Lead Forensics Focus – B2B sales secrets: working with remote decision makers

Lead Forensics Focus – B2B sales secrets: working with remote decision makers


Hello! Welcome to this Lead Forensics educational
video. Elevating your marketing and sales success. Educational insights brought to you by marketing
and sales leaders. In this video, I’ll be providing you some
insight into working with remote decision makers. Working in B2B sales isn’t easy at the best
of times. But, when you’re faced with a particularly
difficult prospect, like a remote decision maker, it can actually be really tough. Have no fear! It’s time to discover the sales secrets behind successfully working with remote decision makers. Did you know 1 in 3 B2B decision makers work
remotely for a majority of their week? These decision makers are not only trusted
intently by their organization to work and manage teams away from the office. They are also highly productive. Recent studies show working remotely can achieve
35% more activity than those working in office environments. In most cases, remote workers can get an extra
day’s worth of work done every week at home. But, what does this mean for B2B sales? The strategy you usually use is out the window. It will not work the same way for remote decision
makers! So, what can we do to be prepared? What sales techniques work for remote decision
makers? And, what should we avoid to ensure success? Here’s a few great ways to get started… Firstly, don’t ask for a meeting. It doesn’t matter how you phrase it. A remote decision maker will rarely meet with
you. Asking for a meeting proves several things
to a remote DM. It shows a lack of awareness, a lack of individual
attention, and proves you haven’t changed your regular business process to meet their
requirements. This is not the first impression you want
to give. Remote DMs can see through a rehearsed sales
pitch. You need to offer them something special! Next, it’s important to remember where they
are. They can work in all kinds of places. Are they in a home office? At their kitchen table? Or even in a public library or coffee shop? One thing that is certain is that they’re
not in an office environment like the one you’re selling to them from. In the office, you’ll likely have up to
date, connected equipment to hand and an IT department for when things go wrong. You can make calls and have discussions. You can ask a colleague’s opinion. When working remotely, all these things can
require extra effort and time. So, rethink your usual approach and ask some
key questions: What does your current approach rely on
the DM having around them? A phone, a computer, internet access? How will you work with multiple decision
makers, if one or more of them work remotely? What channels will you use if they are
unable to take phone-calls or view email attachments? The extra effort put into creating a sales
approach for remote workers will actually pay off! They’ll find it refreshing and memorable
when you are mindful of their requirements. You should also work with influencers. When you learn that a decision maker works
remotely, offer to liaise with someone in the office who reports to them instead. The person they suggest will be a responsible
individual they trust to make a decision. These are called influencers. Although they won’t be the sole decision
maker, they’ll have the ability to sway the DM towards a choice. They will also help you work around the need
for a meeting. Ask if there’s a team member you could meet
with instead. Sway the influencer, and you’ve got a good
chance of making a sale! Finally, make sure you establish their routine Are they in the office for some of the working
week, or none at all? Do they work the same hours, 9-5, that you do? Or, do they work early/late shifts to match
other time zones? Do they stay in one place or travel regularly? All of these answers will actually feed into how you
approach them. If they work later shifts than you, make an
effort to send an email or arrange a call for after 5pm. If they’re only in the office one day a
week, avoid contacting them on this day. These additions will help you win the trust
of important decision makers and set you on the path to a clear sales win. Why not discover how to revolutionize your
B2B sales processes while gaining advanced insight into your global online audience? Lead Forensics offers an exceptional sales
software solution that identifies the businesses visiting your website and provides contact
details for key decision makers. I hope you found this video helpful. Please give this video a like, share and comment
on any future topics you want us to cover. Make sure you follow us on all of our social
media platforms @LeadForensics on LinkedIn, Twitter, Facebook and Instagram. See you next time!

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