You've probably heard the old age phrase, "Don't judge a book by its cover." The same goes for leads—even if the "cover" in question is on a computer screen.
Sure, most account executives can't tell at first glance whether a lead will be a good fit for their business (or even care about what they have to offer). But that doesn't mean you have to fumble around blindly, shooting emails at every poor prospect you come across.
In fact, there's a way to ensure you target the right people at the right time, every time. And we're going to show you how.
It should come as no surprise that customer success and sales collaboration can help revenue teams close better deals.
What do we mean by better deals?
Customers who are the right fit for your product or service.
Customers who will become advocates.
Customers who will contribute to expansion.
Customers who won’t churn.
Sales teams used to be encouraged to sell at all costs to grow revenue. Even if it was the wrong fit.
But if Cinderella has taught us anything, it’s that no matter how hard you try, if your foot’s too big or too small, the shoe just won’t fit.
Nailed that analogy.
The problem with that old-school method of selling is that customer success teams are left to pick up the pieces. They’re left trying to figure out what went wrong when the customer churns. And more often than not, they take the blame for it.
Doesn’t sound fair, does it?
The best way to avoid that whole fiasco is through collaborative selling.
From the tech industry losing$7.4 trillion in just 12 months to those ever-risinginflation numbers, it looks like the universe still isn’t done throwing us curveballs.
That doesn’t mean we’re all doomed, though.
A number of positive developments are happening in the background, such as the happy outlook fore-commerce and IT. If anything, these obstacles simply prove it’s more important than ever to stand out in the market.
Thankfully, it looks like 2023 could provide a few opportunities to do just that.
Read on to explore some of the sales predictions that will shape how we sell in 2023 and give your team some ideas about what's coming next in your industry.
Salesforce automation is non-negotiable for any revenue team (that uses Salesforce, of course).
If your team isn’t using Salesforce integrations and automation to cut down on annoying repetitive tasks, they’re not making the best use of their time.
You know it. And they definitely know it.
Salesforce has its own automated workflows (and they’re great), but there are other services and sales automation tools that integrate with the CRM and that offer far greater functionality and freedom for the user.
If you want your sales, customer success, and RevOps teams to focus on what you hired them for instead of tasks they have recurring nightmares about, you’ve come to the right place.