Four Tips To Improve Sales Performance: Sales Quota Crushing with a Demandbase Insider

If we could grant you one wish, we’re pretty sure what it would be: improved sales performance. Right? No matter how well we are meeting our sales goals, we always aim to do better. In this post, we share insights from one of the hottest sales executives at Demandbase, Vin Matano. Check out the video below, where he shares four sales pipeline best practices for improved sales performance. 

Vin’s four tips for improved sales performance (and consistent quota crushing)

1. Focus on the quality of your prospects, not the quantity.
   It’s not about sending more emails or calling more people. That’s not going to get you the results you are looking for. Instead, focus your efforts on a well-matched target list.

2. Personalize all of your outreach attempts.
Let the wow factor be your guide. And how else to wow your target accounts but with a personalized approach to your outreach. You need three types of information: on the prospect, on the company or industry (especially recent news), and first-party data that can help you determine whether this is a new prospect or if there’s been previous communication.

(BTW, personalization depends on accurate and complete data. One of Vin’s not-so-secret sales tools is the Sales Intelligence Cloud. He uses its rich Account Intelligence on the daily for his outreach and messaging.)  

3. Engage in multi-channel prospecting.
If you want to increase the potential of a response and your ultimate sales performance, go omni-channel. We’ve all heard that it takes an average of eight touches to secure a meeting with a prospect. But if you approach your accounts across multiple channels where they are consuming content, you can decrease the amount of attempts you deploy. Just make sure you change up the message to fit the channel.

Aside from email (where you can really go big on your personalization efforts), you should also consider: 

1. Voicemail
2. LinkedIn
3. Twitter
4. Video
5. Direct mail 

4. Get creative.
Don’t be afraid to try new things. You might be pleasantly surprised with your sales performance once you give new channels and tactics a chance.  

Ready for more FUN…nel acceleration content? 

Check out our newest DBTV series, The Sales FUNnel. 

You’ll catch up with members of the Demandbase sales team, like Vin Matano, as they share their top tips for a Smarter Go-To-MarketTM at every step of the buyer journey. 

What topic or challenge would you like us to cover on upcoming episodes of The Sales FUNnel? You can tweet at us or engage with your favorite LinkedIn posts. And we’ll bring you more of what you want!