To continuously grow your business, you need to constantly evolve the ways you discover new business. In that same breath, you need to optimize your sales process so that you can complete more deals.
Nowadays with the sheer amount of customer intelligence available online, if you don’t have some sort of relationship management program in place then your most profitable opportunities are simply slipping through your fingers.
In the future, CRM will automatically source new, qualified leads and lead enrichment will be completely automated. However, you need sales intelligence tools to do this today.
Using sales intelligence to create targeted solutions
Because sales intelligence allows you to search for prospects that fit your target criteria, you can also learn which markets have the best opportunities. Traditional marketers aim to create buyer behavior by telling buyers what they want and need. Modern marketers aim to learn what customers really want and alter their products to fit customer needs. Sales intelligence tells you what your prospects are doing online. Shouldn’t that guide your marketing plan? Why try to force customers to buy something they don’t need when you could sell them exactly what they want?
For example: Let’s say you offer professional writing services focused on white papers. While analyzing your sales intelligence you discover that your clients use social media staples Facebook and Twitter to market themselves to their customer base. As a writer, you realize that you can add the service of writing the posts and tweets your client will use to promote the white paper.
Not only can this type of targeted solution immediately be offered to your existing clientele, but according to how well it’s received, it can then be offered up as a new way of leading prospects into your sales funnel. Once there, you will have the opportunity to offer them the rest of your products or services.
Looking for the up-selling opportunity
With the cost of obtaining new clients reported to be five times that of simply better serving your existing clients, it is no wonder why up-selling is such a profitable outlet for today’s successful businesses.