4 TIPS FOR REACHING TARGETED DECISION MAKERS& SHORTENING THE SALES CYCLE

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2How to Reach Decision Makers & Shorten the Sales Cycle

As a sales professional, you know how difficult it can be to reach decision makers. Maybe

they’re too busy for a phone conversation or you’re just not targeting the right people.

Whatever it may be, if you’re looking to shorten the sales cycle you need to understand

who your best buyers are in order to fuel your pipeline with new contacts matching your

personas.

Here are 4 tips to get you on the right path for fueling your sales pipeline with

new contacts and shortening the sales cycle.

3How to Reach Decision Makers & Shorten the Sales Cycle

1. IDENtIfY YOuR tARgEt MARKEt

In order to identify your target market, talk to your marketing, sales, and finance

teams. Then take a look at your existing data to validate. Who are your top performing

customers? Leads? Biggest deals? Fastest sales cycles? Also consider title, job function,

company size, and industry. Look at the characteristics and common trends these people

have. If your data is incomplete or inaccurate, you need to fill in the blanks and update the

out-of-date information in order to figure out who your target market is.

According to CEB, 57% of the

purchase decision is complete

before a customer even calls a

sales rep.

4How to Reach Decision Makers & Shorten the Sales Cycle

2. SEgMENt YOuR CuRRENt PERSONAS

Once you’ve identified your target market, segment them into different personas

and create relevant talk tracks, voicemail scripts, email templates, and pitch

templates for each one. Targeting your buyers with relevant messaging and

content increases your chances of getting a response. Do your homework

to fully understand your different segments and have a consistent plan in

place for how many times you plan to call and email these people and

what your messaging is.

According to Aberdeen, leads who are

nurtured with targeted content produce

a 20% increase in sales opportunities.

5How to Reach Decision Makers & Shorten the Sales Cycle

3. BuILD tARgEtED LIStS fOR PROSPECtINg

Now that you’ve identified your target market you can fuel your pipeline with new

contacts matching the characteristics of your best buyers. Since these contacts are

similar to your best buyers, they’re likely to have a need for your product or service,

whether they know it or not. To drive success it’s important to create a personalized

connection with your leads. Building out targeted lists will help ensure your prospecting

approach is relevant.

Relevant emails drive 18 times more revenue

than broadcast emails.

(Source: Jupiter Research)

6How to Reach Decision Makers & Shorten the Sales Cycle

4. SPEND MORE tIME SELLINg & LESS tIME RESEARChINg

The U.S. Department of Labor projects up to a 40% turnover rate in corporate America,

meaning contact data that was valid last month may not be accurate this month. Partner

with a data provider to ensure you have accurate contact and detailed background

information at your fingertips at all times. With access to on demand email addresses

and direct dial phone numbers, not only will you have the ability to reach leads faster, you

won’t have to search for bits and pieces of information on Google, LinkedIn, and other

sites. This will also eliminate individual sales reps at your organization creating duplicate

contact records in your CRM and keep them from manually typing information in, avoiding

human error. Reaching contacts on the first try will increase productivity and drastically

shorten the sales cycle.

Did you know 43% of people’s phone

numbers and 37% of email addresses

change annually? (Source: ZoomInfo)

Are you looking to shorten the sales cycle? ZoomInfo can help. Contact us today for more

information on how to identify your target market, segment your best buyers, build targeted

lists for prospecting, and spend more time selling and less time researching.

Learn more! Call 866.904.9666 or visit www.zoominfo.com.