The 2 biggest red flags with deals in your pipeline
1. Lack of relationships
2. Lack of engagement
Engagement = the effectiveness of sales activities
Great engagement > better sales velocity > more win rates >faster sales cycles
If buyers aren't picking up the phone, or responding to your emails... How do you increase engagement
One link buyer journeys aka digital sales rooms or microsites:
- Make the journey more collaborative and keep it in one place
- Don't overcomplicate your comms... multiple email threads / embedded links/ attachments are not enjoyable for anyone
- When in doubt MAP it out. Give your buyers a clear outline of whats to come
- Start using video more. 68% of people would watch a 60 second video in full!
