A ‘lone wolf’ sales person is a talented, driven person who often achieves amazing results. The problem is that their cost of sales is high relative to the value of the product they are selling. Not only that, but the company becomes very vulnerable to the quality of their sales staff. If they can’t recruit and retain star performers, it has a massive effect on the company’s revenue.
Everyone’s online these days. And it’s where your potential customers are doing their research when they’re deciding how they’re going to invest in tech solutions. It’s essential that your digital approach is one that will engage potential customers, because if you’re not providing them with useful information online, you’re simply not part of a crucial conversation.
Understanding the buyer’s journey is essential to developing the kind of content that will attract and engage them. As mentioned above, you also need to be crystal clear about who your audience is and what primary need your product is addressing. Then you need the right tools to disseminate that content, as well as keeping track of potential leads.
There are 5 signs that you’re ready to ‘attack’ in this way, and if you can tick those boxes you’re on the path to updating your sales techniques from the lone wolf to the pack approach. With a marketing strategy that can support your sales team, and their sales techniques, they can hunt efficiently as a ruthless pack.
