When communicating with prospects, 99% of sales reps in the sales development process use email, 94% use voicemail and 92% use LinkedIn. With so much competition, businesses often struggle to get and retain the potential buyer's attention through the sales cycle.
In the current digital marketing landscape, a potential customer is accustomed to coming in contact with a business multiple times and across a variety of channels before making a purchase decision. In such an environment, leaving a lone sales rep responsible for the messages they send out can lead to disjointed communication.
Instead, businesses need to take a moment to determine whether a decentralized sales strategy provides the best possible results or whether it requires a refresh. If the current sales outreach plan leaves the messaging, outreach frequency, follow-up frequency and other variables such as these in the hands of the sales reps, it is time to craft an integrated sales plan.
This new sales plan needs to account for multiple sales channels and touches (the number of times a potential buyer comes in contact with the business) and also ensure that sales and marketing messaging seamlessly complement each touch.