Learn great sales tips to help you win more deals faster.
Answer all your small business sales questions: How can you tell if a sales lead is the right fit for your business? What marketing channels will generate great leads? How can you better negotiate to win more deals? How can you manage your sales more effectively?
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
IN THIS SUMMARY
A successful sales call takes talent and effort. Marketing, sales strategy, preparation, technical expertise, business knowledge, keeping pace with technology, fast access to accurate information, drive, and the ability to tap into all available company resources are all critical factors for success. In Perfect Selling, Linda Richardson presents a five step plan for success and suggests that nothing can have a greater impact on increasing sales results than improving what happens when a salesperson and customer are “in the moment” during the sales call. Throughout her book, she explores the five steps in great detail that will serve as a road map for all future sales calls.
SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
IN THIS SUMMARY
A successful sales call takes talent and effort. Marketing, sales strategy, preparation, technical expertise, business knowledge, keeping pace with technology, fast access to accurate information, drive, and the ability to tap into all available company resources are all critical factors for success. In Perfect Selling, Linda Richardson presents a five step plan for success and suggests that nothing can have a greater impact on increasing sales results than improving what happens when a salesperson and customer are “in the moment” during the sales call. Throughout her book, she explores the five steps in great detail that will serve as a road map for all future sales calls.
SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
Your Core Ideal, Key Words and Phrases and Big MessageAndrew Priestley
In this free discussion paper, award winning business coach Andrew Priestley explores Jim Stengel's ten year study into business growth. Stengel concluded that companies that grew - especially during the GFC economic challenge of 2007 and 2011 had identified their Core Ideal. Stengel profiled over 50,000 companies global but those rated in the S&P 500 but Priestley wondered if the findings translate to SMEs (six and seven figure businesses) or were relevant to start-ups.
This report includes a quiz designed to help you determine your Core Ideal. You are invited to share your results with the author.
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
It's very hard to succeed in sales unless you know and understand the causes of failure. Otherwise, you're left to guess at what will work based on what everyone else is doing and - by definition - what everyone else is doing only generates mediocre results.
Selling your code in the DotNetNuke storebrchapman
Slides from DotNetNuke World 2011 presentation, on becoming a seller in the DotNetNuke store. This presentation takes you from having an idea to making money from your software sales.
101 Ways to Elevate Yourself and Demand Higher FeesTroy Dean
This presentation was first given at WordCamp Melbourne 2013 and is designed to help WordPress developers elevate themselves above the pack and demand higher fees for their work.
10 Criteria for a Successful Ad
Perhaps No ad will meet all of These criteria perfectly
Perhaps Not all of these criteria are applicable for each and every ad.
But these “Copy Chasers” criteria make good sense for you to consider when creating an ad to communicate your message.
17 Tips to Take Your Prospecting Skills to the Next LevelRAIN Group
Successful prospecting means stronger pipelines, more qualified opportunities, and increased closes. In this presentation, we share 17 tips for taking your prospecting skills to the next level.
32 Marketing Tips That Never Go Out of StyleRich Brooks
Tired of chasing the next “big thing” in marketing? Maybe it’s time to get back to basics.
It’s that time of year again. All the prognosticators are telling us what’s coming next. All the “10 Marketing Trends for 2015″ posts. All the advice to make you nervous that you’re falling behind.
But the truth is, the more things change, the more they stay the same.
So, in the spirit of uncovering timeless strategies, we asked 32 of our all-time favorite marketers to share with us their best tips that never go out of style.
OK, we included ourselves, but that’s just because we wanted to rub shoulders with these luminaries.
Is your “evergreen” marketing tip in this list? If not, make sure you share it in the comments below.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
Social media – everyone is thinking about it in some way, shape, or form. As a small business owner, it’s often daunting to figure out how to prioritize your time and participate in social media in the most productive way possible.
To help you sort through the noise, we’ve reached out to a panel of esteemed social media experts and asked them all a single question: “What is the most effective way a small business can use social media“?
