Sales Strategy & Enablement by Revenue.io

1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann

Sep 15, 2022

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Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io.

Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before.

HIGHLIGHTS

Digital body language: Connect with buyers at the moment they are on your website
Interact with buyers: Moving from chat to video on demand on your website
Focus on pipeline during a recession
AI cannot replicate the nuances of human interaction in sales
Enablement must train sellers how to meet buyers in context

QUOTES

Engage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy from the first company or person that they engage with. So why would you open yourself up to a situation where you're not responding to these people are target accounts of yours, a strategic account, so that you're trying to pursue the moment that they're there."

AI and human sellers have their optimal uses in sales - Robert: "That type of A.I. in chat has a very useful function in a highly process-oriented environment like a support environment. But sales is nuanced. Sales is about connection. You talk about this a lot, Andy. Sales is about that curiosity, about what's important to your company but what's important to you? You can't get that through A.I. You have to get that through interaction."

Find out more about Robert Zimmermann in the links below:

LinkedIn: https://www.linkedin.com/in/robertzimmermann/
Website: https://www.qualified.com/

Connect with Howard in the links below:

LinkedIn: https://www.linkedin.com/in/howardbrown/
Website: https://www.revenue.io/
Email: howard@revenue.io