Communicating With Impact

Our previous edition of Sales Scope discussed obstacles in today's selling environment including fewer sales transactions, lower revenue per sale, and longer sales cycles. As a result, sales professionals are working larger sales funnels than ever before. Sales teams in this environment simply don't have the extra cycles needed to spend time with prospects that aren't BANT (Budget, Authority, Need, Timing) qualified. For sales professionals, it is imperative that they quickly – and successfully – reach the key decision maker early in the sales process. And in today's market, that decision maker is usually a member of the hard-to-reach "C Suite."

So, how do you reach the C Suite in a way that will accelerate your sales velocity? First and foremost, you need to find a way to break through the digital clutter. Senior executives receive countless emails and phone calls every day, the vast majority of which are blocked via voicemail, email filters or deleted before being read. Companies including ExactTarget, the leading provider of on-demand email marketing software solutions, rely on integrated direct mail to reach the C Suite during the prospecting phase, realizing an open rate of 95%!

But simply reaching your target isn't enough. You need to make an impact. Leading sales organizations have confirmed that immediate follow up on initial communication while your message is top of mind using multiple communication channels delivers superior results. Bottom line, it is the intelligent and coordinated use of mail, email, and phone channels that enables the connection with decision makers and makes a considerable impact.

direcTouch automates the generation, delivery and tracking of one-to-one communications for sales professionals. With direcTouch, sales reps can intelligently coordinate all channels of communication - mail, email, or phone - from anywhere and at any time. With direcTouch, sales reps are able to precisely and easily follow up on every lead, using whatever channel is most effective to ensure that no opportunity falls through the cracks.

Prospects are primed for engagement thanks to integrated and intelligent communication. Salesforce.com workflows automate precise and timely coordination – such as follow up emails and phone calls. Using direcTouch, sales reps typically achieve prospecting engagement rates of 14% -- eight to ten times higher than email or phone alone. Because they're leveraging approved messaging, professional and consistent content their communications stand out!

In the next edition of Sales Scope, we will discuss the importance of using best practices to follow up on your initial sales communications outreach. Learn more about how direcTouch can enable you to communicate with impact by contacting us today at info@marketsync.com.

Good selling,

Doug Ebstyne
CEO, Marketsync

For topic suggestions, general feedback or questions, contact us at sales@marketsync.com.