Most people make buying decisions to alleviate some sort of inherent pain that they feel that your product can cure. But here’s the problem, prospects are not completely aware of what specific pain point they are trying to solve, so the job of a salesman is to take the best features of his product and then turn it into a benefit-driven presentation that looks to find the cherry blossom tree in the transaction. What is…
Gazing into the future while dreaming about all the leads that are going to breeze into your pipeline may be an effective motivator, but the truth is your sales team needs hard numbers to keep the grind on. Sales forecasting is the process of pulling up historical data on your sales and leads generated and then crunching these numbers into intelligent reports that give your sales team realistic targets to go after. Why Forecasting Can…
At some point, a sales manager would have to make an important choice between two alternatives to reach-out to his audience. These are between online webinar or direct sales meeting. Before we go in-depth, let’s see what puts webinars into the picture when we think about sales meetings. A sales manager always presents a simple math to his team: A number of appointments are proportional to the number of closures. If you increase the number…
There is a saying in Sales – That if you can get a customer to say yes once – it’s highly likely that he will say ‘Yes’ again. Most of the folks in sales are well aware of the term ‘upselling’, but for those who aren’t, it’s a sales strategy where a sales person will offer the buyer an opportunity to purchase related products/services to enhance the experience of the product. Let’s say you walk…
There’s much noise in the marketing world today about how cold calling is dead. While cold calling is frequently considered an out-of-date practice, there’s a reason you missed the funeral. Cold calling is just as alive and well as it always was, but with a few twists. Let’s be honest with ourselves. We aren’t in the ’90s. You can’t just pick up the phone and call the business down the street and expect to work…
Understanding the customer types is one of the survival skills needed to succeed in the sales industry. The art of selling in the B2B industry is completely different from that of B2C. Selling requires more of an optimistic point of view as the person would be handling sales rejections on a daily basis. B2B involves selling services or components to professional buyers trained by their parent company to get the best possible deals! Earning a…
As business owners, we have to do everything possible to spread our message far and wide online. Sometimes you’re going to spread your message very broadly and hope to attract the attention of new potential customers. On the other hand, using targeted promotions is often considered the best way to consistently increase sales because you’re focusing on getting your message in front of people who would benefit from your products and services the most. Targeting…
SLA’s or Service Level Agreements are an undertaking or assurance of quality service between a service provider and a customer. SLAs are used in business settings for agreements with various industries such as Telecommunication, IT (Information Technology) and other Application Service Provider (ASP) firms. With an SLA, one can strengthen business relationship as it provides details of accountability, performance, and remuneration. With CRM systems, one can maintain and expand customer relationships by following the SLA….
Most of the people belonging to the baby boomer and generation X demographics would be right at home using Rolodexes, spreadsheets and a host of other tools for sales purposes. At the time, they were adequate in helping one perform sales effectively and efficiently. But in the present times, the same tools would appear prehistoric. Gone are the days when a salesperson used things like an appointment book or post-its for work. That old phone…
With a brand new year underway, I am sure you and your team have a lot of tasks to handle, and probably some new habits to work on as you stick to your resolutions. However, as you start on this New Year in all its glory, keep in mind one critical element you’re carrying over from last year: your sales pipeline. When it comes to salespersons, it is not just their physical health that needs…
