Strategic Sales: How your Business Development team can win more sales

Author:

Aurelien Mottier

Strategic Sales: How your Business Development team can win more sales

Author:

Reading Time: 3 minutes

Strategic Sales: How your Business Development team can win more sales

Aurelien Mottier

CEO - Operatix

If you were asked to accelerate your sales pipeline, what would that look like to you? Squeezing in more phone calls, pouring over more spreadsheets of names and numbers or pounding the keyboard to send out one more email in the hope of converting a new prospect?

Sales success doesn’t always have to be about more.

Figures show that traditional telemarketing operators make between 100 and 500 calls to get one lead.  So no wonder they feel burned out, tired of putting in a lot of effort for little return.

If you want to put some energy back into your sales and connect with, dare we say it, fewer prospects but get a greater conversion rate, then it’s time to get strategic with your approach to sales.

Step 1: Do Your Research

You might be thinking “I haven’t got time for research!” with all the calls and emails you need to send out every day. But if you want results, research is non-negotiable.

Some well-invested time to discover what your prospect is up to, what they are interested in and what problems they have will give you strength when it comes to contacting them.

Think about the impact you want to have on your prospect – you want them to feel like the perfect solution just dropped into their lap, right when they needed it.

Rather than calling cold, knowing little about them, connect with them on LinkedIn. Maybe you’ll see that they’re attending an event next week or they’ve liked a post that’s on a particular subject? Or perhaps their business has been in the news after experiencing a data breach? This will give you a clear focus for your conversations with them and you’ll be able to use that focus to pull out relevant angles that match what you’re trying to sell.

Focus your attention on quality over quantity – if you do your research then your quality will go up automatically and you won’t need to spend as much time calling or emailing.

Step 2: Make It Personal

Take a look at this short clip from the Best Exotic Marigold Hotel. If you’re still reading from a sales script then it’s probably time to re-think your approach. Cramming words or answers into your conversation despite the reaction or response you’re getting at the end of the phone will only make your prospect, and you, uncomfortable.

If you’re not a natural conversationalist, then there is no harm practicing a few well-thought-out responses to common questions. But the key is, don’t be a robot.

If you’ve paid attention to Step 1: Do Your Research then this should be an easy approach to apply. You already know what your prospect’s problems are and where your solution fits in with this so it’s going to feel a lot more natural.

We focus on having 5 meaningful conversations a day.

And you can’t have meaningful conversations without time spent researching.

Of course, being personal can apply to a whole host of other points of contact with your prospect. A targeted and well-researched email, a relevant comment on a LinkedIn post or even a like or a retweet on Twitter.

Nurtured leads make 47% larger purchases than non-nurtured leads, which means that time spent getting personal will make you more profitable.

Step 3: Be Direct

Your time is limited, and so is your prospect’s, so don’t waste time waffling. The clarity and simplicity of your message is vital to clinching that sale or arranging a follow-up meeting.

It’s the Features vs. Benefits fight. And if you don’t know it, the best thing you can do is read about the impact it can have on your selling efforts.

It’s an approach we always advocate – putting yourself in your prospect’s shoes to get clarity. What is it about your product or service that’s going to benefit them? What are they going to get out of it? Focusing on their needs and how you help meet them is the most important thing.

Think about how you convey that over your various contact points with them. When you compose an email to someone, are you getting to their problems right from the start? When you’re on the phone, are you clear about the value that you can add to their business?

65% of customers are lost because of indifference, not because of mistakes, so you need to show them why your product or service is better than your competitors.

With that in mind, this requires you to know your service or product inside out so that you can truly understand what it would bring to your prospects.

Get to the heart of what you’re offering and you’ll reap the rewards.

Step 4: Be Genuine

Working in business development is about building and adding value to relationships.

Make connections, have fun, communicate in a way that’s natural, stay busy researching and discovering and truly care about your prospects and how you can help them. That’s the difference between a good salesperson and a great one.

If you need some help harnessing your lead generation power then speak to us – we’d love to show you the difference we can make to your business.

