Is your revenue team ready for what's next?
Optimizing sales and outreach requires introspection on the part of businesses to determine what techniques are working and how they can be tweaked to better engage prospects. Business-to-business (B2B) organizations hoping to capture more opportunities from lead outreach must consider multiple factors including the method of outreach, the role of each lead and the intent of those leads. All of these components roll into what is known as a touch cycle plan.
Below we will discuss what to include in a touch cycle plan, as well as what role a Sales AI Assistant can play in optimizing your outreach strategy.
The first step to setting up a touch cycle plan is to assess your audience. B2B research group, SiriusDecisions, lists five audience attributes to consider at this stage:
Once you’ve assessed your audience based on the above criteria, you are ready to move onto the components of your touch cycle plan.
Touch cycle plans need to consider how to best match opportunities to returns. This includes when, how often, and how to touch your leads. Components include:
Conversica finds that the optimal number of attempts to turn a lead into an opportunity is between five and eight. Unfortunately, many Sales and Business Development teams only make one or two attempts before moving on. And who can blame them? It doesn’t make sense to continuously follow up a prospect who simply won’t engage.
However, many folks who would engage if given enough attention turn into wasted opportunities by too few attempts.
Even the most perfectly crafted touch cycle plan will encounter challenges and none are so relevant as too many accounts and leads for overstretched Sales reps. What do you do when your Sales and BDR teams are overwhelmed with work? The solution may be to hire a Sales AI Assistant.
Intelligent Virtual Assistants are built on a proven and patented platform integrating natural language understanding (NLU) and natural language generation (NLG) to autonomously interpret and respond to contacts. The use cases for Intelligent Virtual Assistants include Sales, Marketing and Customer Success. In this way, a Sales AI Assistant offers another touch-type for Sales teams.
This AI-powered technology is easily scalable, meaning your Virtual Assistant can take on dozens or even hundreds of leads, only passing on the hottest leads to your Sales team. Intelligent Virtual Assistants can also take the time to nurture leads who aren’t yet ready to talk to Sales or Customer Success reps, follow up with dormant leads or customers, and continue multiple attempts until interest is gauged.
So, if you want to optimize your touch cycle plan, introducing Sales AI Assistants is an excellent way to augment your Sales and BDR teams and scale their efforts.
Interested in learning more about touch cycle optimization? Download the SiriusDecisions research brief titled “Determining an Optimal Touch Cycle Plan.”
And while you’re at it, download Conversica’s “Fourth Annual Sales Effectiveness Report” focused on lead follow up.
Watch this webcast to see how Conversica helps Demand Gen and Marketing Ops leaders ward off Murphy’s Law; ensuring alignment between Sales and Marketing throughout the buyer’s journey.
Let us show you how our Powerfully Human™ digital assistants can help your team unlock revenue. Get the conversation started today.