11 Reasons I’m Thankful That I’m Not in Sales
After a satisfying Thanksgiving meal and the benefit of a few days off to reflect, I thought I’d talk about something I’m thankful for this year. I am thankful that I’m not in technology sales. Why? Because these 11 stats show just how hard it is to influence, identify and close deals today – harder than it’s ever been before…
Sales has to work a lot harder to reach buyers (and a lot more of them!)
Expectations are a lot higher when they do reach these buying teams
5. On the very first call, 85% of buyers want sales reps to speak specifically to their solution in comparison to the others on the shortlist and 60% expect them to know the solutions they currently have installed. (TechTarget Media Consumption) – Tweet This
We (marketing) aren’t getting sales the information they need
Neither their buyers nor their management are satisfied with their performance
It’s not that we’re doing the wrong things in marketing by any stretch… in fact, we have been going to extreme lengths to personalize prospect experiences and are seeing some great results! The challenge for technology sales reps is that today they need more than just the contact info of the lead we spent time generating and qualifying, they need the context of what made that lead a lead. What we in marketing can do for our sales teams is expand the insight we pass along, i.e. what persona we classify the lead as, what buy cycle stage we feel they’re in, what content (vs. campaign they engaged with) and what topics we’ve seen their activity on. Further, we can help them by thinking beyond the contact and starting to communicate that intelligence at an account level, to help expose the buying team members they’ll inevitably need to influence.
I think my New Year’s resolution will be to improve upon the information I’m passing along to our sales teams to make them thankful for my team next Thanksgiving!
What are you thankful for? Leave a comment below or feel free to connect with me on Twitter.