Closing Strong – Without Losing Friends (or Clients) in the Process
The quarter is about to end, and you’re scrambling to close those last-minute deals. You’re so close to goal, you can taste it. Sound familiar? As any B2B seller can attest, this can be an especially exciting, and sometimes stressful, time of year. Blanketing your potential prospects with emails, calls, and texts, you’re doing everything in your power to finish strong. But if anything, this approach may be doing more harm than good.
Now’s not the time to reach out to anyone and everyone. Sure, you may have established a solid rapport with some of those folks, but is this potential sale in their best interest at this specific time? These last-minute Hail Mary sales tactics can come off as desperate, even aggressive – and your customers and prospects notice. A whopping 80% of B2B buyers claim aggressive sales people not only turn them off but have even stopped them from making a purchase . Even though it feels like productive activity, “spray and pray“ is not the magic bullet for closing the quarter on a high note.
To be truly effective this time of year, B2B sellers need to leverage real-time buyer insights to determine whom to call, what time to call, and what to talk about. Not only should this lead to better conversations this year, but it also puts you in a better position to start strong next year.
While prioritizing sales efforts and quickly adding value for top prospects has always been important, the way in which technology and data have come together to help boost sales performance has become a real game changer.