Introducing our 47th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.
Owen and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business.
– Insight into Ebsta’s 2022 B2B Sales Benchmark Report and how they pull the data together
– The steps you should be taking to obtain data certainty
– Onboarding new clients, understanding their DNA and what success looks like on an individual basis
– Understanding buyer behaviour
– How psychology and fear of failure play a part in the number of days it takes SDRs to close a deal as ‘closed lost’, in comparison to a deal that is ‘closed won’
– Why a leadership team should be enabling their sales reps to close lost deals faster (in order to laser-focus on the opportunities that need attention)
– Drilling data down into one single metric and how it helps SDRs to adopt change
– Overcoming the challenges of getting your sales team to adopt new data points and utilise CRM properly