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
Your Core Ideal, Key Words and Phrases and Big MessageAndrew Priestley
In this free discussion paper, award winning business coach Andrew Priestley explores Jim Stengel's ten year study into business growth. Stengel concluded that companies that grew - especially during the GFC economic challenge of 2007 and 2011 had identified their Core Ideal. Stengel profiled over 50,000 companies global but those rated in the S&P 500 but Priestley wondered if the findings translate to SMEs (six and seven figure businesses) or were relevant to start-ups.
This report includes a quiz designed to help you determine your Core Ideal. You are invited to share your results with the author.
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
It's very hard to succeed in sales unless you know and understand the causes of failure. Otherwise, you're left to guess at what will work based on what everyone else is doing and - by definition - what everyone else is doing only generates mediocre results.
Selling your code in the DotNetNuke storebrchapman
Slides from DotNetNuke World 2011 presentation, on becoming a seller in the DotNetNuke store. This presentation takes you from having an idea to making money from your software sales.
101 Ways to Elevate Yourself and Demand Higher FeesTroy Dean
This presentation was first given at WordCamp Melbourne 2013 and is designed to help WordPress developers elevate themselves above the pack and demand higher fees for their work.
10 Criteria for a Successful Ad
Perhaps No ad will meet all of These criteria perfectly
Perhaps Not all of these criteria are applicable for each and every ad.
But these “Copy Chasers” criteria make good sense for you to consider when creating an ad to communicate your message.
17 Tips to Take Your Prospecting Skills to the Next LevelRAIN Group
Successful prospecting means stronger pipelines, more qualified opportunities, and increased closes. In this presentation, we share 17 tips for taking your prospecting skills to the next level.
32 Marketing Tips That Never Go Out of StyleRich Brooks
Tired of chasing the next “big thing” in marketing? Maybe it’s time to get back to basics.
It’s that time of year again. All the prognosticators are telling us what’s coming next. All the “10 Marketing Trends for 2015″ posts. All the advice to make you nervous that you’re falling behind.
But the truth is, the more things change, the more they stay the same.
So, in the spirit of uncovering timeless strategies, we asked 32 of our all-time favorite marketers to share with us their best tips that never go out of style.
OK, we included ourselves, but that’s just because we wanted to rub shoulders with these luminaries.
Is your “evergreen” marketing tip in this list? If not, make sure you share it in the comments below.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
Social media – everyone is thinking about it in some way, shape, or form. As a small business owner, it’s often daunting to figure out how to prioritize your time and participate in social media in the most productive way possible.
To help you sort through the noise, we’ve reached out to a panel of esteemed social media experts and asked them all a single question: “What is the most effective way a small business can use social media“?
Kate Leggett's Forecast 2015 Keynote: Fragmentation & Consolidation in SalesBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you.
Here's Kate Leggett's presentation on "Fragmentation & Consolidation in Sales."
How to contact decision makers: Experts weigh in
It doesn’t matter how great a product or service your small business offers if you cannot get it in front of a decision maker. By pitching to the wrong person you decrease your likelihood of making the sale. So what is the best way to contact a decision maker?
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What is the best way to contact a decision maker to pitch a sale?”
Uzi Shmilovici's opening keynote from Forecast 2016. This presentation includes:
-Introduction of Science of Sales
-Explore the new role of the sales scientist
-A sneak peek at Base's new product Apollo
Lead Generation for Small Business: Experts Weigh In
Managing your sales using a simple CRM is critical. The question is how do you even generate leads in the first place? Lead generation is the lifeblood of small businesses. If done right, generating great quality leads can be a major catalyst for growth and revenue. But with so many lead generation tactics and approaches available out there, small businesses want to know which are the most effective to use.
To help answer this question, we’ve reached out to a panel of small business sales and marketing experts and asked them all a single question: “What is the most effective lead generation technique(s) for small businesses“?
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
Difference Between B2B Lead Generation And Appointment Setting.pptxOKKO Global
B2B lead generation and appointment setting are two closely connected but separate processes. Both involve generating interest in a product and service and connecting potential customers with the businesses that offer them, but there are some key differences between the two.
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
Read this article to know the steps towards crafting the right B2B sales process. Find out the most common B2B Sales Negotiation Mistakes and how to avoid them.
The ABM Leadership Alliance and ITSMA have joined forces to bring you one full day of actionable content and ABM case studies designed to help you optimize and expand your ABM programs in 2018.
