3 things for sales teams 2017
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Transcript of 3 things for sales teams 2017
So we asked our VP of Sales, Armen, “What do you recommend that sales teams start doing differently?”
Armen ZildjianVP of Sales @ Drift
Share of Usage Time Spent in Top 5 Email & Messaging Apps
Source: Andrew Wagner. #Converted16 Conference. Figures from 2015 and U.S. only.
Email Messaging
13-24 25-44 45+
8.00%
6.00%
4.00%
2.00%
0.00%
ages
But with billions of people now using messaging worldwide, it should at least be a part of your sales motion.
Pro tip for getting started:
Add live chat to your site’s pricing page & other high-intent pages.
And if your sales reps are already using Slack, they can respond to chats right from there.
The bottom line: You don’t have to change your current setup in order to start using messaging for sales.
You can simply plug it into what you’re already doing.
• Grab a list of the latest leads. • Spend the next 2 weeks calling them. • Repeat.
That process looks something like this:
From a buyer's perspective, the timing is usually terrible when a BDR reaches out. Just think about it:
That’s why on average it takes BDRs 9 touches over 2 weeks before they're able to qualify a given lead.
We do this at Drift and call it chat duty. Everyone has a certain day & time when they’re responsible for responding to chats.
You can have them do a few hours per week on chat, and then let bots do the rest.
Account-based marketing (ABM) is amazing. But there’s now a growing disconnect between…
A) the investment companies are
making in attracting leads
B) the investment they’re making in
engaging those leads
&
Cost-per-lead (CPL) has gone up, but sales reps aren’t always closing those pricier leads at a higher rate.
So companies are spending all of this time & money getting the attention of these super-valuable targets…
Even if you’re driving leads to targeted landing pages, think about how that translates to an in-store experience…
If your best lead walked into your store, would you give them a pen and a clipboard with a form to fill out before you started talking to them?
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Drift is how businesses communicate with their customers.