As we continue to refine our sales strategies, even well-intentioned approaches can sometimes backfire if they don’t align with our customers’ preferences. In the B2B world, there are a few common sales tactics that tend to rub customers the wrong way.
The result? Enraged customers instead of engagement.
From overly aggressive follow-ups to generic pitches that miss the mark, these approaches can do more harm than good. Let’s take a closer look at these four outdated sales tactics to avoid and focus on building stronger, more positive relationships with clients.
1. Using Overly Aggressive Follow-Ups
“Why Haven’t You Responded? I Need an Answer ASAP.”
B2B customers dislike being hounded with frequent and persistent follow-ups, especially when they’ve already indicated that they need time to evaluate or are not interested. This can feel like undue pressure and lead to frustration.
2. Pitching Before Understanding the Customer’s Needs
If you are looking for ways to crush those quotas, do your research. According to LinkedIn, 82 percent of leading sales reps conduct research “all the time” before reaching out to customers.
Jumping straight into a product or service pitch without taking the time to fully understand the customer’s unique needs, challenges, and objectives can come across as tone-deaf and disrespectful.
3. Presenting Generic, One-Size-Fits-All Solutions
Customers expect companies to get personal. Unfortunately, Salesforce studies found over half (61 percent) of your potential customers feel like a number and believe companies are too impersonal.
Offering a standard solution without customizing it to the specific requirements of the business makes the customer feel like their individual situation is not valued, leading to disengagement.
4. Overloading Customers with Information
The last outdated sales pitch that customers dread is information overload. Remember, the focus is on the customer. Bombarding the customer with excessive data, statistics, and technical details in an attempt to impress them can be overwhelming and counterproductive. B2B customers prefer clear, concise, and relevant information that directly addresses their pain points.
“Being overly informative versus persuasive was one of the highest-ranked mistakes that sales professionals self-identified,” says Terri Sjodin, founder of Sjodin Communications, claiming that trying too hard is almost as bad as not trying hard enough. “Identify your most compelling talking points to build your persuasive case.”
The Solution
There are better ways to stay ahead of the competition and launch thoughtful, targeted GTM strategies that connect with the ideal audience—and it isn’t found on Excel sheets.
The Fullcast platform is designed specifically for RevOps operations. By integrating your CRM, Fullcast analyzes data into market segments that are tailored to your unique business needs. No spreadsheets. No searching for data sheets. No time-consuming data input. No wasting resources on wide audience spreads.
The Fullcast Territory Management Navigation tool is equipped with three pivotal modules that simplify sales strategies:
Plans
This is the foundation of your territory management. This section centralizes all the components of a territory plan, including accounts, targets, coverage, capacity, and more.
Reports
Create the structure that best suits your organization’s needs by creating folders. They can include data on market performance or audiences, such as CEO or CRO.
Within each folder, you can create multiple dashboards that easily display territory hierarchy and the data of the selected territory level.
Scenarios
This module brings together information from territory, team, and product plans. Each scenario provides a table. The models you create in the scenario feed into this table, helping to connect the RevOps world to the finance world.
Watch the complete Territory Management overview here.
Say goodbye to one-size-fits-all pitches and hello to personalized, data-driven strategies that resonate with your clients. With Fullcast, RevOps teams can tailor sales efforts to meet each customer’s unique needs, which leads to meaningful and more impactful interactions.
Ditch the old ways and start delivering the kind of sales experience that wins hearts—and deals!
