As sales reps, you know how increasingly harder it has been to engage with potential buyers and generate quality pipeline. With almost 60% expecting to miss quota this year, it’s time to reassess and adapt in 2022.
Buyer preferences have gone digital and according to Gartner, you only get about 5% of your customer’s time during their buying journey.
You can no longer rely on cold outreach as the primary channel to create new opportunities. Outbound automation tools that send at scale are beneficial, however, pairing with generic messaging to the same list of prospects is only going to produce lower engagement rates.
Spend time and prioritize your past users. It’s no secret, any tenured sales rep will tell you that connecting with your former customers is the easiest way to generate new opportunities. Increase your engagements by identifying leads that are familiar with your company, and the value your product can bring to their organization.
According to Challenger, the average buying team is now up to 11 decision-makers. That brings different agendas, expectations, and questions that can leave a buying team stagnate. Having uncovered all the past users in your prospecting accounts, you can gain a competitive advantage and ease any tension about potential buyers’ remorse.
As sales reps, much of your time is being spent on non-selling-related activities – verifying contact information, logging CRM data, and searching for and validating past users 1-by-1. In fact, sales reps spend 8.4 hours per week researching leads according to Salesforce.
These processes become discretionary and not often repeated because of the manual burden and time they consume. Sales intelligence tools like ZoomInfo and LinkedIn Sales Nav are great tools to have in your tech stack, but they don’t have access to your customer data to cross-reference with your lead data. To accurately identify past users, you are forced to cross-verify lead data on multiple applications – creating a fragmented process.
CRMs are going to continue to be pumped with more and more data. As a result, there will be increasingly inaccurate information that will continue to derail reps and SDRs – further limiting their time spent on selling activities.
Here’s how finding and tracking past users can help you ensure leads never slip through the cracks:
Pidgi helps companies generate more revenue by leveraging existing customer data to identify past users in prospecting accounts. With Pidgi, customers gain a competitive edge and close more deals.