Tracking your sales effectively will help you win more deals and grow your sales.
What is a sales pipeline and how can it help with sales tracking?
In simple terms, a sales pipeline is a visual framework that will help improve your sales tracking. A sales pipeline contains the amount of business your company attempts to win over a period of time. It also helps you to make informed decisions that will improve your sales process and grow your business.
You can picture a sales pipeline as a funnel with multiple stages. Read more to learn about what each stage is and how the funnel can help you grow your business.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
B2B marketing has a reputation for complexity. Because B2B transactions occur between two businesses, with diverse groups of people on each side, B2B marketing requires some savviness to get decision-making parties on the same page.
50 Sales Lessons from 3 Years in B2B SaaSEvan Lewis
This deck highlights the top 50 lessons learned from my startup sales career thus far. Lessons are broken down by:
- Deal Cycles & Closing
- Sales Management
- Sales Operations
- Sales & CS Alignment
I hope you find it valuable! Thanks in advance for reading - please share your favourite soundbytes and send me any feedback you have :)
Mike Derezin's Forecast 2015 Keynote: Serendipity to ScienceBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mike Derezin's presentation, "Serendipity to Science."
Mark Roberge's Forecast 2015 Keynote: The Sales Acceleration FormulaBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mark Roberge's presentation on "The Sales Acceleration Formula."
16 Compelling Quotes From #Forecast2015 SpeakersBase CRM
Forecast Sales Conference is the premier sales productivity conference of the year, and it's only a few weeks away. Check out this compilation of compelling quotes from this year's speakers. If you're looking to grow your sales career, this is the one conference you won't want to miss.
Check out forecast2015.com for more information on our speakers and details on what this unprecedented day will have in store for you.
For those of you as interested in sales, productivity and technology as we are, we compiled this list for you. Everyone included Tweets regularly about hot topics in sales and many of them write their own blogs or contribute to other blogs and news sources.
More info: http://www.getbase.com
As the VP of Sales, what metrics matter to you and your team? The experts at Base CRM will show you how to turn visual data into actionable insights.
Learn more: http://www.getbase.com
How To Choose The Right Mobile CRM For Your TeamBase CRM
What features should you consider when selecting a mobile-ready CRM for your sales team? Base CRM explores the difference between web apps and native apps, offers tips on increasing productivity through mobile and examines barriers to user adoption and how to overcome them.
For more information about mobile crm, visit http://www.getbase.com
Five Reasons Your Sales Rep Won't Use a CRMBase CRM
Your CRM is your portal into your company’s operations and sales data and sales rep buy-in is required for it to meet its full potential. Yet CRM avoidance is a real thing and crafting a plan to manage reps who shirk your system is something you’ll have to do. Unless, of course, you roll out a CRM application your reps will actually want to use. Here are 5 reasons your sales rep won't use a CRM.
Your sales reps are walking into meetings with only a tablet in their hand. They hand out business cards with their cell phone numbers. Many travel and others work from home. Your team's already mobile - shouldn't your CRM software be mobile as well?
Whether you're debating the need for mobile CRM for your sales team, or you're unhappy with your current solution, this mobile CRM presentation is for you.
-What makes for a robust mobile CRM
-How successful sales teams use mobile CRM to improve productivity
-Which features are key to success on mobile CRM
-Key tips for user adoption of mobile CRM
Mobile CRM is a must for modern business and sales teams. Stay on top of the latest technology to see how it can make your sales team 10x more productive!
About Base CRM:
Base is the first post-PC CRM and the only CRM focused on the end user. Over 10,000 businesses use Base to manage their sales pipeline and customer relationships.
A presentation I gave to a group of entrepreneurs at the Founders Institute program. The presentation focused on how to make the right product decisions on day 1 as well as post-launch.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
1. HOW TO WIN
MORE DEALS
FASTER
Brought to you by:
www.futuresimple.com
2. CONTENTS
1. What is a great lead?
What are some ways you can qualify your leads?
2. Generating great leads
Now that you can identify a great lead, what marketing channels can you
use to generate great leads?
