Beyond Just Data: Smarter Sales

by Jason Ogden | Aug 27, 2024

B2B buyer behaviors, committees and sales cycles have been in constant flux since 2020. While CRM & other data can help provide insights into new strategies, they’re not the only tools in your arsenal. Let’s explore some human-based approaches to improve your sales performance and make better-informed decisions.

Tap into Collective Wisdom:

Don’t underestimate the value of your team’s experience and knowledge. Encourage open dialogue and collaboration to uncover hidden opportunities and identify potential risks.

Stay Agile:

In today’s fast-paced business environment, adaptability is key. Rather than relying solely on automated pipeline tracking, foster open communication with your sales team to get real-time updates on deal progress. This allows you to address potential roadblocks early and proactively adjust your strategies. Continuously evaluate your sales process and identify areas for improvement. Be open to experimenting with new approaches and incorporating feedback from your team to create a more efficient and effective system.

Foster a Culture of Growth:

Instead of solely relying on performance metrics, focus on developing your sales team’s skills and knowledge through coaching and mentorship. Empower them to take ownership of their sales process and build trust through transparent communication.

Nurture Relationships, Not Just Sales:

Building strong customer relationships goes beyond analyzing purchase history. Invest time in understanding your clients’ challenges and goals through direct communication and personalized interactions. This fosters loyalty and can lead to repeat business and valuable referrals. Remember that B2B sales is still about building relationships.

The Bottom Line

While data can be a valuable asset, it’s not the only key to successful sales systems and performance. By combining data-driven insights with a human-centric approach, you can navigate the complexities of B2B sales and adapt with confidence and sustainable growth.