With a recession looming, companies are tightening budgets, scrutinizing every purchase, and ghosting sellers everywhere.
As a result, it’s harder than ever before to engage prospects through cold outreach, create interest in your product/service and turn them into sales opportunities.
With just 22% of reps hitting Q4 targets, there’s no denying it: the next few quarters are going to be rough for us sellers.
However, there are a few sales teams out there, still crushing quota consistently even with markets taking a nosedive.
What do they all have in common? What are they doing differently?
Read on to discover five sales tactics top teams are using to crush outbound targets, even in a recession climate.
Tactic #1: Personalize Your Emails Around Value
The era of generic, mass-blasted emails is well and truly over. Cold emails that don’t contain:
- A reason to reach out
- Well-defined business pain
- Persona-based value
- Social proof of similar companies who’ve achieved success with you
Are being ignored or dumped straight into spam.
There’s a flood of emails drowning prospect inboxes every day. Every seller is desperate to book meetings during the recession.
Personalizing around the pain for each target persona and adding value that’s tied to business outcomes is the only way your cold email can stand out and gain attention.
Tactic #2: Research That Reveals Recession-triggered Pain
This ties directly into Tactic #1. By investing some time in researching your prospects, you can understand the ‘Buying Triggers’ that motivate them to switch to your products/ services.
Through research, you can identify new triggers that emerge due to the recession which you can use to point out the flaws in their current processes, tools, and strategies. And how your solution helps them overcome that specific pain.
As a result, you can make your outreach stand out in a sea of generic communication.
Tactic #3: Multi-thread To Overcome Last-Mile Objections
Don’t put all your eggs in one basket. In other words, don’t lose progress when your prospect leaves the organization.
Build relationships with multiple prospects within an account using persona-based messaging. This ensures everyone from decision-makers to entry-level executives are aware and interested in your product/service.
Multi-threading becomes even more important during a recession because you have other stakeholders weighing in on the purchase decisions- such as CFO and Procurement.
Identifying these personas early and crafting customized outreach will help you book more meetings, overcome last-mile objections and close more deals.
Tactic #4: Ruthlessly prioritize your outreach efforts
In a recession environment, prospects who show engagement are gold dust.
Once you complete your initial outreach, your next job is to identify which prospects possess Buying Intent and drill down on them with precision.
The best sales reps start their day with a report of their most engaged prospects, so their most productive hours are spent on activities that get meetings booked.
Tactic #5: Increase your prospecting mileage
In a recession environment, with budgets tighter than ever, can you afford to spend thousands of dollars on buying list after list?
The solution is to increase your prospecting mileage- the number of meetings you book per 100 prospects. Here are two ways to make the most of your list:
- Improve email deliverability: Ensure you check your domain and IP health, create separate domains for outreach, and warm up your accounts before starting
- Segment prospects based on engagement: This helps you execute a different set of activities for engaged and unengaged prospects. The result? Your outreach meets prospects wherever they are in their buying journey, increasing your chances of booking that meeting.
How Klenty Helps Outbound Sales Teams Create New Pipeline During A Recession:
Klenty streamlines your sales process, automates your outreach, and guides reps to execute the right activities for the right prospect at the right time.
i) Personalize every touchpoint in your outreach sequence
Go beyond first-name personalization and tailor every sales sequence to meet your prospects’ needs. Based on their demographics, behavior, and intent. Ensure reps add well-researched email openers and pain sentences before they hit ‘Send’.
ii) Increase Prospecting Mileage
Klenty allows you to execute the Right Next Step for cold, warm, and hot prospects.
So you focus rep effort on prospects with buying intent, push engaged prospects over the fence, and automatically nurture uninterested prospects till their next buying cycle begins.
The result? You increase your Prospecting Mileage, the number of meetings booked per 100 prospects.
iii) Improve Email Deliverability
With the ability to stagger your email sends, run outreach from your own domains, filter out fishy contact data, track domain health, and control your outreach volume, you’ll land every email inside your prospect’s Primary Tab.
iv) Systematically engage multiple prospects in an account
Klenty groups all your prospects by Accounts, brings all account information into a single screen, and allows you to run targeted sequences for prospects within an account.
This way, you reduce your risk of the account turning cold, give yourself multiple chances to book meetings within the account, and keep all relevant stakeholders warm and engaged till they’re ready to sign the contract.