3. Managing the sales process
Getting a good lead is just the beginning. Manage your sales process
effectively to win more deals
4. Getting to “yes”
The tail end of the sales process often involves negotiations. Learn how
to negotiate effectively and win more deals
5. Winning the deal is just the beginning
Congrats on winning the deal! Great business people understand that
6. Making it all happen
As a small business, how can you stay on top of this sales process? A
simple CRM and sales tracking app can do the trick
3. WHAT IS A GREAT
LEAD?
Great question. A great lead is one which you have a very high
chance of winning by the end of your sales process.
A GOOD But how can you know what the chances of winning a deal will
be before you even start speaking with the prospect? The
SALES
answer comes from four criteria you must evaluate: your
PROCESS company’s strengths, the deal characteristics, the prospect's
STARTS
WITH should ask yourself a couple of important questions.
GREAT Let’s start with your company’s strengths. The quintessential
LEADS tomer. Say you’re a graphic designer specializing in package
design and you get a lead from a prospect who wants to design
a logo. While you can design logos, it’s certainly not your forte.
You can choose to compete for this deal, but guess what? Your
portfolio is all about package design and at some point, your
prospect is going to want to see it, and you’ll have nothing to
which your strengths wouldn’t be a competitive advantage.
3
4. the job. When does the prospect need the service done or
IS YOUR tomer familiar with the prices that you charge? What is the
COMPANY expected quality of the job and can you meet it? Don’t forget
A GOOD
customer would be happy to get a better quality job, this will
FIT FOR usually trigger pricing issues. Sometimes it’s hard to estimate
THIS
DEAL? projects you’ve been involved with can be very helpful.
tity. Have you worked with customers from that industry and of
present and a good understanding of the work process
portfolio. Does the customer have a good reputation in the
project happen?
Lastly, you should ask yourself who will be your competitors on
this deal and what are your objective chances of winning it
against them.
Once you’ve answered all these questions, you’ll have a good
4
5. depend on your preferences as well as the stage your company
low budget, but you’d prefer to take the deal anyway in order to
build your reputation in the market.
Next, let’s see how you can make sure you get more of these
great leads.
5
6. PipeJump
TIRED OF NOTES, SPREADSHEETS AND
LOUSY SALES SOFTWARE?
WE HEAR YA! TRY US AT
WWW.PIPEJUMP.COM
7. GENERATING
GREAT LEADS
Now that you know what great leads look like, the question is
how can you get them? Leads come from a variety of sources
and if your business has been around for a while, chances are
KNOW
you’re probably already getting leads.
WHERE
YOUR named Dave calls you to discuss a potential project. You go
GREAT through the qualifying questions and it turns out that this really
LEADS
COME You’d love getting more deals like that but the question is: how
FROM
searching Google and found you through Google AdWords.
Each one of these is a marketing channel. Any company can
have multiple marketing channels to drive new business
through its door. Here are the main marketing channels that
you’ll want to consider:
7
8. Advertising Public Relations Word-of-mouth
Print Press releases
Events Television
Networking / event
Radio
prospecting
Media websites
Radio
Blogging and tors
Television blogger outreach
Direct Marketing Events Digital/Internet
Postcards Sponsorships
Coupons Event hosting
Social Media
Warm calls
As you can see, there are many potential marketing channels
ment with all of them to learn which are most effective for your
main question you should ask yourself here is whether the
keting channel for each one of your leads. Doing so will help
the most deals.
With this powerful information, you can then go ahead and
maximize the returns on your marketing efforts.
8
9. MANAGING THE
SALES PROCESS
Sourcing great leads is just the beginning though. Once you get
a great lead in the door, you’ll want to make sure that you do
ONCE
YOU GET the business because of poor management of your sales
A LEAD IN process.
THE
DOOR, sales process should be visualized as a funnel. You get many
leads at the start of the funnel with only a few of them making it
MAKE through the whole process. Each step in the process is called a
SURE YOU
WIN IT!
general, it’s useful to keep the funnel small and simple. What's
9
10. WON
UNQUALIFIED INCOMING QUALIFIED QUOTE CLOSURE
LOST
Let's look at a simple example. A new lead will usually be
stage in the sales process, which in our simple example we’ll
meeting or two with the prospect. You’ve gathered enough
requirements and are now at the point where you need to
create a price quote. Now you can move the deal forward in the
and send it to the prospect, you can move the lead to the last
ally take place. After the Closure stage, you will either win or
lose the deal.
