How to leverage data and optimise Sales strategIES

Sales teams around the world are dealing with challenging economic headwinds. With inflation, cost increases and a general sense of nervousness in the uncertain financial environment, many businesses are battening down the hatches: better to miss out than to mess up seems to be the prevailing thinking. All of which means that robust sales strategies are more important than ever.

“With all of the budget cuts in the industry and the sheer amount of work to be done, sales teams are challenged by the workload,” says Andrea Monaci, marketing & strategy director IT services, Europe at Ricoh Europe. “That has had a profound change on how a salesperson sells and how they spend their time.”

An age of customer insight

The new era of selling requires a different focus for sales teams – proof of value to the customer is a big one. With so much scrutiny of cost, sales teams need to be knowledgeable about the particular challenges faced by clients and how their product can address them.

“Being a great seller today means you have to know what’s happening in the industry,” says Malvina El-Sayegh, director of sales enablement at Reachdesk. “That’s what’s going to help you to have a meaningful conversation with the buyer and you can present them with something they haven’t thought of before.”