TSE 1370: Meet Revenue By Understanding the Buyer's Journey

11/18/20 • 35 min

The Sales Evangelist

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.

Know your ideal customers

The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently.
With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering.
It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are.
As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase.

Understand the buyer’s journey

Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions.
Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem.
Researching gives you insight into the things that your customers are trying to figure out.
In every stage of the journey, the opportunity is in knowing what they need.
Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time.
Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a solution that the customer is looking for.
Headline the content with the words that the customers are using and searching for. This is where SEO comes in.
In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO.
Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.

“Meet Revenue By Understanding the Buyer's Journey” episode resources

Connect with Christina Mautz on LinkedIn. You can also check out their company website.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Gr...

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.

Know your ideal customers

The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently.
With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering.
It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are.
As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase.

Understand the buyer’s journey

Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions.
Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem.
Researching gives you insight into the things that your customers are trying to figure out.
In every stage of the journey, the opportunity is in knowing what they need.
Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time.
Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a solution that the customer is looking for.
Headline the content with the words that the customers are using and searching for. This is where SEO comes in.
In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO.
Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.

“Meet Revenue By Understanding the Buyer's Journey” episode resources

Connect with Christina Mautz on LinkedIn. You can also check out their company website.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Gr...

Previous Episode

TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions

Getting to know Kim Fredrich

Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “If You Can Have a Conversation, You Can Sell”.

Use Questions as Unique Selling Propositions

Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions.
Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.”
Raise questions in a way that the answer is useful and valuable to both of you.
A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better.
Be clear on your value proposition and put some time and effort into crafting good questions.
Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation.
Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with.
Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department.
The sales conversation must be tied to emotions. Don’t focus on the features.
Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport.

“Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources

Connect with Kim Fredrich on LinkedIn.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketer...

Next Episode

TSE 1371: How to Schedule More Sales Appointments Using Crmble.com

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments.

Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills.

Schedule More Sales Appointments

Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information.
The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them.
It’s even worse now with the pandemic as seeing other people in person has become even more difficult.
Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up.
There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there.
Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought.
It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations.

Tools impact sales

Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble.
Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform.
With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline.

“How to Schedule More Sales Appointments Using Crmble.com” episode resources

Connect with Joseph Villegas on LinkedIn.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by <...