I follow Close.io closely - they've got great thought-provoking and positive sales advice.
This article is a good example of an idea that should be part of every marketing/sales process... But often isn't. We get stuck in the everyday and forget to take a step back - to work smarter, rather than harder.
Funnily enough, we've been looking at our stats in CANDDi recently and finding that (surprise surprise) demos booked when we reached out to cold leads are a LOT less effective at closing than demos we booked after a trigger like website activity or enquiries. Makes you think - are there other behavioural cues we could capitalise on better?
I'll be having a good think about our behavioural data, to see if there's anything we're missing. I suggest this article as a good quick read to trigger your thoughts on the subject too!
Behavioral data is a tool you can use to identify buyers at the right place, and right time. If you’ve ever done sales before, you’ll understand that it’s all about context. Have you ever sent a cold email and received a response like this? Michael, Great timing. We’re evaluating lead generation companies right now. Are you available tomorrow at 9am? If so, you’ve experienced the power of behavioral data — most likely by happenstance and out of sheer luck. The goal of this article is to take the uncertainty and luck out of the equation and start building predictable outreach strategies.