Are you feeling the heat in this economic climate? You're not alone. We sat down with the best sales executives in the HubSpot ecosystem to learn how they're managing to stay afloat amidst the chaos. Their insights and best practices are compiled and ready for you to take action. Get ready to learn both tried-and-true methods and some surprising contrarian approaches to overcome the toughest economic headwinds.
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These tried-and-true methods have been proven time and time again to help sales teams improve their performance and exceed goals.
Show the Customer Empathy: How to Connect
One of the well-established sales tactics that continues to be botim database highly influential today is showing empathy. Customers are looking for more than just a product or service – they want to work with experts who understand their concerns and are ready to take action. Here are some tips from our panelists:
Practice active listening and ask open-ended questions to understand the buyer's challenges and goals.
Share relevant stories of how your product or service has helped customers with similar challenges.
Acknowledge the buyer's concerns and be transparent about potential risks and limitations of your offering.
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Give Customers More Information Sooner
To accelerate the decision-making process and empower customers to make informed choices, equip them with as much information as possible from the get-go. Here are some effective methods to enable the sales team to provide customers with more information earlier in the process:
Develop a buyer-centric website that includes dynamic content tailored to the visitor's intent and browsing history.
Use chatbots or automated email campaigns to deliver targeted information based on their interests and needs.
Send relevant content (e.g. white papers, case studies, testimonials) to buyers early in the sales process.
Involve the Buyer’s Committee Earlier
To maximize efficiency and minimize potential obstacles, involve essential stakeholders early in the sales process, particularly when decisions need to be made quikcly. This approach guarantees that all key decision-makers are aligned and enables a smoother process as time goes on.
Identify the key decision-makers and influencers within the buyer's committee and reach out to them early on.
Develop joint evaluation plans that outline the roles and responsibilities of each member of the committee.
Use push rates and deal velocity reports to identify bottlenecks in the process and make adjustments accordingly.
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