The 4 secret ingredients to reactivating stalled deals in your sales pipeline

Keeping a deal active in the pipeline

How to reactivate stalled deals 

Personalise your emails with up-to-date context 

Personalisation turbocharges sales performance, but just adding your prospects names to an email template will not be enough to make them feel like you’re connecting.  

If a potential customer has suddenly given you the impression that they are no longer interested in your product, they probably feel you can’t offer them what they are looking for. To resolve this, spend a little time trying to understand exactly what their pain point is and how you can help. The key thing to focus on is showing how your product can solve the prospects’ needs on an individualised basis. 

Keep it interesting 

Even if you find the perfect client, send them an amazing email and follow-up to make sure you get noticed, you might not get a reply. That is why it is so important to be creative and find some irregular ways to draw attention. We suggest:

  • Creating a personalised video message: Although it doesn’t guarantee your email will be opened, a personalised video is a lot more likely to get you a response than a standard email. 
  • Dynamic landing pages that are personalised: By personalising your website for the individual prospect with their name and company logo on the landing page, you will make the experience feel much more tailored and increase the level of engagement that the sales team has with the prospect. 
  • Using the location of target prospects to tailor ad creative in campaigns: This is a great way to connect directly to your prospect in a way that they will instantly find relatable and improve the number of leads that your ad campaign generates.

Include social selling in your sales strategy.

If personalised video messages and websites are outside your budget, there are other ways to grab the attention of new prospects. Adding social selling as a new form of re-engagement could be exactly what you’re looking for.

Social selling is about looking at the big picture and playing the long game. Bolstering your sales programme with social selling via Twitter and Linkedin can give a broader set of touchpoints to engage prospects on. 

When using social media, you should not expect immediate success. But if you are consistent and spend some time befriending prospects and decision-makers, you will find the time invested is well worth it.

5 tips for social selling

  • Don’t scare prospects by being too direct! Warm them up, float your name a little and then send a direct message.
  • Join the discussion related to their work and industry.
  • If you have a relevant post, mention them in it.
  • Track prospect progress, look at their topics of interest and company news.
  • Start conversations naturally and don’t send out random messages.

5 sales pipeline insights
5 sales pipeline insights. 5 key insights a sales pipeline provides to help you drive sales performance in your business. Knowing where to optimise your pipeline helps you streamline your sales operations.

Multi-channel engagement strategies 

Running a multi-channel marketing campaign is a strong way to engage your customers. For example, if a customer visits a shop and agrees to receive messages, afterwards he could receive a discount code. Similarly, after accepting a welcome email, the customer could be encouraged to download an app. In this way, the business can continue to nurture their prospective customer on an ongoing basis, across multiple channels

One perk of a multi-channel campaign is that it gives you valuable insight into your customer’s preferences and the way they communicate. You can use this information to provide relevant offers and things the customer will like consistently. Likewise, targeted promotions are a great way to draw them back in for new sales

The more a customer engages through the various methods, the more insight you have into their buying habits and interests. You can then deliver personalised messages and provide the customer with content that applies to them instead of having to rely on standardised information that they might not be interested in.

Despite its many advantages, multi-channel marketing can have some drawbacks. To begin with, it can be quite expensive and take a long time to implement successfully. Another problem is that it can be quite hard to measure exactly how effective it has been.  

Take a look at these seven simple suggestions to improve your current campaigns:

  1. Be consistent: Make sure that all of your different channels feel like they are connected. If a customer has wildly different experiences across these channels, they could start questioning the legitimacy of the business.
  2. Keep growing: You should be constantly improving your methods to stay on top of marketing trends across key digital channels. Update your systems and messages to keep up with your customers wants and needs. 
  3. Simplify everything: All of your messages and content should be clear and memorable to keep your customers engaged.
  4. Research more: Make sure that you clearly understand your ideal customer and use that knowledge to adapt to their behaviours. This can make it easier to develop strategies for improvement, optimising marketing efforts and develop new ways to engage effectively with them.
  5. Use re-targeted advertising: Re-targeted advertising shows ads to prospects who have bounced from your site on another platform such as Facebook. It lets you see how many times previous website visitors have clicked on your ad and you can give compelling offers to those that visited your site but did not sign up.
  6. Stay focused: Marketers should strive to develop campaigns that can be delivered across many different platforms and throughout the customers’ experience as consistently as possible.
  7. Understand your limits: Focus on addressing the areas of multi-channel marketing that you need to be successful. Spreading yourself too thin by trying to be present on all channels at once doesn’t equal results. 

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