Embracing the technological capabilities of the modern-day isn’t just a good idea; it’s a necessity. On today’s episode of The Sales Evangelist, Donald is joined by Peter Kazanjy, the founder of Atrium and Modern Sales Pros (the nation’s largest sales, operations, and leadership peer-education community.) As an author on early-stage sales excellent (Founding Sales), Peter is a sales expert who knows why you need to become a data-driven sales seller.
What does it mean to be a data-driven seller?
- It’s very similar to the innovation we’ve seen in athletics and high-end professions: someone utilizes every available advantage.
- Especially with people working from home, there’s an opportunity to use new information to improve rep and team performance.
- If you don’t utilize these new technological innovations to make data-informed decisions, you’re going to be in a bad spot.
How do you sell embracing technology to managers?
- There are two historical reasons sales managers are typically blocked from a data-driven perspective: their ability and enablement, or the available tooling.
- Simple deal inspection is a standard management style, but it’s no longer the most effective. Enabling managers to manage metrics and goals is necessary to close the number of deals needed to stay viable.
- Transitioning to a data-driven framework, especially as a manager, only benefits the team and brings in more money, making it a practical adjustment when given the proper resources.
How can I go about starting if I don’t have management support?
- Start paying attention to the important precursors.
- There’s a conversion rate for the total number of accounts you interact with and the number of opportunities you create. Similarly, there will be a correlation between outreach efforts and movement through a conversion funnel.
- It’s like doing your daily pushups – consistency is key. Even if you don’t have the support of those around you, tracking simple metrics yourself will significantly help your own sales goals.
What metrics should we tackle first?
- The further upstream you can get, the better.
- Ensure you are meeting not just the quantity threshold you need, but one of quantity.
- Don’t email a few people; spread your portfolio. Who are you engaging with?
- Are you doing a good job, indicated by the response rate and opportunities created?
Peter’s major takeaway: Understand the importance of data-driven sales management. Whether that’s investing in highly specialized software or just keeping track on a whiteboard in your living room, using data to make decisions will provide critical opportunities for growth in your organization.
To get in touch with Peter, connect with him on LinkedIn. His company Atrium is offering special deals on various resources (and even coffee mugs) for listeners of The Sales Evangelist, which you can access at atriumhq.com/tse.
This episode is brought to you in part by Skipio.
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