RE-IGNITE YOUR REVENUE ENGINE - PART 2

Two weeks ago, we talked with @David Cardiel about how to fill your pipeline. But that’s just the beginning. This week, I spoke with @Kevin McKweon about how to get the sales team closing the leads generated by the marketing team, as well as creating and closing their own leads.

“I’m interested, but not right now” is a phrase that your sales team are probably hearing over and over again. But the reality is that the customer’s need still exist. So you just need to figure out how to make them realize that your product will solve a real problem for them, and create real value.

So here are our top 3 suggestions on how to get customers to stop ghosting you and start buying:

1. Listen - really listen - to what your prospects are saying. Are they saying no? Or are they saying no for right now. If the former, let them go. If the latter, nurture them over the coming weeks and months
2. Be flexible - work with your customers to find a solution that works for them right now (products, features, payment terms etc) even if you would not have offered that solution before Covid
3. Keep hustling - if your team closed 1 out of 10 prospects before Covid, they are probably only to close 1 out of 20. But that’s still a close. So tell your team not to give up. 

Follow these suggestions and you’ll start to see deal flow increase. Let’s be realistic – you won’t get back to pre-Covid19 levels overnight. But you’ll definitely see customers start buying from you again.