Creating such a funnel and taking your leads through it has
some powerful advantages:
1. You’ll know exactly which stage of the funnel each of your
2. You’ll see which stage you’re losing most of your deals at by
if you’re losing many deals in the Quote stage, it might mean
that you’re not preparing your quotes fast enough or that your
quotes are not effective.
10
11. 3. You’ll improve the chances of closing deals by setting rules
week after you send them a quote. You can quickly look at your
closure stage and know which customers you have to call and
tasks and reminders so that you’ll be sure not to forget to do
USE
PIPEJUMP
TO SET
TASKS
AROUND
DEALS
11
12. GETTING TO “YES”
As mentioned before, the last part of your sales process will
likely involve some sort of negotiation. More often than not, this
will be a negotiation around price. Sometimes it might also be a
BASIC
negotiation around the delivery schedule for the product or
SKILLS service you’re selling.
CAN HELP Understanding basic negotiation techniques can help you win
YOU WIN more deals without alienating your prospects. Negotiation is
MORE indeed an art, but consider some of the following tips:
DEALS Research
self by spending plenty of time doing relevant research. When
you know your industry and your product, you have the power
to bargain more effectively. There are several places to get the
what you’re looking for. But beware of unreliable information
12
13. information. Talk to people with experience in your client’s line
offer that will be hard for your customer to turn down.
Improve Your Communication Skills
HUMOR effective if you don’t express yourself clearly. Negotiation is a
CAN
BRING sion to come away with a clear understanding of the terms of
the agreement. One way you can improve your communication
TWO
skills is by learning and practicing Nonviolent Communication
PEOPLE
TO- conveys the importance of your needs and feelings related to
GETHER
– During negotiations, you need to
message to the bargainer that you know your points are strong
much like a political debate in that the person who remains
calm often comes out on top.
Use Your Sense of Humor
together – even if initially they were completely at odds with
each other. When things get tense, you can use humor to break
tions to view you as a nice person, bargaining with them
and helps you see things more clearly.
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14. Give Something Away – Every negotiator has to make some
tive compromise. The best negotiators realize that being tough
throughout the whole negotiation can land both parties in a
BOTH stalemate. Prepare yourself to give something up before you
PARTIES
tions or give a small discount, your willingness to compromise
HAVE TO
will show the other person that reaching an amicable resolution
FEEL is important to you. Keeping this in mind, you should plan a little
THEY'VE
WON things that you must have, don’t begin the bargaining process
by asking for the bare necessities. Ask for more than you
expect and leave yourself room to offer some concessions so
that in the end you both walk away with everything you need. At
the end of the day both parties have to feel that they’ve ‘won’
something.
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15. WINNING IS JUST
THE BEGINNING
ers back, you have to make sure that you deliver on what you
MAKE
promised. Make sure that the team in charge of the project or
SURE
THAT YOU
DELIVER
time comes. A great way to gauge customer satisfaction is by
ON WHAT calling your customers every once in a while for small talk
YOU
PROMISED help you solicit honest and direct feedback.
Simply imagine how powerful it is to see one page for each one
versations that you’ve ever had with him or her. You can then
munications with them, making sure that they will return to you
the next time they need something.
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16. Ever wondered what makes Amazon one of the most respected
brands and the biggest online retailer? Consider Jeff Bezos’s
tomers, because those are the folks who have the money. Our
competitors are never going to send us money.”
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17. MAKING IT ALL
HAPPEN
Worry not. We know that this might look like a cumbersome
process that adds a lot of overhead. As a small business owner,
manager or employee, time is your scarcest resource. At the
IT’S
end of the day, the beauty of this method is that it’s robust but
SIMPLE TO
GET like yours.
STARTED You'd be surprised how easy it is to put this sales process in
place. With PipeJump, our simple sales tracking and customer
management tool, it really doesn't take anything more than a
tive and effective your sales will become.
Practicing these tips will help you improve your sales process
tremendously, drive more business to your door, and fuel the
growth of your business.
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