Qualified’s CEO, Kraig Swensrud, recently joined the Sales Enablement Podcast with Andy Paul to discuss why today’s buyers expect real-time, personalized experiences, and how the old Sales Development Rep (SDR) process is leaving pipeline on the table.
The episode dives into a variety of hot topics transforming today’s B2B selling and marketing landscape. We recently wrote about some of these topics in our Speed to Lead ebook, including how companies can use Conversational Selling to identify and engage with buyers in real time from their website.Check out the episode takeaways below to get a preview of topics covered during the episode, then hop over to listen to the full episode!
Check out the episode takeaways below to get a preview of topics covered during the episode, then hop over to listen to the full episode!
Harvard Business Review found that the average response time for a sales rep to follow up with a lead is 42 hours. In a world of on-demand services like Netflix, Uber, and Spotify, buyers no longer have that patience. Unless companies instantly respond to lead inquiries, they're leaving pipeline on the table. (Start listening at 12:29)
Conversational Marketing technology makes it possible to alert you when certain accounts or specific people are engaging on your website. Use this window of opportunity to prioritize sales reps’ outreach and instantly connect with high-intent visitors. Nearly 80% of buyers purchase from the company that engages with them first. You can’t afford to wait! (Start listening at 18:05)
There’s a new combination of outbound and inbound tactics that’s proving to be a highly-effective way of engaging buyers. When a visitor comes to your website (i.e. inbound), you can use reverse IP lookup to identify which company the visitor works for. If the visitor matches your ideal customer profile (ICP), you can proactively “pounce” on the visitor by using live chat to instantly reach out (i.e. outbound) at the exact moment they’re engaged. (Start listening at 31:53)
Account selection is a high-stakes art, but a few basic guidelines can help you cut out the risk of selecting the wrong accounts.
See our 1-2-3 Punch formula for using outbound to drive target accounts back to your website.
The B2B sales world continues to change rapidly, but the role of a BDR hasn’t changed much in the last twenty or so years.
With Qualified’s mobile and desktop apps, reps can connect with their most valuable buyers, no matter the time or place.
Visit Qualified to learn how to accelerate sales cycles in 2022. Qualified for Outreach helps sales reps engage target accounts in real-time conversations the moment they arrive on your website.
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Qualified made a splash with Dremio at B2BMX, the connecting point for targeting and segmentation strategies.
Marty explains how sellers can use conversational sales and marketing to fast-track opportunities to close.
Discover how we can help you convert more prospects into pipeline–right from your website.