B2B Sales, Process Enhancements and Proven Tips: with Sean Flynn, SVP of Global Sales at Avalara
Sean Flynn, SVP of Global Sales at Avalara recently joined us as our guest in an episode of The SalesStar Podcast to highlight more on what sales teams can do in a tough economic climate to drive business objectives.
Here are some key learnings and takeaways:
1. Understand What Core Sales Best Practices Can Boost B2B ROI
In a dynamic market, it is important to acknowledge and understand that everyone is dealing with headwinds and different adversities. This could be for both, your sales team members and your prospect. Budgets are reducing and priorities are changing, for both sides.
So it’s more crucial than ever to put yourself in your customer’s shoes. Simply because, it’s easier to look at things from the inside out. This is what sales executives should prioritize most today.
2. Identifying What Can Move a Prospect Through the B2B Buying Journey
While the point above might still not be enough to move a prospect through the buying journey, it helps understand where your customers’ are coming from. Using this data to fuel a deeper sense of what can be done to move the prospect along the journey is the key to separating your sales processes from the rest and ensuring you are more in tune with your customer’s need.
3. Using Enhanced SalesTech Processes to Drive Impact
The rate of change in B2B sales and salestech can allow teams to take more data in and learn key traits to better comprehend customer patterns.
In an adverse environment it is possible to feel like you’ve been spread thin. But this is exactly what should help you drive forward. Using the right salestech and data to do this lies at the heart of a healthy sales cycle.
From a salestech standpoint: tools like Gong help you understand what your customers are doing. It helps you understand what works and what doesn’t work in terms of our prospecting methodology and what can help you get better.
The secret: find tools that help your sales teams be 1 percent better every day. This is what you need.
4. Decoding Customer Expectations
It’s a key fundamental to always keep in mind when in sales: a salesy model cannot work today. This understanding can help a sales team revisit their end to end sales approach to provide a better sales experience to the end user. This is what needs to fuels next steps for a B2B sales team.
5. Lastly, Don’t Ignore Change – what you can control is how you respond
What is within your control that you can work on together as a team, focus on that. Any process needs to be a people-first model.
From a business standpoint, be intentional about where you’re going and what you’re aiming at.
Train sellers to talk to each other and other support functions like marketing to build a unified process. Try to spend time with teams to enhance the discovery call experience to differentiate the sales conversation for your brand.
Strategy without empathy is wasted. Understand what can make teams more productive. Over communicating is good for this market. Set priorities straight at the start itself so that it is easier for sales teams to plan their steps.