I recently had the opportunity to chat with Mario Martinez Jr, Founder and CEO of Vengreso, a company passionate about helping sales professionals create more conversations with qualified buyers. Mario shared his expertise on modernizing engagement and driving connections to help close bigger deals.
Modernizing engagement to create your connection strategy
Today, the modern B2B buyer has become better at buying faster by leveraging multiple channels to find the information they need to make their buying decision. As sellers, you need to recognize this and adjust your prospecting methodologies to map to the buyers’ journey.
Modernizing your engagement strategy means taking advantage of an omni-channel sales approach. Sellers need to utilize all the prospecting channels available to them – phone, video, social, text, AI technologies, networking events, etc. Once you take advantage of the omni-channel sales approach, you can then create your connection strategy. The key to this modern approach is to understand that you need to engage with your prospects, where they like to engage. Only then do you earn the right to connect with them by being part of their trusted network. Too many sales individuals make the mistake of wanting to go straight for the connection without building the engagement ground work.
Differentiating your buyers
To create a solid engagement strategy, you must first understand your buyers and how they want to engage. Buyer A might like using the phone, Buyer B might like using LinkedIn, while Buyer C sticks to texting. It is your job to figure this out and adjust your sales strategy to meet their personal needs and then present value-added content to them that will help drive their buying journey.
Engaging with the correct individual on their preferred channel creates stronger connections, which leads to more opportunities, and eventually to bigger sales.
Why you should be excited about modernizing your sales approach
By leveraging different engagement types, through different channels, you will create better connections with your prospects. Leveraging an omni-channel approach to prospecting encourages a higher level of buyer engagement and increases the chances of a connection into one’s network, which then creates the opportunity to drive the sales conversation forward in the future.
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