How to Close Deals Instantly with Warmly’s Live Video Chat
Technology may have made B2B selling more manageable, but that doesn’t mean it’s always quicker. And that’s a problem.
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).
So, closing deals is all about speed to lead then, right? Well, not really.
Today, sales reps must balance quick responses with efficient lead scoring, ensuring that they’re only speaking to the people who matter.
The solution? Warmly’s Live Video Chat.
But before we get to that, here’s why sales leaders need to adopt a different strategy for sales outreach — or risk your competitors snatching up that hot lead.
Is speed to lead important?
A core sales mantra is “speed to lead.” With B2B buyers increasingly following a non-linear buying journey, hopping between potential vendors and touchpoints as they head through the sales funnel, your lead response time can make or break a sale.
Speed to lead is backed by data, too. Research shows that lead conversions are considerably higher if a rep reaches out within one minute of a potential customer making an inquiry.
It’s basic logic: no one wants to be kept waiting, especially not when you’ve got senior management at your back demanding productivity improvements stat.
An attentive seller = a company you want to buy from.
But while speed to lead is a core sales tactic, in reality, it all too often fails.
On average, SDRs engage in 104 outreach activities every day, whether through phone calls, emails, or social selling. “Great,” you think, “my reps are really getting things done.”
But, disappointingly, just 3.6 of those touchpoints result in “quality conversations.”
It’s also becoming more challenging to reach those quality conversations. Research shows that SDRs attempt outreach an average of 11.3 times with each prospect before they reach the coveted “quality conversation.”
The problem with speed to lead
The issue here is that speed to lead mistakenly assumes that fast reaction times are all it takes to convert prospects when, in fact, the problem with inefficient selling isn’t always speed.
Sales deals are getting more complex. There are more people to convince, more time spent approving budgets, and less time in meetings with sales reps from solutions.
Your reps could diligently track inbound responses all day long, waiting for someone to message your chatbot or inquiry inbox and responding within seconds, but if they’re not the right lead in the first place, all that effort will be wasted.
To get that potential sales deal over the finish line, you must be 100% certain that you’re speaking to the right person — at the right time.
Responding to the right lead in real time at the right time
We were probably quite optimistic when we imagined that your sales team is glued to their inquiry inboxes all day long, firing out responses to potential customers. Actually, sales reps spend just 33% of their time actively selling.
The rest of their time is filled with all the adjacent tasks that come with selling today: admin, research, meetings, cold outreach — everything but speaking to a lead and closing the deal.
Among the top challenges facing sales reps today are a lack of high-quality leads, the ability to reach decision-makers, and longer deal cycles. This latter factor is crucial — 28% of salespeople say an extensive sales process is the primary reason prospects back out of sales deals.
So, it’s not just about speed to lead. It’s about responding to the right lead at the best time and shortening the time frame of sales deals to be lean and efficient. And without knowledge of your ICP and accurate data about your prospect, you’ll never be able to tell who is a good fit and who isn’t.
Consequently, the ideal sales strategy acknowledges that your sales reps will never have enough time, so talking to the right people matters. And when that person comes along, you bet that speed to lead is critical.
The solution: instant responses to the best-fit leads
To successfully close a deal, your account executive or sales rep needs:
- Comprehensive awareness of your brand’s ICP.
- Complete knowledge of that prospect.
- The ability to engage them instantly.
We built Warmly’s prospecting features with each of these needs in mind. 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.
The cornerstone of this strategy is Warmly’s website chatbot, which can be manually tailored to your inbound chat strategy of choice or left entirely to its own devices to sell with the power of fully-aware AI.
Here’s how it works.
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 the 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 so you can meet them exactly 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 exactly which pages they’re browsing. 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.
How to close deals with Warmly’s Live Video Chat
To demonstrate, here’s a play that Keegan, our Head of Revenue & RevOps, used to close a CEO within minutes with Warmly’s chatbot and Live Video Chat.
Context: it was the last day of the month, but there was still just enough time to close one more deal using Warmly.
When Keegan was notified that a CEO was browsing our Cacheflow proposal page, he jumped straight into Warmly’s live video chat to answer their questions.
The result? It took just a few minutes for the CEO to feel confident about their purchase, and he signed with Warmly right then and there. (We know this because we can see the moment they opened DocuSign. Genius.)
B2B buyers are 1.8 times more likely to sign a deal when they can interact with supplier-provided digital tools alongside sales reps. And nothing says, “This works!” like a rep popping on a video call (complete with a cowboy hat, in Keegan’s case) directly from your website and instantly answering a prospect’s queries.
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.
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.
