3 Ways to Close More Sales and Help Your Outbound IT Sales Team Shine

So much about marketing these days is, “Inbound this…” “Inbound that…” Yes, inbound marketing in IT sales is important and a great way to generate qualified IT sales leads. But if you’re not including outbound marketing tactics to your overall sales and marketing strategy, you’re doing a huge disservice to your company and a bigger disservice to all the companies out there that could use your company’s solution now, but haven’t found you yet.

One of our clients, Confio was faced with just this challenge. They had strong inbound leads that were keeping the sales staff busy, but they knew that potential revenue was being left on the table. There was still a large audience of prospects who weren’t actively looking for their solution. They decided to expand their sales team and bring their product to the consumer.

If you’re like Confio, here are three powerful ways of making – or keeping – outbound marketing an integral part of your IT sales efforts.

Know Your IT Buyer Personas

It’s imperative you know who you’re talking/selling to, which is why an effective outbound sales strategist needs to build “Buyer Personas.”  Many of your IT sales leads may be similar in job description, but that’s often where the similarities end – and personas begin.

So what is a buyer persona?  It’s a number of things, but to summarize:

The buyer persona is a research-based, modeled representation of who buyers are, how they think, how and where they buy, what their goals are, how they talk, what they’re trying to achieve, and so much more.

The buyer persona helps you connect with and relate to the buyer on many levels, which enables you to guide your conversation, develop a relationship, and ultimately make a sale.

Understanding your company’s different IT buyer personas allows you to influence the purchasing decision. The persona gives you knowledge of what the buyer needs and ultimately leads to the goal of providing a solution to solve their problem.

Not Just Good Data – Complete Data for Outbound Sales Success

Providing your IT sales team with good sales intelligence is crucial to keeping them productive and boosting your company’s revenue. In fact, Aberdeen Group, in its report, “Understanding the Science of Sales Intelligence,” found that “Companies that support sales teams with sales intelligence see a 28.4% increase in year over year company revenue.”–

Of course, not all IT sales intelligence providers are created equal. Knowing who your lead reports to – if anybody – and where they fit into the decision-making food chain and the overall IT department’s organizational structure can make all the difference in your outbound sales team when it comes time to making contact with them. That’s where an accurate IT organizational chart will give you the visual representation of where your lead fits into the landscape of the IT department.

Complete data also means providing accurate real-time data of upcoming projects and high-level IT executive changes, which will provide you timely upsell, cross-sell and switch-sell opportunities. This is something DiscoverOrg’s Triggers can provide.

Closing the Deal With Outbound Sales

Knowing how to connect and influence your IT personas in closing a sale is huge, and having an IT sales intelligence provider that gives you accurate data – complete with Org Charts and Triggers – is imperative. But even armed with these potent tools for outbound sales, you’re still going to have to close the deal when the time comes.

While many books have been written on this topic alone, here are three commonsense techniques to keep in mind to when closing the deal.

Listen – Closing a deal is a two-way conversation, which means you can’t be focused on your need to close a deal or products features; you have to listen. Listen to and focus on your prospect’s needs; if you’re an effective listener, you’ll hear them reveal a pain-point you weren’t previously aware of. What can you do to solve it?

Appeal to Emotion – Yes you’re selling to a business, but the person on the other end of the line is just that – a person. People are moved with and buy with emotions. It’s only after they make the purchase based on the benefits of your product or service that they justify it with stats, facts and figures. Focus on how your solution can benefit them individually and their company as a whole.

Be Positive & Smile – Never go negative, even if the buyer becomes negative. Negativity usually leads to one outcome, and it’s not a good one. Moreover, always smile. Studies have shown that people on the other end of the phone can tell when someone is smiling. Smiling keeps all parties positive, and positivity keeps morale high, conversation light, and who knows maybe lead to a good story and some laughter, which is always good for closing sales.

With so much change and turnover in the information technology sector, you don’t have time to let your inbound marketing do all the work. In IT sales, outbound marketing needs to be an integral part of your sales and marketing efforts; and with these three tips, you can make sure it is.

Learn more about how Confio Software increased its sales team’s efficiency and productivity and boosted its sales by 15% in its first year by using a superior IT intelligence provider.

Henry has over 11 years of experience managing the sales and marketing activities of fast growing Information Technology ..read more