Effective B2B Sales Tip: Rethink Your Overreliance on Email

If you’re a salesperson, chances are, you spend a lot of time in your inbox.

email b2bAt least, that’s one of the major conclusions of Cirrus Insight’s new ebook, “Next-Level Software Integration.” The ebook, which aggregated data from multiple sources, set out to create a picture of how salespeople are using their time, among other things.

The ebook highlighted that, for your average salesperson, less than a quarter of their time every week (an assumed 10 hours) actually went to selling activities.

The number was low enough to prompt Emma Brudner at Hubspot to ask, “Should salespeople be renamed emailpeople?”

So why is this number so low? What’s taking up the other 75% of their time?

The ebook points to communication tasks like email, phone calls, meetings, and other administrative tasks. Which raises a sobering question: are all those sales emails helping or hurting your sales efforts?

Are you spending so much time trying to reach prospects via email that you’re missing other, potentially more effective activities, actual sales activities?

So let’s level for a minute on the subject of email. Email has been around for some time now. It’s free. Everyone uses it. It’s an easy way to feel like you’re getting something done. And we tend to buy into it wholesale without considering these characteristics. Without considering other options–options which might mean trying something new.

Automated sales solutions, for example, could eclipse email in terms of effectiveness. At least the right tools. Consensus’ automated, customized demo solution relieves Sales of the burden of sending out content to leads or giving prospects a first-time tour of a product. Instead, when it’s finally time for human salespeople to step in and answer deeper-level questions, prospects are ready listen and close rates soar. No time wasted sending out email after email into the ether.

This is just one example of how, if salespeople are willing to acknowledge their over-reliance on email, they might just find more effective solutions–and get back more time to do what they were hired to do: sell.

 

To learn how Consensus automates customers’ first introduction to products and increases close rates in the process, click on the orange “Watch Demo” button below.

Read the source article at HubSpot Blog Homepage