What happens when you can’t walk over to someone’s desk and ask a question?
Salespeople may miss out on essential updates about customers and prospects.
Collaboration is essential to sales. Since Exceed Sales fills the pipeline with qualified prospects for our clients, we must collaborate with different business areas within our client’s organization that interact with their customers and prospects.
It’s more vital than ever now that we work more often in separate locations that we make time to talk with those in different business areas who interact with customers. Here are some suggestions that have worked for Exceed Sales and our clients.
1. One week, product development and product marketing could demonstrate a new product, features or benefits, and how clients could use them in real-world applications.
2. Another week, support renewals could share why clients are renewing their contracts, what they like about the company, product, or service, and what they would like to see improved in the offering.
3. Another week, a finance representative could talk about client wins and how they affect its financial stability.
4. On another occasion, marketing could share campaign updates they have developed and implemented to drive awareness.
When we are in separate and remote locations, more frequent contact with client-facing people in other parts of the organization has been invaluable. It’s allowed us to produce better results for our clients.
Don’t overlook valuable sales intelligence on the other end of a call. Schedule it!