In the Learning Management System (LMS) B2B industry, traditional marketing included interrupting your target potential customers by pitching your services or products via random emails and sales calls. We call this strategy “Outbound Sales.” But considering the fact that today’s decision- makers are bombarded with marketing messages and sales pitches, buyers are considering looking into options on their own before even speaking with a sales rep.
According to Adweek, 81% of customers perform some sort of internet search before purchasing. When buyers have the ability to find your site, and get more information for themselves, they are one more step to connecting with you. This is part of the “Inbound Sales” process, which includes making use of personalized content to draw in the interest of your prospective customers throughout your sales process.
The sophisticated tech leader Hubspot shared the following phases of the sales process:
Prospect – Online research to identify new prospects
Research – Finding out more about those new prospects and their businesses
Connect – Making the initial contact with potential customers
Advise – Creating a specific presentation of your solution
Close – Negotiating, delivering a proposal or price, and closing the deal
Below are some suggestions to enhance your Learning Management System (LMS) sales process:
Understand your ideal customers
It will be hard to make a sale if you don’t know who you are selling to. The first step to enhancing your process is to find out more about your potential customers and the companies they represent. The descriptions of your ideal buyers are called Buyer Personas. You can lay out buyer identities by asking questions through online surveys or in-person meetings. Learn about their needs, their troubles, likes and dislikes, and so one. You should also learn if they have are already in the Inbound Sales process and where they are on the journey. According to a CEB Global study, the typical B2B buyer is 57% through the buying process before they contact a sales rep.
Create and share pertinent content
Sharing relevant and valuable content will make it easier for potential customers to find you online. On top of that, it positions your Learning Management System company as an authority in your industry and develops trust with your leads. Throughout the early phases of the sales process, you could give academic content via blogs and infographics. Be sure to use appropriate keywords in your page URLs, headlines, photo captions, and alt messages. This will improve your search engine position and make you more visible online. In the last phase of the sales process, long-form content like whitepapers, ebooks, and webinars are great for transforming leads into buyers.
Enhance your landing pages
When a lead clicks on a Call-to-Action, they are taken to a landing page. This page offers to collect the contact information of the visitor for lead nurturing. In exchange for their information, your potential customers could get a free offer like a coupon, special access, webinar enrollment, report, or trial. Make sure your landing pages are as brief as possible. In many cases, just a name and email address from the prospect will do. Along with having great landing pages, the CTA that leads there should be straightforward and engaging. It should produce a feeling of urgency to get the person to act now. “Get started today” or “Learn more now!” are great examples of CTAs.
Train and retrain
Get App found that 92% of salespeople agree that sales trainings have helped their marketing abilities. To enhance your sales process, you should constantly educate and retrain your sales group. Keep them updated on new innovations, products, and value propositions. Send them to workshops and seminars where they could learn even more. The more your sales team is informed, the more leads and customers you will bring in. There are many competing sales training programs out there. For B2B sales in Learning Management Systems, we suggest Hubspot’s free online training called Inbound Sales Training.
Update your information
The kind of information you give during the sales process can make or break the sale. You should make sure your salespeople have the most recent and relevant information when pitching your services and products in the close phases of the sales cycle. This includes the product or service features, benefits, and prices. Make sure to update this information as often as possible. Keeping this info current will make your sales process much quicker.
Align your sales process to the Buyer’s Journey
The Buyer’s Journey has three phases: Awareness, Consideration, and the Decision phase. Aligning your sales process to the buyer’s journey will make your job a lot easier and will lead to better sales. Watch out for signs that a prospect is ready to move to the next phase of the journey. For instance, if a lead completes a form on your landing page, they are ready for the Consideration phase. If they ask for a meeting or demo, they are more than likely in the Choice phase.
Use the best technology
There many tools, applications, devices, and software programs that could make the sales process much easier and more effective. Use a range of tools to get the work done, or make it easier on yourself with an all-in-one tool like Hubspot CRM to combine features like marketing, sales, and customer success in one spot.
The bottom line
Crafting an efficient sales process is probably one of your most significant strengths as a skilled sales representative. Nevertheless, just as kids become adults, the Learning Management System (LMS) sales world is continually growing and advancing to match the needs of your leads. As a result, it’s important to match your actions with those of your leads when overcoming the sales process.
We’ve helped lots of sales pros like you build reliable, customer-centered sales strategies using Inbound. Do not hesitate to book your cost-free strategy session to help you assess your current methods and see how to make them work even better for you!