About Operatix

Operatix is a Sales Acceleration company specialized in supporting B2B Software vendors to identify new revenue streams, increase qualified sales pipeline, and accelerate channel development across Europe and North America. Operatix has a wealth of experience in working with the biggest tech players worldwide as well as a multitude of emerging software vendors.

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Channel Transformation

Digital transformation is changing how companies buy and use business solutions, making vendors re-assess the capabilities of their channel ecosystem. With channel dynamics in constant flux, vendors need to be ready to cut ties with partners that don’t share their vision or have connections with the right B2B buyers.

 

Operatix has supported numerous vendors in their path to Channel transformation by assessing current partners and recruiting new partners that are more aligned with their new channel strategy. Once the right partners have been identified, Operatix built scalable outbound sales development programs that accelerated their routes to market.

Inbound Response Management

In a competitive industry like technology every lead counts. Operatix can help you maximize conversion from MQL to SQL and from lead to pipeline, increasing both your revenue and ROI on marketing activities.

Account Identification

Identifying the accounts that are more likely to buy from you is part of our expertise. We will research the market, identify verticals and industries that can benefit from your solution and set up qualified sales engagements for your teams to kick-off the sales process. 

Cold Prospecting

Our team will identify new sales opportunities within the strategic accounts that you haven’t been successful in penetrating through your sales & marketing efforts. By applying the ‘Challenger Sale’ methodology we use a tailored, multitouch approach to connect with prospects, generating qualified sales engagements for your team and ultimately increasing your pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Partner Concierge Service

Our Partner Concierge Service helps vendors accelerate their channel programs, by engaging and nurturing channel partners and supporting them to get to revenue quicker.

Demand Generation

Whether you need to implement a demand generation strategy or get more results out of your existing demand gen engine, Operatix can work alongside your marketing team to yield better results out of your demand generation programs.

Account-based Marketing

An Account-based Marketing strategy is only as successful as the revenue it generates. At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Lead Qualification

If your marketing leads aren’t converting, it might be a lead qualification issue. Operatix can help sieve through leads that need further qualification, so they are ready for an AE or sales team member to engage with.

Account-based Selling

At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Pipeline Generation

Generating Pipeline for our clients is our key-objective. And we do that by using a multi-touch, multi-channel approach to generate qualified sales engagements for our customers’ sales teams.   

Account Intelligence / Deep Dive

Understanding buying centres, hierarchies and relevant personas in strategic accounts is a fundamental step to increase conversion rates. By leveraging account intelligence in a sales conversation your team can tailor their message and provide value to their prospective customer. But sales & marketing teams often struggle to dedicate time and resources to do the deep research and this is where Operatix can help.

DMID – Decision Maker Identification

Finding quality data is an on-going challenge for B2B Tech vendors. The accuracy of data platforms is questionable and that is why Operatix developed a manual process to identify & verify contact details for decision makers within strategic target accounts.

Playbook design

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to get your messaging right, accurately position your solution against competitors, and adapt the communication of your value proposition to different buyer personas.

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Sales Playbook Development

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to implementing the correct messaging, accurately position your solution against competitors, and adapting the communication of your value proposition to different buyer personas.

Lead Qualification

If your leads aren’t converting, it might be a lead qualification issue. Operatix can help filter through leads that need further qualification, ensuring that they’re ready for an AE or sales team member to engage with and progress through the funnel. 

Partner Portal / Marketing Concierge Service

Vendors often spend thousands of dollars building multifunctional Partner Portals to help channel partners educate their teams, manage opportunities, and create marketing programs. Still, these portals are often underutilized due to lack of bandwidth and capacity from vendors to offer support in enabling their partner community. Operatix, through their Partner Development team, can support your partners to make the best use out of your partner portal, managing the relationship with your partners and helping them set up co-marketing campaigns to drive more revenue for both businesses. 

Marketing & Sales Alignment

The sales development function is often seen as the “glue” that brings sales & marketing teams together. By working as an extension of your teams, Operatix will be your predictable source of pipeline, sales & revenue.

