Technology may have made B2B selling more manageable, but that doesn't mean it's made it easier.
SDRs are overworked and striving to achieve more (just 16% of SDRs get above 90% of their sales deals quota), while the B2B sales environment has only gotten more challenging (75% of buyers say they’d prefer a rep-free experience).
In an increasingly competitive B2B market, closing a deal matters more than ever, especially as the average win rate for B2B is just 21%.
Today, sales reps need to respond quickly to prospects and be equipped with the tools to close deals instantly.
How can sellers do that? By integrating chat features directly into a company's website, enabling reps to have real-time conversations with prospects.
So, how does this work? Let's explore with some genuine examples from Warmly’s Live Video Chat.
B2B deal killers in 2024
Buyers want a streamlined purchasing journey just as much as your sales rep wants an efficient sales funnel.
As Gartner reports, the top reason B2B buyers disqualify a solution is because of contradictory price expectations.
However, the second-most popular reason, reported by 36% of buyers, is receiving confusing or contradictory information during the sales process. A low-quality sales presentation can also reduce the likelihood of a prospect signing.
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Sales objections like these typically occur early on in the sales funnel, when a buyer is still scoping out your product versus another company's. When objections do arise, a sales rep who can handle them successfully and minimize the buyer's worry is far more likely to successfully close.
According to one survey, top sales performers are 843% more likely to overcome objections than average sellers. But that's not all—they're also 366% more likely to close an opportunity at the 'Discovery' stage of the funnel.
Sell in real-time, instantly close
Generally, a buyer arrives at a meeting with your sales rep already knowing enough to make a decision. They're aware of your website (in fact, they've probably made multiple visits), your competitors, your product's features, your social presence.
At this point, you need to convince them, not necessarily sell to them. The Gartner survey above shows that a hard sell only makes it more likely that they will choose a competitor (35% of buyers drop a vendor because of aggressive sales tactics).
So, what's a sales rep to do?
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Crucially, B2B buyers are 1.8 times more likely to sign deals when interacting with supplier-provided digital tools alongside sales reps. Buyers don't want sales rep hand-holding all the way through the sales process—they want you to meet them where they are.
And how do you know where they are? By using website de-anonymization tools along with warm signals that tell you which leads are in your ICP and ready to buy.
Once you know a prospect is on your website, real-time chat enables your sellers to interact with them instantly. With a comprehensive overview of your prospect, a good seller can even anticipate their objections.
So, for example, if you know a prospect has spent quite a bit of time on your pricing page across multiple visits, chances are they're mulling over cost concerns.
Maybe they're trying hard to crunch the numbers or persuade the CFO that it's worth the investment.
Next time that prospect is on your pricing page, your sales rep could join a website chatbot instantly and talk through the concerns they have.
Bingo—the lead feels more comfortable about buying, and your seller has closed a hell of a lot quicker than average. Win-win.
How to close deals earlier with Warmly’s Live Video Chat
Recently, Keegan, our Head of Revenue & RevOps, went through a similar scenario.
Context: it was the last day of the month, but there was still just enough time to close one more deal. Really.
He got a real-time Slack notification via Warmly (our signal-based revenue orchestration platform), telling him a CEO was browsing our Cacheflow proposal page.
It was time to put the intelligent Warmly sales strategy in motion. Keegan jumped straight into Warmly's chatbot to ask if the CEO had any questions.
As well as typing messages in the chat box, Keegan appeared in a live video feed, assuring the CEO that it was, in fact, an actual human talking to him.
Over chat, Keegan was able to answer the CEO's questions about Warmly instantly, assuring them of their purchase decision without any icky hard selling.
Within just a few minutes, Keegan had sent over the Warmly contract and witnessed the CEO leaving the Warmly website and opening DocuSign in real-time.
Spoiler alert: he signed with Warmly.
Selling smarter with Warmly's AI Prospector and Live Video Chat
We built Warmly to solve today's biggest challenges for sales reps—prioritizing leads and closing faster.
Sellers want you to meet them where they're at, but how are you meant to predict that?
Warmly de-anonymizes visitors to your website and uses best-in-class intent data to tell you which prospects are showing intent to buy, automating personalized outreach to them.
So, you can use Warmly to separate the leads landing on your website into segments, track how long they’re spending on your website, and then engage with the best prospects in real time using our chatbot and live video chat, just like Keegan did.
With cooler leads, free up your sales reps to work on more critical accounts by using Warmly's inbound chat workflows and intelligent, contextually-aware AI Chat.
Here’s how it works from start to finish.
Lead segmentation
Set up segments in your Warmly account to filter your website visitors based on data points like your ICP, level of buyer intent demonstrated, or engagement activities on your website.
Warmly deanonymizes 15% of contacts and 65% of companies that visit your website, using data from various sources so you can have confidence that we’re identifying the right people.
The segments you set up form the basis for the rest of your sales engagement activities on Warmly. Once they’re up and running, you can run almost everything autonomously if you wish.
Instant visitor notifications
When a high-intent lead lands on your website, Warmly sends your sales reps a Slack notification with the relevant data that will help inform their sales strategy.
You can manually decide which reps get notifications for which prospects, or you can route alerts to different Slack groups based on demographic and personal information like job title, location, or company size.
The alert will let you know which page your prospect is currently browsing your site so you can meet them where they’re at. Literally and metaphorically.
Contextually-aware chatbot
This is where the magic happens.
Once your sales rep has received an alert about a lead, they can open up Warmly and track which pages they’re on. Then, your rep can conduct a real-time sales conversation with the prospect via Warmly’s chatbot.
Has your prospect got a question that would be better answered in a call? Instantly switch from chat to live video calling directly within Warmly.
Your rep will be armed with all the info they need to close the deal, including search intent and previous prospect inquiries, making closing a breeze.
Warmly: The Signal-Based Revenue Orchestration Platform
Warmly is designed to help small and medium-sized companies accomplish more by working hand-in-hand with your talented sales reps. Far from a basic sales engagement platform, we call Warmly a signal-based revenue orchestration platform.
Thanks to our clever lead scoring, we only loop in your sales reps when someone is ready to buy. Then, you can swoop in and use our instant chat features to close the deal instantly.
Not only can we help you close, but also reduce churn. Research shows that a rep-assisted digital purchasing path cuts B2B buyer regret by half.
And it’s not just Keegan who closes deals with Warmly. Within the first 8 minutes of turning on AI Chat, Kandji was able to book two qualified meetings. Find out more here.
Try Warmly for free right now and start converting high-value leads that land on your website.