All posts in Revenue Performance Management
Studies have shown that the typical sales rep spends about 35% of their time with prospects. That leaves 65% of their time doing other things like composing content on their own. How can you make the best possible use of your sales team time and marketing’s quality content generation?
As companies embrace the idea of decentralizing their sales and marketing systems, team members are given a greater freedom to select their sales approaches. In a way, this works well for the independent salesperson, who can motivate himself and explore newer sales tactics unhindered. But it is not necessarily the best approach for someone new to sales or who might need additional guidance.
I always say ‘no pain, no gain’. Of course I’m referring to the high heeled shoes I love to purchase and wear, but the same can be said of making a successful sale.
Knowing the client is a big step in selling to him. And this does not mean simply understanding what he tells you, but acknowledging his real, often unspoken needs. Take for example a software application salesperson. He may prepare for his sales calls by listing the top reasons his system is better than the average CRM systems on the market. It may be more affordable, offer advanced search functionalities, and be quick to implement. In chatting with the prospect however, he may come to realize that the client is bringing an eco-awareness into his organization. And redesigning a paperless client services department is an important aspect of this new goal. By steering the conversation into this new direction, and suggesting his system can cut down on paperwork, the salesperson has already won half the sale.
What’s the secret to getting a C-Suite executive to talk to you? Forget being a salesperson! Yes, I know that’s what it says on your business card. And you wake up each morning, pumped up to be the best salesperson you can be. And here I am telling you to forget about it! But read on and you’ll see why what I say makes sense.
Each day, the average business executive is bombarded by a number of calls on his land line and cell phone. They may be from customers, vendors, and partners. And a few will be from sales executives as well. Now if the business executive is savvy, he’ll get his calls fielded by his secretary or the company receptionist, and will apply filters by way of caller id to block out unwanted calls.
As a salesperson, qualifying leads and prospects is the single most important task you will ever have to do, even more important that working on the sale itself. The reason for this is because your territory is like a gold-mine. You can explore new avenues, revisit old ones, and with persistence, strike lucky on every new attempt you make. Without your prospect list, it is difficult to build a successful sales territory and once you’ve got yours, guard it and prevent others from encroaching.
Let’s look at 10 great ideas which can be implemented to grow your lead base, strengthen your phone techniques, and clinch you the sale.
There are plenty of routes to success and in my earlier blogs on Cold Calling, Is it Dead? and Smart Targeting, I have outlined some of them. But in order to truly attract success, we first need to cultivate certain habits.
We’ve seen how being consistent is important and accepting failure is part of the game. But all this is moot if you don’t get the right person at the end of your line.
Is cold calling dead? In a digital world where twitter and facebook are billed as the new ‘connection’ tools and where friends and contacts are easily made within a 160 character reference, is there place left for cold calling?
We all know how difficult it is to meet C-suites in a traditional environment – we can perhaps gain access to them if and only if we get past the gatekeeper. With the advent of social networking; is there an easier way to leverage social media to reach the C–suite executive?