Optimization of MDF

Market Development Funds are an important component of any channel ecosystem, though vendors believe they are not maximizing the return on investment they should be getting from their MDF programs. At Operatix, we build scalable outbound sales development programs that will give you the visibility of return over the invested spend and will provide clear value for your channel partners.

Increase Partner Productivity

The 80/20 rule is still very applicable to the channel, which means that investing in partner productivity should be a priority for vendors looking to grow their businesses. Operatix can increase partner productivity and shorten sales cycles, by identifying ready to engage sales opportunities for your most valued channel partners.

Virtual Channel Account managers

Our VCAM team is responsible for building, maintaining, and managing sound relationships with current and prospective channel partners. They can get involved in opening up new sales conversations as well as closing small businesses up to $ 10k.

Tier 1 & Tier 2 Activation

Whether your business decided for a Tier 1 or Tier 2 distribution model, Operatix can help your channel partners get to revenue quicker. By providing qualified sales engagements to your channel partners we can accelerate your route to market with tangible and easily measurable results.

Solution Selling Training

Far too often vendors insist on enabling their channel partners to talk about features and technical details of their solutions. Customers don’t buy features; they buy the benefits your solution can bring. Operatix will work with your partner community to train them in articulating your message from a high-level business perspective, enabling them to talk to prospects about the value your solution can bring to their company from a board-level perspective.

Channel Enablement

Enabling your channel partners have measurable wins for your business when done right. Operatix has a proven track record in enabling channel partners from a sales & marketing perspective, providing them the knowledge and tools to successfully pitch your solution and sell the value & benefits of it. 

Partner Recruitment

Recruiting the right Channel Partners is the first step for a successful channel program. Operatix has helped over 350 B2B Software vendors recruit suitable channel partners across EMEA and North America, supporting them to scale and expand their presence in different geographies and verticals. 

Risk/Reward Business Model

To truly work as an extension of our client’s sales & marketing teams, we have also adapted our business models to show how our clients operate, and how their success is measured. With our risk/reward business model your investment is proportional to the results our team delivers.

Sales Qualified Leads

On average, 52.5% of the sales engagements set up by our team progress into a next step in the sale process. That means that 5 out of 10 meetings will progress either into a POC, a Demo or a pipeline opportunity.

Geographical Scale

Trading in different geographical markets not only requires a knowledge of the native language, local rules & policies, but a deeper understanding of the local culture and habits. We have the ability to deliver campaigns in multiple countries with flexible resource allocation. This is through our team of international speakers, who have the ability to sell in 17 different languages across the globe.

Increase Revenue & Decrease Cost

Building an internal sales development team comes with many additional costs and challenges that aren’t always taken into account: recruiting resources, training and enabling them etc. You also need to take into account the need for having the data and tools to make them successful, which in turn requires time, capital and effort. By outsourcing your sales development to Operatix you will see your revenue increasing, while decreasing costs and business risk.

Predictable Pipeline Generation

On average, our clients see a 26X ROI on the programs we deliver. By understanding your revenue targets and sales pipeline gap, we will work on a sales & marketing plan that will deliver tangible results.

Vertical Growth

Entering new industries or launching new product lines? Operatix can accelerate your growth by supporting your go-to-market strategy, and getting your sales teams in front of decision makers in key target accounts.

Reduce Headcount

By outsourcing your sales development and partner programs to Operatix; we reduce headcount and the challenges that come with managing people, technologies, and processes. We take care of your sales development, so you can focus on what matters the most: growing your business.

Revenue Acceleration

Operatix helps your business get to revenue quicker. By providing qualified sales engagements for your direct sales team (to kick-off new sales cycles), or by accelerating the growth of your channel partners, our focus remains on delivering tangible results for your business. 

Persona-based Selling

Operatix team will design specifically tailored messages to influence the different levels of decision makers in the sales process, tailoring the communication according to each job function. Our focus is to sell the value of your solution from a business perspective, not its features.    

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