“What next?” is a question everyone has been asking lately. As businesses step into a post-pandemic era, businesses need to re-look at what worked for them in the past and what they need to do to succeed in the new normal.
In this blog, we would like to share 3 tips with you we thought could help you drive revenue despite the unfortunate circumstances. We’re going to get very practical and talk about how you can find new business opportunities, discover and connect with new prospects using SMARTe’s intuitive platforms.
No #1 Find New Buyers Who Will Benefit from Your Product
There are chances that your existing customers are struggling at the moment. You need to find other buyers and new markets who could benefit from your products or services. Your best bet will be to look at industries that are expanding. Companies offering digital transformation, sales and marketing intelligence, online education, workplace solutions, and online retailing have been doing great numbers. For instance, Zoom became a video conferencing leader during the pandemic. Their adoption rate surpassed industry leaders like Cisco in just a couple of months. Reason? Necessity. A recent report by Gartner suggested companies will move at least 20 percent of their on-site employees to permanent WFH positions. As workforces work remotely, having the right security, technology, and business intelligence solutions has lately become the top priority for most executives.
This your only chance to get creative. Think about all those who can benefit from your product. SMARTe Discover offers the ability to identify and penetrate your key accounts. Create your Ideal Customer Profile (ICP) from 250 job functions within companies currently in the buying cycle. Your sales development reps can also search and fetch contact and company details on corporate websites and LinkedIn profiles with our chrome plugin and on the leads, contacts & accounts pages within your Salesforce CRM.
No #2 Harness the Power of Direct Dials, Mobile Numbers, and Technographics
Sales and marketing reps will now need much more than just firmographics and demographics to bring in revenue. Sales and marketing tech tools can help SDRs effectively monitor pipelines, automate repetitive tasks and emails, train new employees, extract reports, and monitor key metrics. With canceled events, travel suspended, and your prospects out of office indefinitely, communications strategies have lately become more important than ever to maintain steady growth.
Since most of your prospects will be working from home, a desk phone number, or a company board line will not do much good. The solution is to boost connect rates with direct dials and mobile numbers. Having a list of high-quality targets with their mobile numbers will motivate your sales teams to hustle harder. SMARTe Discover‘s mobile numbers have 70% coverage in North America and 50% coverage in EMEA/APAC across 44 countries.
No #3 Make Sure Your Customer Databases Are Clean and Updated
A CRM is only as good as the data it is fed with. The size of customer databases doubles every year. Industry sources say nearly 67% of businesses use CRM data to target customers and 94% of businesses believe their customer database is inaccurate. Employees switch jobs, companies merge, and relocate. Data that seems relevant to you today might become stale as early as tomorrow. To cleanse and enrich your data, it is critical to conduct an audit to assess gaps, uncover errors, and duplicates in your database.
Email lists can go stale within a few months. Lists that have remained dormant for over a year can invite spam complaints apart from bounces. Email marketers tend to spend a lot of time on the content, layout, and email structure. However, if your package is sent to the wrong address, does it really matter how beautifully it was wrapped? Absolutely not.
SMARTe Enrich provides CRM data health analysis and real-time enrichment of CRM data. It enriches company and contact data within CRM and MAP in real-time with over 55 relevant attributes. It ensures they always have clean and updated data for all your strategic and ABM campaigns. It is powered by a database of over 166 million contacts with accurate email addresses and direct-dial and mobile phone numbers.
Always be prepared for change. Any change for the good is always accompanied by difficulty. You may lose something good, but you might gain something great.
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