Wouldn’t it be nice to go from thinking your strategy will work to knowing your pitch will work?
Granted, we understand there isn’t a magic formula that will guarantee sales success 100% of the time. However, there are methods to increase your probability by knowing what you should hit on and what draws your target audience. If you’re not monitoring any sales data analysis, you’re missing out on a key component to take your sales pitch strategy to the next level.
It is time to embrace omnichannel sales data.
What is omnichannel sales data?
Omnichannel sales data is composed of all your sales key performance indicators (KPIs) from all avenues they are produced. Whether you’re utilizing CRMs, sales prospecting tools or even social media, an omnichannel sales data approach will give you visibility into everything, from team performance to prospect insights.
Key KPIs that you’ll need visibility into should include items like:
- Deals closed/lost
- Opportunity Pipeline Amounts
- Preferred Channels
- Engaged Contacts
- Prospecting Analytics
What data should influence my sales pitch?
The two main types of data you should be measuring are performance data and market data. These data types can be further drilled down as needed by your organization. Performance and market data are made up of more granular components that give you insight into very specific items. But these overall sales data pillars will be the key to your winning sales pitch.
Performance data will tell you how you and your team are actually performing in your functions. Analyze this dataset to find areas of opportunity for development of the sales team. For example, through your data analysis, you could notice that a specific rep sells one type of service at a higher conversion rate than another. From there, you can start to structure your organization and reps to put them in the best position to convert. Be sure to also pay special attention to elements such as time savings, cost savings and productivity gains.
Market data is a large umbrella of data that helps define components of your target audience. This takes into account elements such as demographics, as well as trends, purchasing insights and even competitor information. You can use this type of sales data in a two-pronged method: to provide a well-informed picture of their customer and to tailor it around who else might be pitching to them.
How can sales data help my sales pitch?
When you bring in the key types of sales data mentioned above, you’re presenting the facts that back up your pitch. Aligning these types of metrics proves your point, and if you do it well, makes it almost impossible for who you’re pitching to say no. Bring them together to influence these strategies to your sales pitch:
- Show them the problem (and make sure it’s their problem). Dig into some market data and see what their customers have to say about them. Go through their reviews and forums to see what the common theme of complaints seems to be. If you want to be really committed to what customers say about them, consider social listening.
- Enforce the facts and the missing links. After you’ve dug into what people are saying about them, consider trends and their competitor information to show what is missing.
- Highlight that there’s a better way. Showcase what solutions could be and give a glimpse of what their performance could look like after executing your solution suggestions.
- Show that you have the answers. Here you want to use product performance data to make your case for you. Present the success you’ve created for other customers and enforce those claims with time savings, cost savings and productivity gains that have been proven through you.
- Give them a taste of your secret sauce. Brag a little on what makes you and your solution unique and different. Keep in mind you want to tailor it to them and how they’ll benefit success from what you can do for their performance. Don’t spend time on solutions to problems your prospects don’t have, even if it tells a great story.
- Reinstate where they could, and should, be with you as the answer. Here’s where you’ll wrap up and reiterate what you’ve presented to them. Hit some of the metrics again as a reminder so they’re left with thinking about the factual increases they could gain when considering your pitch.
Data is everything in the sales field. Without knowing who you’re pitching to or what they care about or need, you’re shooting into the dark with no real guidance. Make the best out of data that is easily accessible to you so your efforts start producing more wins – and more revenue for your team.
Need a tool to help aggregate your sales data and visualize what it means seamlessly? Contact our team at Aceyus today for a free solutions consultation to show you just what you need.