It is the end goal of many organizations to reach a point where their growth is completely organic and driven by a healthy balance of inbound queries and Product-Led Growth. Unfortunately though, the finer points of PLG are sometimes lost along the way and companies find themselves experiencing mediocre growth rather than the beautifully steep projections that they had hoped for. Take heart, for all is not lost. This piece of Whistle wisdom takes a look at the best way to deploy your PLG sales strategy.
Know Your Buyer
As with so many elements in the sales process, knowledge is power. Knowing your buyers and their needs are possibly two of the most important factors linked to PLG success. The organization needs to have at its disposal as much customer data as possible. This not only makes personalization that much easier but also gives the buyer the genuine feeling that the organization knows who they are and what is important to them. Part of the personalization process is knowing the type of industries that your buyers are in, the type of situations that they can relate to and the trigger events that have led them to this point in their product journey. It is imperative that the organization uses the client-based data it has, as wisely as possible in order to create communication that is as genuine and effective as possible. One of the most effective tools for an SDR is research. Knowing as much about the person that you are communicating with and their company is a huge step in the right direction.
Know Your Story/Product
Making use of a CRM system like HubSpot allows you to actively keep your finger on the pulse of your site. HubSpot has the functionality to send your SDRs notifications in real-time about a user’s interaction with your site and lets your SDR team react immediately to events. If, for instance, a user looks at the pricing page of the site, a ping is sent to the sales team that can contact a customer almost immediately and begin guiding them through the process of finding the right product for their needs. Users appreciate the promptness of the organization’s reaching out to them and the concierge service being offered. Product knowledge, pricing structures and having the answers to frequently asked questions turns a Sales Development Representative into a superhero in the user’s eyes.
Happy users are more likely to recommend your product to others not only because they were satisfied with the product but also with the genuinely helpful and insightful service that they received from the organization’s representatives. Happy users are also more likely to brag about their positive experiences on social media and that type of marketing is priceless. This type of social proof is an excellent way to ramp up your product and organizational virality.
Know Your Systems
How do you know that you are measuring the correct indicators of your sales process? Are you making decisions on the correct data sets? Well, your CRM system, if set up correctly, should provide you with invaluable information, allow for accurate tracking of the user’s product journey as well as give you detailed reports on how effective and efficient your sales process is. This integrated information system will help you better understand what is working and what isn’t. It will also help you improve the type of communication that you have with your Sales Development team and improve your coaching methods with them. Whistle’s SDRs are constantly improving through the use of Second Nature (conversation-based AI software that improves sales conversation techniques) and actively participate in SDR brainstorming sessions that sharpen their skills.
Whistle knows that the successful deployment of your Sales Development strategy is dependent on multiple factors. The successful cohesion of all of the above factors will allow your organization to move your outbound sales from ordinary to extraordinary by using the tools and data that you have available and a bit of Whistle magic.