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Monthly Archives: October 2016

Lead Management

The two truths about businesses without a doubt are, to start a business you need capital and to keep it going you need leads. It goes without saying how important leads are for businesses and hence it is very necessary and quite essential for the business to have an efficient Lead Management system to ensure maximum productivity from the Leads Generation process with the least amount of wastage. Hence each and every business has some kind of Lead Management process in place to maintain a certain level of profitable productivity. There is an important need to track of prospect customers, current clients and other sales details and very imperative to have a system in place to help assist you with this. It is manually next to impossible to keep track of all these details and hence automated Lead Management software is quite a trending topic in the world of leads. This management software is nothing more than just an application that will help you organize and keep track of your leads in a manner that is customized to your specific needs to ensure that your work flow is as smooth as possible. The software is customizable to fit your business needs no matter what size you’re business is or the magnitude of its reach.

So what does the automated Lead Management software do? It creates a database of your potential customers using a multichannel sensory system. It collects data generated off your businesses website, data off search inquiries and most importantly from social media platforms like Facebook, twitter, etc. It is equipped to track who could be potential customers from links they click on and can also track what pages related to your business they have viewed and also for the duration the said page was viewed for. Its main benefit is its lead tracking abilities. Sales teams tend to lose track of potential leads in their quest to follow hot leads, this software will help them with the tracking so they can have all their focus on perusing the hottest leads without the concern of leads getting wasted. So to sum it up, what Leads Management software simply does is it everything you do, just more efficiently with minimum wastage.

Tips for a Killer Whiteboard Sales Story

1. Get Visual

When working at a whiteboard, go visual. Show your product, process, service, solution in pictures and words. Don’t make the mistake we’re seeing on a lot of whiteboards.

You know the ones. The ones that are covered from top to bottom with words. If your whiteboards are entirely filled with words, you’re missing tremendous opportunity. You’re missing the chance to show your solution in pictures that everyone will instantly understand.

2. Actively Incubate

The creative process includes an incubation phase. This is referred to with lots of interesting terms from ‘soaking’ to ‘noodling’ to ‘letting it simmer.’

Whatever terms you use, allow for incubation time in planning your whiteboard sales story. Go for a walk. Visit a park. Talk to a friend from outside of work. Do something other than sitting at your desk, hammering at the keyboard.

If you’re used to putting in the hours, now it’s time to give yourself a break. Go outside of your office. Let the ideas incubate. You’re not looking for answers. You’re investing in distraction.

3. Wild Output

As the third stage, it’s now time to focus on outputs. This is a highly experimental zone. No bad ideas. No judgments. Just output.

In terms of creative thinking, this is often called the zone of wild ideas, brainstorming and creative collaboration. If you want help, get input from people on your team. Ask for collaborative output on ways to share your story.

4. Verify

This is the testing phase. It’s time to make decisions. Which idea will work within the timeframe-with this specific audience?

Verifying includes making decisions, selecting an option, practicing, rehearsing, getting feedback and refining. It’s not an instant thing.

Think of it as a critical phase. This is where you’ll work through your choices at a whiteboard, practice with a test audience, and make adjustments.

What’s the value of using these 4 phases of creativity? You’ll discover that creativity is fun. Instead of being a hassle or another thing on your overflowing to-do list, creative thinking is a critical aspect of successful sales presenting.

With a disciplined and creative approach to presenting, you’ll continuously improve. You’ll come up with new ideas faster and easier than others. You’ll try things out. Some you’ll reject. Others you’ll keep and strengthen.

Additionally, you’ll have a roadmap for building creativity across your sales teams and across your organization.

Now, the curious thing is…once you start consciously being creative, you can’t stop. It’s just too much fun and too rewarding.

Way Deliver a Winning Sales Presentation

In order to deliver a winning sales pitch you need to make sure that you do the following:

1. Define a Clear Objective

Firstly, you need know what you want to achieve from your sales pitch. It’s not always to make the sale so make sure that you work out carefully what is your main objective for the presentation.

