I recently read that a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue. Think about that… 30% more revenue just by executing slightly more effectively. I am always looking for ways to reduce sales cycles while preserving high value. Aside from real time, face-to-face interactions that help in closing deals faster, there are many other tools, like our Blue Jeans for Salesforce integration that reduce friction and provide additional value for customers.
Additionally, we rely on our partners, managers and executives who have existing relationships to reinforce our messaging. We also look to our champions or other external resources to assist in bridging disparate gaps. But what about relying on our own, good old-fashioned salesmanship? Hint: I don’t mean annoying top prospects with low value and obnoxious follow up voice mails asking for status updates. These are the types of messages that circulate on sales floors and end up as mockery sale trainings on how NOT to leave an effective voice mail!
Recently, after discussing sales efficiencies and enablement strategies with a group of sales leaders, it was shared that executives are more willing to extrapolate points of value while watching an interactive video than relying on another email or a scripted voice message. I couldn’t agree more. Here’s why: so often we try to reduce complexity and confusion in our messaging that we don’t think critically about the delivery of said messages. As a result, this can often lead to mixed or misleading information, translation errors or just all around awkwardness. How many times have you tried to leave the perfect voicemail but it comes out something like Frank Ricard’s voicemail from Old School:
As sales professionals, it is paramount that we eliminate any potential ambiguity or obscurity so as to not mislead or misguide our audiences. Doing so will only further delay our sales processes. Why subject your perfectly crafted and well-thought message to black holes, deleted folders or ridicule?
Try this instead…when prospecting, instead of leaving your fourth “stage-five clinger,” desperate and stressed out voicemail, you can pre-record a simple, personalized video to share with your key prospect. Invite this person to watch your video at his or her convenience. This will create an opportunity for them to find their own points of value and may be exactly what they need before deciding to call you back. If you don’t hear back, you may find that at least they appreciated and respect your effort. When doing this, invite the individual to take 30 seconds to a minute (no longer) to learn who you are and the value you can bring. This also humanizes you, by putting a face to the name in their inbox. End the video with either a provoking question or call to action. Making it easy for them to call you back on their time, with their perceived value (not yours). This may be the difference between a fruitful engagement or the dreaded voicemail black hole.
We at Blue Jeans not only have the ability to use our own solutions, but also use them experimentally. While reducing complexities and improving efficiencies, we ultimately connect with more people and reduce our sales cycles with video. How do you innovate your sales approach to remove awkward, “Old School” tactics?