How to Use Email to Support the Needs-Discovery Process

How to Use Email to Support the Needs-Discovery Process

Demand Generation — Wed., Nov. 11, 2020

The shift to virtual selling has changed the dynamics of how buyers want to interact with sellers. However, it has also provided an advantage to organized sellers, as buyers highly value the ability of a seller to lead a thorough discovery of their needs. This can be achieved by sending questions via email or survey prior to meetings, so that the meeting time is used more productively. By using this approach, sellers can move the sales process along more quickly, get more and better information, and impress buyers.

When sending questions, it can be beneficial to customize them to the buyer, so that trust is established. An example of an email that could be sent is provided in the article, which includes questions about competitors, operational efficiencies, and the expected outcome of the product. The article also suggests sending a shorter email and linking the buyer to a survey.

In conclusion, the switch to virtual selling has created an opportunity for sellers to differentiate themselves through their thorough needs discovery. By utilizing email and surveys, sellers can improve the productivity of their meetings and move the sales process along more quickly.

... continue reading below
Sign up for free to read the full article.
Enter your email address to continue reading

How to Use Email to Support the Needs-Discovery Process

Don't worry ... it's FREE!

Already a member? Sign in now.

Related Articles

Boosting Conversions: The Power of Multitouch Engagement in Sales and Marketing

Boosting Conversions: The Power of Multitouch Engagement in Sales and Marketing

When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions.

Ditch the Sales Script If You Want to Make More Sales

Ditch the Sales Script If You Want to Make More Sales

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.

10 Guiding Principles of Sales Enablement, Inspired by 'Nicolas Cage: Good or Bad?'

10 Guiding Principles of Sales Enablement, Inspired by 'Nicolas Cage: Good or Bad?'

Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.

When Do B2B Buyers Contact Vendors?

When Do B2B Buyers Contact Vendors?

B2B buyers generally do not contact vendors until they are very far along in their journey and they have finalized most of their requirements, according to this research.

Attract High-Value Leads With This Five-Step Process

Attract High-Value Leads With This Five-Step Process

The process of attracting high-value leads has evolved into a blend of science and art. This article dissects what constitutes a high-value lead and explores how you can craft a balanced, targeted approach to lead generation.

The Availability Heuristic, Sharks, and Your Marketing

The Availability Heuristic, Sharks, and Your Marketing

The availability heuristic is a mechanism used by the brain to recall and label information, and it can cause lots of biases in buyers. Some brands attempt to use those biases to their benefit—through awareness advertising, for example. Ethics aside, it's probably not a good idea...

Subscribe to the MarketingProfs Today newsletter