Strategies for successful Enterprise sales leaders - Web Insights
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    Strategies for successful Enterprise sales leaders

    April 30, 2021 | 3 minutes

    Brought to you by, Rachel Dettmer

    “Success is the sum of small efforts, repeated day in and day out.” – Robert Collier, author

    As many as three quarters of businesses say their top priority is closing more deals — with funnel efficiency (48%), reducing sales cycles (32%) and sales tech investment (27%) also listed, according to 99 Firms. Over the past year, Enterprise sales leaders all over the world have learned a number of valuable lessons; from the power of personalizing experiences and to embracing new, innovative sales tech. Lead your team to success with the following strategies to amplify results, optimize processes and grow revenue fast.

    A change in the way we all sell

    According to Statista, Amazon’s share of the US eCommerce marketplace is 45%. And, what’s more, hourly Amazon sales equate to more than $17 million. If you thought competition was tough before, the huge increase in online buying and the introduction of Amazon Business means it’s tougher than ever before.

    For even the most successful B2B Enterprise sales teams, things haven’t been easy, and every industry will have its own unique set of challenges to face. Successful sales leaders and their teams must develop and deliver a ‘buyer first’ strategy, work closely with the wider business to align goals, and ensure data is informing your decisions for the most impactful, accurate results. Start by assessing your website; are you able to offer online purchases? Have you included Live Chat or AI to enable real-time engagement? Do you have a way to capture visitor data on arrival? Then, consider your online selling tactics, whether that be effective email nurture campaigns or social selling.

    Selling benefits, not features

    You know your products and solutions inside out. Every feature, capability, why it’s better than your competitor. But, the best salespeople know that building relationships with your buyers starts with understanding their specific needs, and showcasing how the benefits of your product can help with those needs. Conduct research into your prospects before speaking with them, develop clear buyer personas, and identify what the benefits of your products. Remember, behavioral and firmographic can play a key role in getting this right.

    Designing a seamless sales stack

    According to Membrain, the average number of sales tools used by organizations has increased. And, selecting the right tools to transform your team is vital. Enter website visitor automation: the ultimate sales solution, for every stage of the buyer journey.

    Web Insights, for example, provides customers with the name of the visiting business, how they got there, what they looked at, the on-site content that peaked their interest, and vital stakeholder contact information; all in real-time. This insight gives B2B sales leaders and their teams the competitive advantage they need to generate new business. Whether you’re an organization looking to grow your lead pool, obtain world-class data to fuel campaigns and decisions, or aiming to create a quick, seamlessly integrated lead to customer journey — website visitor automation is pivotal.

    Web Insights cuts out the noise to deliver critical insight to B2B organizations, precisely where and when it’s required. Our premium software solution is a world-class business growth enabler, assisting brands to become more efficient and effective, capitalising on every website opportunity in real-time. Automated, intelligent lead generation, immediate website visitor insight and seamless integration — every time.

    Meet the author

    Rachel Dettmer

    Content Marketing Manager

    Rachel has over seven years of corporate and award-winning agency experience in marketing and content creation across multiple sectors.