The day-to-day activities of a salesperson can get quite rough and unforgiving. One of the biggest challenges a salesperson faces at work is finding the right decision-maker to speak within an account. It is the first and one of the most important steps in a sales process.
When you have a clear idea of what your prospect is like and have access to the right tools and technology to empower your sales teams, you are on the right path to drive exponential revenue growth, and hitting your target will suddenly seem like a cakewalk. You have to ensure your team is not spending time on researching prospects when they could have actually been doing what they do best – SELLING.
Finding the right decision-makers doesn’t always have to be difficult. Using insights from CRM, social media, and a 360° prospecting tool like SMARTe Discover, finding someone who calls the shots in your target accounts can become very easy. We have listed below a few things you can do to reach out to the best decision-makers for your products.
Define buyer personas
Buyer personas tell you more about who your ideal customers are, what their days are like, the challenges they face, and how they make their day-to-day decisions. Know all this data ensures your approach is tailored to the target buyer’s very specific needs. It ensures all activities involved in acquiring and serving your customers including your marketing communication is targeted for that prospect.
When you start by addressing their pain or need, they will be open to exploring what you have to offer. It helps you keep you centered at the needs of your best customers.
Buyer personas usually incorporate data obtained from internal and external research. Most businesses will have to create multiple personas to represent different customers.
Use social media: find decision-makers on LinkedIn
So, now you have a full picture of your typical decision-makers. The next step is to find more people with similar persona and characteristics. It simply boils down to finding more decision-makers who look like your best customers.
LinkedIn’s basic search function itself includes “people” filters that go beyond industry and job title. You can search by connection level (1st, 2nd, 3rd), location, school, industry, or even the name of a shared connection. LinkedIn’s Advanced Search gets deeper at both individual and organizational levels. Sales reps can search by function, and also use Boolean search commands to customize parameters, search by company size, and use exclusions to eliminate irrelevant results. You can also sign up for LinkedIn Sales Navigator, to find answers to questions on job functions of your leads.
To avoid unsolicited emails and calls and to put a limit to the numbers of sales pitches they receive on a daily basis, decision-makers do not reveal their contact information in public profiles. So, what do you do next?
Find contact information of those decision-makers
Not every potential prospect can be found on LinkedIn. And it is very rare to find their mobile numbers and business email addresses on their public profiles. This is where prospecting tools like SMARTe Discover plays an important role.
SMARTe Discover is a 360 prospecting platform offering global and accurate business intelligence across 44 countries. It gives sales and marketing teams access to useful company and contact data with advanced search functionalities to make prospecting simpler and more efficient. SMARTe Discover provides over 60 fields of relevant business information along with verified email addresses and mobile numbers. It can seamlessly integrate with existing CRMs and MAPs, and also comes with a Chrome extension to help sales reps access contact and company information from within corporate websites and LinkedIn profiles.
SMARTe Discover’s Chrome extension delivers accurate B2B sales intelligence delivered directly to the platforms where you spend most of your time on – company websites and LinkedIn profiles. You can pull up detailed intelligence on your prospects like their email addresses and mobile numbers. Just download the extension, an icon will appear in the top-right corner of your browser. Click on the icon and in seconds, you’ll get access to the prospect’s contact information like verified email address and mobile number.
Reach out to us to know more about how SMARTe can help you reach out to the best decision-makers for your business.