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Kickstart 2017 Sales With 3 Easy Steps

It’s mid January. You’re probably still sticking to your New Year’s diet and maybe even hitting the gym 3 times a week like you promised yourself you would. You took the time to start the year right for yourself, so why not apply those same principles to your business regimen?

In sales, if you really want to be successful, you have to lay the groundwork early and then continually be looking for opportunities that may or may not openly present themselves.   You can do this with 3 simple steps:

  • Find the right accounts
  • Get in the door faster
  • Engage with insight and stand out

Now, I know that’s easier said than done, but with the right toolkit, this can actually be easily attained.

Find the Right Accounts:

You don’t need to spend hours on social media or digging through the Internet to discover target accounts anymore. That’s so 2012. Now you simply need to know the characteristics of companies that typically do business with you and, with the click of a button, you can have a ready-made target list at your fingertips.   With our OneSource® platform, you can even go beyond simple firmographic information and really dig into the traits that make companies good prospects. For instance, you can search for manufacturing companies in the US who are hiring, opening new businesses, launching new products, and are environmentally friendly. Imagine how much more targeted that list is going to be than one that is simply manufacturing companies in the US.

Get in the Door Faster:

Now that you have your list, the clock is ticking. While your target list is already probably much more focused than your competitor’s, you still have to call at the right time. This is where Triggers come into play. Triggers allow you to constantly be alerted when something happens at a target company so that you can be ready to capitalize on the opportunity. How valuable would it be if you could immediately call a company when they received a new round of funding or hired a new CMO? That’s what tools like the OneSource® platform allow you to do.

Engage With Insight, Stand out, and WIN!

We’ve all been on the other end of the sales call that starts “Hi, I’m calling to see if you have any needs for a sales tracking solution?” The bottom line is, if you have to ask, it’s not likely the prospect is going to buy. You need to lead them to a solution for their problems- problems they sometimes may not even realize they have. In the age of solution selling, you must connect with the prospect on a needs level- not a product level- in order to close deals. Having unique information that paints a clear picture of that prospect before you pick up the phone will not only put you ahead of your competition, it will shorten your discovery and sales cycle.   Imagine that same phone call now with the information you’ve gathered from the OneSource® platform. “Hi- With your recent investments in the Brazilian markets and the fact that you just got a new CMO and rounds of funding, I thought you might be looking for a solution to help you track your sales progress globally”.   See how much more targeted, thoughtful, and effective this approach is?

If you want to learn more about kickstarting your 2017 sales with the OneSource platform, join us for a webinar where our SVP of Small & Medium Business will walk you through his sales strategy and show you how the OneSource platform can propel you to success in 2017.

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Cari Zoch

Cari has over 15 years of marketing experience and manages Avention's Brand Communications. Prior to joining Avention, Cari was the Global Social Media Manager at LifeSize, a Division of Logitech, and built their social media program from the ground up. Cari is an avid Longhorn football fan (yes, even this year!), and enjoys acting, spending time with her daughter, and taking advantage of all the wonderful outdoor activities Austin has to offer.
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