Why CRM Auditing & Motion Signal Lead Generation Is The Future Of Sales Success

Ever heard of the 95-5 rule in sales? According to recent studies, we've all been missing the point when it comes to lead generation and closing deals. Only 5% of your potential customers are ever really in play at any one time, so why waste your time trying to convert people who are simply not 'in-market'?

Using a signal-based sales system can revolutionize your conversions. We explore the ins and outs of capturing customers who are actually ready to buy and how you can deploy this system for your own business today!

Motion Signals

Sales is all about results. If you're struggling to convert prospects into paying customers, then there's something wrong with your current system. You need to identify and qualify leads on the basis of prospects' previous engagements and actions. This can be achieved by deploying a signal-based, motion-qualified solution that focuses on timing rather than contacts alone.

We spoke to signal-based sales experts Buyers Before about the broken intent-based lead gen model. They highlighted how the problems and frustrations experienced by FinTech and RegTech sales teams arise from inadequate CRM practices and targeting strategies that fail to account for lead lifecycles. They recommend campaigns driven by buyer behavior and engagement metrics that eliminate the guesswork and increase conversions.

How It Works

The process begins with a complete CRM audit or 'teardown' to identify areas for improvement. Buyers Before highlights how 63% of CRM records are missing vital fields such as lifecycle and domain stages. This creates inefficiencies as agents pursue leads that have little chance of success. By introducing motion and timing-based signals, you improve the quality of leads, the number of replies, and conversions.

Integration

The goal of a CRM audit is not to replace your existing systems. You can use current tools such as HubSpot, Salesforce, Clay, and Instantly, but clean data and improve processes for sales success.

How Are Signals Graded?

Signals are measured against business outcomes and tailored to reflect enterprise goals, with more weight given to particular actions. For example, the system will generate a stronger signal and lead suggestion based on a customer visiting your pricing page as opposed to a general information section or a LinkedIn page.

Isn't it time you modernized your sales approach? The data and technology are there to be used. Try a signal-based system for your business and watch that bottom line boom!