17 Sales Acceleration Principles You Might Be Missing Out On {Slide-deck}

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17 Sales Acceleration Principles You Might Be Missing Out On {Slide-deck}

  1. 1. SALES ACCELERATION YOU MIGHT BE MISSING OUT ON PRINCIPLES17
  2. 2. If you don’t already know Ken Krogue, you’ve got to check him out. He’s the CEO of InsideSales.com and one of the top sales leaders in the industry. ! His post on Forbes is the basis for this deck.
  3. 3. Selling remotely through inside sales is one of the biggest trends in the sales industry in recent years. ! To best implement this strategy, we can use a high velocity sales model, known as sales acceleration. ! Let’s explore 17 principles to a successful sales acceleration model…
  4. 4. 1. SPECIALIZE
  5. 5. Through history, specialization has been the breakthrough to better techniques. It allows people to excel at a few specific tasks. ! Sales is no different.
  6. 6. Split your team into: ! 1. Inbound BDRs 2. Outbound BDRs 3. Sales Executives 4. Success Managers Keep customers happy through great support and on-boarding. Complete demos and talk prospects through the buying process. Connect with prospects who fit your ideal customer profile. Connect with prospects who are interested in your product and set demos.
  7. 7. 2. DEFINE PROCESS
  8. 8. Watch, analyze, and design the order things are getting done to figure out the best process.
  9. 9. Ask yourself questions about process… ! “What times should you be sending emails? When do most people answer your calls? How many touches does it take to get a response?” ! Don’t be afraid to tinker with specifics until the best process emerges.
  10. 10. 3. TEST
  11. 11. While you’re tinkering with your sales process and specific roles, consider the variables involved. This can often be done with A/B testing. ! Add variables one at a time to see which works best.
  12. 12. 4. OPTIMIZE
  13. 13. Continually test and evaluate variables to determine the most efficient ways of doing things. ! There are always ways to improve.
  14. 14. 5. QUALIFY
  15. 15. Use the ANUM acronym: ! Authority Need Urgency Money
  16. 16. Find people with authority. Identify their need for your product. Be sensitive to helping meet their needs to develop urgency. Understand where the money and how it relates to their need.
  17. 17. 6. PROFILE
  18. 18. Find qualified people and companies, ensure you have good contact information, and do enough research to have an engaging conversation. ! There’s plenty of tools that can help…
  19. 19. 7. POWER TOOLS
  20. 20. Use technology to find and organize information: ! 1. CRM 2. Dialing Software 3. Prospecting Tools 4. Email Tracking
  21. 21. 8. RESPONSE MANAGEMENT
  22. 22. Respond to sales triggers quickly! ! When someone views your pricing page or downloads an ebook, jump on the lead immediately rather than waiting days or weeks to contact them. ! In four of InsideSales’s internal studies, they found that only 27% of leads are ever contacted.
  23. 23. 9. IMMEDIACY
  24. 24. Research shows that responding 5 mins after a lead is generated is best practice. ! It also helps to set same day appointments rather than setting them days in advance. This way, you’ll be able to avoid more cancelled demos.
  25. 25. 10. PERSISTENCY
  26. 26. People are busy. ! Don’t give up on reaching out to them unless you’ve gotten a solid response. Best practice is between 6 and 9 call attempts and 2 to 3 emails or voicemails.
  27. 27. 11. CALIBRATE
  28. 28. Everyone on the team needs to be in sync. ! Make sure that the whole team is watching the same metrics and working towards the same goals to stay synchronized and efficient.
  29. 29. 12. MEASURE
  30. 30. So you’ve implemented different strategies. Now it’s time to measure outcomes. ! Are you meeting goals? If not, what can you change to improve? ! This not only helps show you what you’re doing well, but demonstrates target areas to improve.
  31. 31. 13. SCORE
  32. 32. This is similar to lead scoring, but applied to prospects or customers. ! Find out who your best customers are and how to find more people like them. ! Identifying an ideal customer profile based on certain questions is a huge help.
  33. 33. 14. GAMIFY
  34. 34. Make work fun! ! Play games that spur the competitive attitude of many salespeople and everyone will enjoy coming to work a little bit more. ! At SalesLoft, we have friendly ping-pong and Call of Duty rivalries.
  35. 35. 15. PREDICT
  36. 36. Predictive analytics is a game changer. ! Technology regularly applies to weather and stocks, but it can also be applied to sales and marketing. Be on the lookout for the best predictive technologies that can help your team.
  37. 37. 16. VISUALIZE
  38. 38. Salespeople need to see their progress on display. ! Make sure everyone has the metrics they need to be successful. Managers need to see rates and rations, executives to see trends and ROI. ! Our friends at Rivalry offer a great dashboard tool.
  39. 39. 17. LESSEN DELAY
  40. 40. Most sales measurements deal with time. ! How long between appointments set and being held? How long does it take to implement your solution?
  41. 41. Constantly monitor your times and go back to testing and measuring to perfect them. ! Be wary of lead handoff with specialization. Make sure each transition is communicated so you don’t waste your time.
  42. 42. There you have it! ! 17 principles behind sales acceleration that you can use to increase your sales efficiency.
  43. 43. SALESLOFTTHE SIMPLEST WAY ON THE INTERNET TO BUILD TARGETED AND ACCURATE LISTS OF LEADS SIGN UP HERE.

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