Transform Your Prospects Into A High Performing Sales Team!
Check out my podcast on Predictable Revenue with host Sarah Jane Hicks.
So much of sales content is focused on how to do cold prospecting, grow your sales team, and generate inbound leads through marketing. But all of this information overlooks a key area for growth–leveraging your prospects to drive revenue.
Tom Burton is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects reach the Revenue Zone. Tom joined the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team.
THE REVENUE ZONE: A NEW WAY OF PROSPECTING
Now more than ever, B2B prospects want to be in control of their own buyer’s journey. They prefer to do their own research rather than deal with a sales team. The problem is, if left to their own devices, prospects may end up overwhelmed by their options and the amount of information. They may go with a competitor or not buy anything at all.
According to Tom, the solution is what he calls The Revenue Zone approach: letting the buyer be their own rep while using your sales team to enable the buyer’s journey.
The Revenue Zone is the point at which a prospect is ready to spend money with your business. To get there, Tom recommends building “a yellow brick road” by working backward to identify what information a prospect needs before they’re ready to buy. What do they need to understand about your business to get to The Revenue Zone?<