attention and trying to woo them. Keep your messaging short and concise, to cut through the noise and get the attention of potential new clients. Keep on topic, with relevant and engaging content to get their attention. If a prospect is not ready to buy then enter them into the correct nurturing channel to guide them through the sales cycle. LONG CONVERSATIONS
  6. 6. Harvard Business Review. “To keep your customers, keep it simple, May 2012 The best tool for measuring consumer-engagement efforts is the “Decision Simplicity Index,” a gauge of how easy it is for consumers to gather and understand (or navigate) information about a brand, how much they can trust the information they find, and how readily they can weigh their options
  7. 7. Sales ignore a much as 80% of marketing leads When sales & marketing work well together, businesses are 67% better at closing deals SOURCE: Marketo & Reachforce + =
  8. 8. Know your target market. Make sure you are delivering the right message to the right audience at the right time in the buying process; continuously failing to engage could be devastating with potential customers opting out from communications. You need to continuously come up with creative ways to engage your audience and deliver value. BEING BORING
  9. 9. Much of the world of attribution is focused on rules-based, machine-learning & statistical models. Brands also need to think about harnessing their attribution efforts to help + Source:, What Marketing Attribution Looks Like in a Cross-Channel World, Dec 2015. customers
  10. 10. SDRs are the first point of verbal interaction with a customer They mold the customer’s introduction and perception of the company SOURCE: Bizible, “4 Marketing Strategies that turned Act-on Into One of the Top 5 Fastest Growing Marketing Companies”, Dec 2015
  11. 11. The internet is a busy place and prospects are not going to hang around if you are not giving them what they want. There is a multitude of information, products and solutions out there and prospects are researching many sources and therefore popping up on your competitor’s radars. If you don’t react fast and qualify leads in a timely manner, you can guarantee your competitors eventually will. SLOW RESPONSE TIMES
  12. 12. Companies that increased their strategic speed improved their top and bottom lines, averaging over a three-year period SOURCE: Harvard and Economist Intelligence Unit study, “How to Harness The Value of Strategic Speed With Alignment & Analytics”, June 2015 40% 52% higher sales higher operating profits
  13. 13. If marketing hits its goals, but sales isn’t hitting theirs, then the company as a whole is lacking + = SOURCE: Bizible, “4 Marketing Strategies that turned Act-on Into One of the Top 5 Fastest Growing Marketing Companies”, Dec 2015
  14. 14. Intelligent data provides the insight necessary to devlop the best possible outcomes. Define your sales campaign goals from the outset and don’t lose sight of what it is you are trying to achieve. Develop metrics to gage and analyse your goals and refer back to these throughout the campaign. LOSING FOCUS
  15. 15. Data-driven marketing is on the rise And no wonder - marketers would be 6X as likely to report higher profits if they use data-driven strategies SOURCE: “Three ways it pays for marketers to be more data driven, Doug Campeljohn, Aug 2015
  16. 16. Data integrity is just as important as lead generation, especially if you want teams to successfully work the leads you generate SOURCE: MarketingProfs, “Six Huge Lead-generation Pitfalls That Are Hurting Your Business”, Dec 2015
  17. 17. Consult with SalesPond for professional sales solutions & support