Scenario
When the end of the month rolls around, you may be able to close a deal sooner than planned by appealing to a buyer’s sense of empathy. The buyer typically understands the sales process and can empathize with the desire to achieve monthly goals. Send an email that is transparent about the fact that you’re trying to hit a number for the end of the month and hoping to pull the deal forward.
Note: You should only run this play with contacts with whom you have developed a strong rapport.
Triggers
- Late sales stage
- Buyer with whom you have a strong rapport
Action
- Email to main point of contact
“We’re sending these messages out to the right people — those who see value in ZoomInfo but perhaps need one extra push at the end of the month. It drives those additional transactions we otherwise wouldn’t get.”
Steve Bryerton, Senior VP of Sales, ZoomInfo