2. Know the Benefits of Your Offer Inside Out

Benefits sell, features push people away, it’s a known fact. In order to stand a chance during your presentation, you need to focus on the first and only touch on the latter. Remember that what matters to your prospect the most is how they can gain from your offering. And, it is the benefits that will answer that question for them.

3. Ask Questions

Someone once said that you can easily spot a sales champion, just look for the ones that ask smart questions. Questions set the tone for your meeting, they also get the prospect talking and that’s the most important thing for you. If you can get your prospect to tell you everything you need to know about their plans for the purchase, you can get much closer to achieving your objective.

4. Include Sales Objections in Your Pitch

One of the most powerful sales techniques is to predict your prospects sales objections and then simply include them into your presentation along with your solutions and to do that before they even had a chance to voice their concerns.

5. Follow Up After the Presentation

It is actually quite rare that a prospect would buy right at the presentation, therefore have a follow up plan ready. Make sure that you arrange the next follow up call or email with the prospect and that you do not stop unless you get the sale or a total rejection.

A sales presentation is probably the most exciting part of the selling process. It is also the most difficult one so make sure that you work on my advice above and incorporate it into your sales pitches to make sure that you do all the right things.

Success Through B2B Lead Generation

Securing success in business is constantly a difficult journey. It involves a lot of dedication, time, money, effort, and analysis. Besides, reaching the top requires a step-by-step endeavor. The same is true with B2B lead generation. Achieving success demands one step at a time.

Business-to-business (B2B) lead generation is just the start of the many steps in the whole sales process. What comes after this can be as crucial as the start. Never ever assume that once qualified leads are generated, the sales process will end.

Though the sales leads show interest in buying, it doesn’t follow that they are ready to buy. Prospects that are sales-ready will come only in a small percentage of the total leads generated. It is therefore your responsibility to take care of the other leads. Lead nurturing is the major cause how to convert prospects into closed sales.

Think of applying these steps to have the best chance of being successful in your efforts. Each step is different from the other.

Step 1. Distribute information immediately. To make them feel that they are valued as customers, let it be a habit to keep them updated. Educate them by giving information about the company, the services it offers and product specifications. Serve them well by being respectful and at the same time professional. Respond to their inquiries as fast as possible. However, don’t push them to purchase. Connect with them to create relationship and to build trust.

In addition, it would be very helpful to:
a. learn beforehand the right answers to diverse questions.
b. store information in a computer database to send it via email or downloads.
c. have enough supply of printed materials.
d. keep sales and marketing people prepared. Step 2. Nurture leads by responding to all inquiries.It would be an advantage to possess a computerized marketing database. This is a tool useful in responding swiftly to inquiries. It is a law to all firms not to make the customers wait.

Step 3. Identify what kind of leads your firm is targeting.Determining what kind of B2B leads the company is in need of is a golden rule. No one would waste their time on customers who will never buy the product. In this case, let the marketing and sales people identify which of the leads generated are the qualified sales leads.

Step 4. Analytically and critically process lead distribution to sales.After separating the qualified leads from those who are not, it is a must to concentrate on the qualified leads. As stated earlier, it would do no good if efforts are directed to customers who decided not to buy. Lastly, ensure that is easily accessible for the sales team the leads being distributed.

Step 5. Innovate a program that would nurture the not-yet-qualified leads?Leads that are not yet qualified can be potential prospects in the future. It is highly recommended that you will create a program that would nurture these leads. Uphold the principles of building trust and be committed in exercising the entire endeavor.

It is then better that a separate team must keep in touch with those not-yet-qualified leads. Cold-calling, unlike other mediums, is more effective to generate responses. Let it be frequently made.

Step 6. Establish a program to keep keep a close eye on the results from each process that was taken.Having a program that could measure and track the outcome will be essential to evaluate the success rate of the lead generation process. This program includes an identification of costs (per lead and per sale), know which efforts worked and determining whether the entire lead generation is profitable.

Because leads are the life blood of the organization, monitoring the progress of these programs must be made habitually. Moreover, correcting and enhancing these undertakings will be of extreme importance in achieving success in a B2B lead generation.

Never forget, all it takes is just one step at a time.