Phase III: Listen and Learn
Listen and Learn is the meaningful interpretation of sales data collected in the Ask the Answer Phase. This powerful data turned into actions paves the way to demonstrating the absolute value of your brand, and the rationale for purchase and partnership.
After a well-executed sales call or assessment in which you have uncovered a prospect’s true pain points and identified potential purchasing trigger events, you may be left asking the question, ‘what do I do with all this data?!’ The necessity for intuitive data management and analysis spans far beyond the most recent customer interaction.
Assembling, learning from, and utilizing the valuable data points gathered in the Ask and Answer Phase to your best strategic advantage dramatically increases your close rate, and speed at which you convert prospects to customers.
Everything from key personnel changes and specifically cited pain points to response rates from different communication methods and organizational purchasing structure should be documented and leveraged.
- Trigger Events: Trigger events refer to specific changes in an organization that bring with them a potentially higher propensity to buy. These changes could be something along the lines of a new CFO coming onboard, or perhaps one of their products is being mentioned in a trade magazine. With definite oncoming change, an organization is much more likely to re-examine interconnected facets of how they do business. Beyond simply documenting these data points, it is vital to have a process in place to leverage them.
- Pain Points: Pain points are the key to increasing perceived value, and balancing the value equation overall. While they can be the same at multiple levels of an organization, they can also be vastly different. Catering your messaging and communicative strategy based on previously unearthed pain points will increase your overall close rate.
- Territory Management and Breakdown: Beyond the individual data points that are uncovered and documented, a strategy and system must be in place for managing all your current and prospective clientele. Does creating defined geographic territories make sense for us? Are there specific customer archetypes that certain team members are better suited for perusing? How do we rate opportunities to ensure we most efficiently use our time? These, plus many more, are all questions to consider when deciding upon an overarching process for managing your sales department.
How we help:
- Strategy and Insight: Whether it be at the top of your organization for forecasting and visibility, or with the sales team as a whole to drive the quality of data, Palm Sales helps you understand and prescribe what vital information to collect and learn from during day-to-day sales activities.
- Process and Analytics: Beyond the data itself, you need systems and processes to govern you and your team’s everyday sales endeavors. We directly assist in analyzing your current and historic customer data, to determine the most statistically sound and quantifiable path to close sales.
- Training and Enablement: Becoming more strategically introspective as a salesperson has an immediate day-to-day return. Palm Sales educates your team on how to document and organize sales engagement data, what commonalities to look for, and how to react upon trends or themes they recognize in the marketplace. Our partnership increases your team’s competency in managing the nuances of their territories as a whole.