There’s nothing more frustrating than spending a great deal of time and effort with a prospect only to fail to close a sale. Other than being a colossal disappointment, it’s a waste of resources and emotional energy. And over time, if your company’s sales team suffers from a low closing ratio, it can lower morale and negatively affect your company’s profitability, growth and outlook.
The global pandemic hasn’t made the sales process — and specifically the closing process — any easier, and in many ways, it’s made it much more challenging. In uncertain times, many companies put a wide variety of purchases and investments on hold. In fact, about 50% of B2B buyers over the past year have held off making purchases due to COVID-19, according to McKinsey & Co.
There’s no doubt about it: Turning prospects into paying customers is one of the toughest parts of the sales process. Yet even in challenging times, you can improve your sales team’s closing rate. The key is finding the right prospects. It’s absolutely critical to your sales team and your business. Focusing your efforts strategically — by spending the most time and effort on the people and organizations that offer the greatest odds of success — can increase your closing ratios. It also can boost both the efficiency and profitability of your company. Your sales team will be happier, and you’ll benefit from energized salespeople who are more likely to stick with you and your company.
So how do you get there? That foundation of success starts from your sales rep’s first day with you and the support you provide for them. Even the best salesperson can struggle with poor quality tools and resources. At Zebrafi, we can help your company focus its efforts on the right prospects with our incredible customer scoring tools. Our proven technology can help your sales team identify and vet prospects that are a perfect fit, substantially increasing the likelihood of closing the sale. It’s easy to implement and use. No more wasting time on prospects that aren’t likely to pull the trigger.
Our tools analyze prospects based on seven different and equally important attributes, identifying any gaps in the sales journey that need resolution and predicting the probability of closing the sale. We can help you determine the best ways to identify decision-makers, engage qualified prospects early, move each prospect along to the next level in the buying journey, and lastly, sell your company’s product/service effectively by demonstrating its value.
A word about value: Communicating value, like identifying the right prospects, is vital. Too many companies fall into the trap of trying to compete with other businesses in their space by highlighting their product/service’s features and they’ll have much more success communicating value. According to research highlighted in Harvard Business Review, buyers say that only 54% of salespeople they meet with can clearly demonstrate value by explaining how their solution impacts the buyer’s company. Surprised? Don’t be. Switching from a features-and-benefits-based mentality to a value-based one isn’t always easy. But we’ll help you get there by providing you and your sales team with the tools that can help you change that narrative and help your company achieve greater success.
At Zebrafi, we’re all about helping companies and their sales teams Find, Close and Retain the customers that will benefit the most from their company’s products/services. It all starts with identifying the prospects that will be the most receptive to your sales message. While the Find (identifying great prospects) part of the equation is an indispensable part of the sales process, we also can offer your sales team a comprehensive and integrated system that leverages software and scoring to support them along the entire sales process, right through to closing. Ultimately, our comprehensive solution has helped clients benefit from larger deal sizes, faster sales cycles and higher win rates.
We offer the only sales system you, your sales team and your company will ever need. Call us at 1 833-594-7120 or firstname.lastname@example.org about how we can help you achieve these goals.