If you want to win more sales, then you need an unfair advantage.
Research shows that one of the best ways to do this is by being an early bird.
Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate.
InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect.
Most salespeople spend their time chasing prospects who are actively involved in making a decision.
Don’t do that.
Instead, go where the decision isn’t – yet – but could be.
Skate to where the puck is going to be, not where it’s been (or is).
Here’s how to uncover undiscovered opportunities.
1. Identify Look-A-Likes
Let’s say you’ve just finished a project with a growing financial services and insurance business. While working with them, you identified a novel solution to an looming issue that wasn’t on anyone’s radar screen yet — and ended up delivering significant results.
Your client is delighted.
If you want to win more sales, you should immediately pursue similar companies that are likely to face a near identical issue.
You can get in early, open your prospect’s eyes to what’s possible, and win business with no competition.
2. Look for Trigger Events
Anything that alters a prospect’s priorities creates an opportunity for you. For example, if 3rd quarter earnings are stagnant, directives go out across the company to reduce expenses. New business deals or market directions alter priorities too – sometimes overnight.
If you want an early bird advantage, analyze what creates change with your clients.
Then, get serious about leveraging sales intelligence to track it.
3. Pay Attention to Leadership Changes
New leadership always shakes things up. If follows like day follows night.
That’s because they’re brought in to make things happen and not to maintain the status quo.
A new boss often launches new projects within months of starting.
So getting on a new leader’s calendar quickly can open up sales opportunities.
If you think about it, you’ll realize that the new boss’s old position now needs to be filled.
And, that old boss will be popping up somewhere soon too. So that creates at least three potential opportunities with people who are eager to make their mark and shake things up.
Savvy salespeople do this all the time. They get in early, lay the groundwork, build the business case, develop strong relationships — and close deals with minimal competition.
Prospectifier is the most efficient way to equip sales and marketing teams with custom B2B lead data at scale.
Our data experts conduct ongoing research to automatically supply teams with accurate contact information and hard-to-acquire data points that fit a business’s most valuable buyer personas.
Contact Emma Baldwin firstname.lastname@example.org to learn more about how Prospectifier makes sales and marketing teams more efficient at the top of the funnel.