The better you prepare for that all-important first meeting, the more likely it is that you’ll eventually make the sale.
When you go into an initial meeting with a new prospect, do you wing it or have you really prepared for the conversation? Many of us take time to prepare, but a lot of that preparation is centered on what we plan to say about our company. Instead, try focusing your preparation as follows:
Research the company — check out the latest press releases for trigger events, read case studies, review the job openings.
Research the decision maker.
Prepare conversation topics.
Read James’ full article to learn the specifics of each step.
Business communication channels have drastically changed over the years. Now that tablets, smart phones and Cloud-based IT solutions are readily available at little cost, physical communication is no longer a necessity. In fact, for the ‘modern business’ it could even be deemed a hindrance.
As of 2014 over 75% of UK phone owners have a smart phone; 80% of which use it for work-related activities. Almost everyone is hooked up to the Internet, 24 hours per day. Therefore, business owners, managers and HR representatives who are interested in improving their business’s communication channels have a huge, inexpensive resource readily available.
In association with creative communication agency Berghind Joseph, we’ll be examining the communication channels of the present, and will make speculations on where the industry is heading.
In today’s fast-paced business environment many companies depend on technology to link virtual teams across … Read More »
You may not recognize a poorly placed sales call when you’re the one making it, but it’s certainly easy to spot when you’re on the receiving end. Whether it’s a case of poor timing, a lack of listening skills, or an overly aggressive pitch, it tends to end in the loss (not the gain) of a customer.
Many (if not most) sales calls fail because businesses fail to properly nurture their prospective clients before attempting a pitch. Do you want to improve your customer relations as well as your sales efficiency? While there are certainly nuances to nurturing clients, you can’t go wrong by starting with the basics:
1. Accept that not every lead is sales ready.
Someone just starting their apartment hunt is not going to be ready for a sales call designed for a lead that is ready to pull the … Read More »
David Howe of Sales 4 Life shares proven content curation strategies for B2B inside sales reps.
Think content curation is for the marketing team? Not so according to David Howe of Sales 4 Life. Content curation is a great way to assemble and share valuable information with potential customers. Become a source for information means you become the go-to source for solutions (and your product is one of those solutions, right?).
Are you using content curation as part of your inside sales efforts?
What are the most crucial factors to look for in an outsourced inside sales teleprospecting team?
Check out these four big questions you need to ask when outsourcing teleprospecting.
Perhaps the best way to put your business on the map is to establish a satisfied client-base. Not only does customer satisfaction guarantee repeat customers, it inspires word-of-mouth and review advertising that can bring in new customers. If your company has had complaints about dropped orders or missed calls, here are some ways to improve your reliability.
Organization is the foundation for an efficient, reliable business. Talk to your partners and employees about organization improvements they feel should be made. Evaluate your current procedures and systems for productivity and effectiveness. Focus on these areas:
Stockrooms and Inventory: If you don’t already have a system in place for handling incoming and outgoing orders and arranging stockrooms, develop one. Your stockrooms are direct links to your clients. Without well-organized stockrooms and adequate inventory, you won’t be able to be able to meet your … Read More »
How can sales and marketing align to increase their company’s revenue?
Are you taking the right steps to align your sales & marketing teams? As pointed out in this post from AG Salesworks, “organizations that establish strong alignment between their sales and marketing teams achieved 20 percent annual revenue growth compared to companies with poor alignment, which experienced a 4 percent decline in revenue.” (data source: Hubspot)
Don’t forget these important steps:
Set a common end goal
Define your ideal prospect
Make lead scoring a collaborative process
Content marketing can serve as a huge boost to ecommerce sales, primarily by attracting leads that are most relevant to a product or service. Businesses that create eye-grabbing content via blog posts, social media updates and engaging videos are ensuring a steady stream of leads, who are discovering the content somehow — such as by searching for it or stumbling across it on social media.
Once an effective content marketing strategy is bringing in a constant stream of leads, businesses still need to pay close attention to the overall process. Specifically, they should continue to use content marketing as a strategy to nurture sales; this is vital in retaining customers and high conversion rates.
Some content marketing strategies that help in nurturing ecommerce sales include:
1. Host Q&A Sessions
The web is a very interactive place. As such, readers enjoy when they can interact … Read More »
Customers are more likely to respond to emails that are short and sweet and get right to the point.
Ever get so into writing an email that maybe you’ve overdone it? Don’t feel bad. Many of us fall into that trap from time to time. Just remember to make it interesting, direct, and clear with its call to action. Using an sales email template can help you stay on point while allowing you the freedom to customize to the recipient.
The first step to designing an effective ##marketing strategy and creating compelling marketing content is to understand what your potential buyers are trying to accomplish when they purchase products or services like those you provide. In most cases, people don’t buy a product or service because they want that product or service itself. More often, when people become aware of a job that they need to get done, they look for a product or service that they can “hire” to perform the job. Theodore Levitt, the legendary marketing professor at the Harvard Business School, captured this concept in a memorable way when he said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.”
Clayton Christensen and Michael Raynor also provided a memorable example of hiring a product to get a job done in The Innovator’s Solution. In … Read More »