Teaching Your Team How To Nurture Leads
Top sales coaches have a whole arsenal of tools, techniques, behaviour models, and approaches at their disposal. This is because every organisation is unique and each sales team may require particular knowledge to help take that step to the next level. However, a common way in which top coaches impact sales teams is by getting them to perform lead nurturing and sharing with them lead generation tips.
Lead nurturing is still in a very nascent period. Many B2B suppliers still haven’t adopted this approach because leaders don’t understand its value or believe it is too complex, time-consuming, or costly for their organisation. Yet that’s not a sound conclusion to make: in fact, research shows that 97% of top sales performers believe that the reason an organisation should implement lead nurturing is to increase the number of sales-ready leads. It also shows that these top performers are twice as likely to nurture leads than any other sales representatives.
These top performers who are in organisations benefiting from lead nurturing also reported double the sales conversion over those who were not leveraging such a practice. With the right sales coach on board to help transform your salespeople into a team of lead nurturers, your organisation should be able to properly measure what effect this type of sales training, and practice could have on your organisation. It’s thought that somewhere close to 10% of potential clients who are not yet ready to buy will probably convert to a sale. In the B2B market, every deal matters, much more than in B2C. As a result, lead nurturing is worth the effort and energy. Knowing about sales measurement and what to track is important so that you can continue improving your lead nurturing efforts.
Empower Your Organisation’s B2B Sales Team
Sales coaching can have a powerful effect on the fortunes of an organisation’s sales performance. In the B2B industry, where just one sale can be the difference between success and failure, this sort of approach can have a transformational effect on the short-term and long-term health of your organisation. Read on to find out more.
But how can one sales coach possibly have so much influence? The reality is that with the right coach, you’re not just getting the sage advice of one person: you’re getting the experience they’ve gained from multiple businesses and other salespeople over the years. They’ve likely seen it all within the sales profession. Your organisation can only benefit from someone with that level of sales knowledge. Coaches can be instrumental in the introduction and continued retention of knowledge gained from an in-house sales training course. The right coach can also enact behavioural changes too, which has been known to have positive effects on both a salesperson’s personal and professional life.
Recent academic research has shown that a happy employee is 12% more productive than the average employee, and 22% more productive than an unhappy employee. Ultimately, the most valuable resource at your disposal – particularly in the sales process – is people. If they feel empowered, energised, and educated enough, your organisation’s sales performance will skyrocket. For this reason, an external coach is worth it, especially if they can guarantee improvements to your organisation’s sales performance and revenues.
Lead Generation Tips Summary
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