7 PRODUCTIVITY-BOOSTING

HACKS FOR SELLERS

Prioritize these tasks to win more deals

Most sellers are overwhelmed. Their to-do lists are overflowing and
sometimes they drop the ball on simple tasks that could help get deals
over the line.

From the hundreds of emails in their inbox, not knowing what deals to
prioritize in their CRM, they don’t know where to start and what to focus
on that will make the most impact.

But somehow… the top sellers never let key to-dos slip through the
cracks. How do they stay on top of everything?

They use 7 hacks to boost their productivity:

1. ALWAYS CALL BACK

“Duh” you might be thinking. But in reality, calling your buyer back is a lot
easier said than done. When you’re swamped, it’s hard to remember every
When sellers follow call you have to make, let alone make time to follow through.
up within 48 hours But the win ratio on returning calls is worth your attention. Did you know
of a prospecting that when sellers follow up within 48 hours of a prospecting call, win rates
call, win rates go up go up by 18%? Delay longer than that and your win rate drops. So don’t wait
by 18%. – pick up the phone.

2. STAY ON TOP OF YOUR INBOX

You can stop your pipeline from leaking, and it’s as simple as hitting send
sooner. When sellers are pulled in 1,000 directions, they don’t complete
fundamental tasks like replying quickly to prospects’ emails.

On average, 1 out of 3 salespeople fail to respond to prospect emails within

the first 24 hours. The difference when sellers respond within 24 hours is
massive: Win rates are 14% higher and sales cycle lengths are 11% shorter.
 3. CIRCLE BACK WITH YOUR BUYER
Don’t be scared to be a little persistent. An analysis of 103,600 deals shows
that sellers who ‘double tap’ are more likely to win. You don’t have to
chase your buyer on one particular issue; simply give them a little nudge to
reconnect. Ghosting is more prevalent than ever and it’s important to be
persistent until you hear back.
You don’t have to Being a proactive seller has more influence than any other action, and can
chase your buyer give win rates an 18% boost:
on one particular
issue; simply give
them a little nudge
to reconnect. Seller proactivity has the largest impact
on win rates

4. CONFIRM YOUR MEETINGS

Buyers are busy too. So there’s nothing wrong with making sure your
upcoming meeting is still top of mind for them. Send an email ahead of time
to make sure your next meeting is on their radar. Plus, you’ll never waste time
sitting on a Zoom wondering if they’ll show.
 5. INTRODUCE YOURSELF BEFORE THE MEETING
Start building rapport before the call. When you build connection and trust,
it significantly improves your deal’s chance of survival.

Introducing yourself by email before a call is also a great opportunity to

show your buyer you’re paying attention to their company and business
needs. “I saw [COMPANY’S] latest post on LinkedIn about [TOPIC] and am
When you build really looking forward to talking about it tomorrow!”
connection and
trust, it significantly
improves your
deal’s chance of
6. OOOH YES
survival. When your prospect is OOO, don’t panic. Just be ready to spring into action
when they are back. Like the second they are back.

As soon as they’re back at their desk, their calendar will start to book up and
they’ll refresh their priorities. And you need to be at the top of their inbox
to have a chance at making it onto that list. This is a critical step to keep
momentum going on your deals.

7. GET THE NEXT MEETING ON THE BOOKS

Next steps matter more than you think. They’re a major part of what
keeps deals moving, so always have your next meeting booked with every
prospect.

The truth is shocking, but you can’t afford to ignore it: without next steps,
your deal might be headed off a cliff:

Win rates are significantly higher when

next steps are discussed at any part of
the sales cycle

When next steps 15%

are not discussed

When next steps 20%

are discussed

Close rates

Increase in win rate when actioned

Wish you had an assistant who could track and prioritize these tasks?

Now you do. Gong Assist automates all of these tasks so sellers can do
more of what they do best — sell.

Want a tour of what Gong Assist can do for you? Get on the waitlist
and you’ll be the first to see how your reps’ can automate their
mundane tasks and prioritize deal-winning moves.

Join the waitlist