How to Leverage Salesforce to Build a Winning Sales Process

Being a sales professional, you might have encountered scenarios in which multiple members in your team have accidentally contacted the same potential client.

There may even have been occasions when someone in your team was unable to prioritize the most important clients and thereby failed to convert some really good opportunities.

In any case, most of the mishaps occur in sales due to a lack of a clear sales plan and process. This underlines the importance of having a well chalked out sales process that the entire sales team can follow to build great customer relationships under any circumstances right from the start.

So, how do you build such an all-in-one process? Continue reading How to Leverage Salesforce to Build a Winning Sales Process

5 Things to Remember When You Are On a Sales Call

“Is your sales call so valuable that your client would write a check for your visit?” – Neil Rackham

Has that ever happened to you?

Research shows that today it takes eight attempts to reach a prospect compared to 3.68 times in 2007. And, it takes 6.25 hours for a salesperson to set one appointment.

So, reaching a prospect is not a piece of cake.

And, after such hard work, if the prospect still does not buy your products or services, will the effort you put in matter?

So, it is critically important that you do not let even a single opportunity go.

And, this is only possible when you can make such calls valuable enough that it can influence the prospect to make a decision right away or at least express interest in buying your products or services.

But, how can you do that and what do you need to remember to ensure positive results?

These questions will be answered in this article. So, read on to find out. Continue reading 5 Things to Remember When You Are On a Sales Call

How to Write Follow-up Emails People Will Actually Reply To

“Follow up and follow through until the task is completed, the prize won.” – Brian Tracy

This is very true!

Research shows that 80% of sales happen after five follow ups. But, that does not mean that simply sending follow-up emails multiple times will help you close a deal.

For most salespeople, following up means sending boring and ineffective emails with phrases like:

  • “Just checking in…”
  • “Just following up on our conversation…”
  • “Just wanted to touch base…”

This does not work!

Why?

Because such emails are void of value to the prospect and they are robotic, without the power to influence.

And, lead nurturing is not about touching base or checking in.

It is about providing value with every connection with the prospect and keeping him or her moving through the purchase cycle.

However, we know it is not as simple as it sounds. So, to make your job easier, we have put together a couple of strategies that you can follow and implement in your next follow up emails to encourage a response. Read on to learn more. Continue reading How to Write Follow-up Emails People Will Actually Reply To

6 Common Sales Objections and How to Close Over Them

According to a report, 92% of sales reps give up after four rejections and 44% already give up after just one!

That is an alarming figure!

Rejection is part of life in general and particularly in sales. You can only succeed once you have found a way to engage the customer to listen to you, share their needs with you and influence them to spend time in evaluating your products or services.

That is the only way to convert sales objections into sales.

But, most salespeople fail to realize this and give up too soon. A common reason is that they do not know how to handle the rejections and overcome them. Obviously, you cannot win if you do not know how to win.

So, we list six common sales objections here that every sales rep will face and ways to close over them. Continue reading 6 Common Sales Objections and How to Close Over Them

10 Sales Questions to Ask on a Discovery Call

“ If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask” – Albert Einstein

Do you know why the majority of sales calls do not turn into sales?

Well… it is because the sales person does not ask the right questions.

Information is paramount in designing the opportunity to win a sale. Although there are a number of other factors that influence the outcome of a sales call, the reality is that the person who is well-informed is the only one who can close a sale at the end of the day.

And, good information is always a product of insightful questions. It is the questions that can help you identify the buying motivation which will help you present solutions that are tailored to the customer’s needs.

But, what questions should you ask?

How will you know what is a bad question or a good question?

To make your job easier, we list 10 sales questions you must ask on a discovery call to maximize the opportunity of winning a sale.

Read on to find out what these questions are. Continue reading 10 Sales Questions to Ask on a Discovery Call

7 Bad Habits that Make You Lose Sales

A bad habit is like a slow poison: it starts slowly and eventually damages everything, including sales figures, revenues, and profits.

It prevents you from accomplishing your goals and wastes your time and energy.

But, you might not even realize what bad habits you have that could become fatal later on. And, if you do not know what mistakes you are making, you cannot fix them.

So, read on because we have listed the top seven bad habits that make you lose sales. Continue reading 7 Bad Habits that Make You Lose Sales

5 Sales Questions You Should Never Ask over Emails

“Ask the right questions if you are to find the right answers.” – Vanessa Redgrave

By asking the right sales questions, you engage a prospective client in a more relevant and powerful way and control the direction of the conversation, which is needed to close a deal.

So, it is the questions that you ask that pave the way to sales.

But, simply asking questions cannot generate the results you want. You need to ask the right sales questions to uncover the prospect’s needs.

This will help you present your solution better. And, by asking the wrong questions, you will not be able to learn what the exact problems are.

However, sales reps often do not realize this and ask questions in emails that turn against them instead of working for them.

You are possibly doing this as well, without even knowing.

So, it is critically important to learn what sales questions can cost you a sale and that you should thus never ask in an email.

And, to make your job easier, we list five such questions here. Continue reading 5 Sales Questions You Should Never Ask over Emails

8 Productivity Secrets for Sales Managers

“Sales cure all”

– Mark Cuban.

This epic statement is still 100% true across all industries, but making a sale is not easy.

According to Aberdeen, about 66% of sales professionals do not meet their annual sales quota.

So, the key to sales success lies in productivity. Therefore, the sales manager and sales team’s productivity should be a top priority.

But, what productivity secrets should you know about and with what should you start?

Read on to find out what these top sales productivity secrets are. Continue reading 8 Productivity Secrets for Sales Managers

The 7 Most Common Sales Mistakes to Avoid

We all make mistakes, both personally and professionally and so do sales people. You could have felt that you should not have committed those blunders!

But, if you are aware of other sales professionals’ mistakes, you can prevent them yourself.

So, to simplify your job, we have put together a list of the seven most common sales mistakes that you should avoid. Continue reading The 7 Most Common Sales Mistakes to Avoid

5 Tips to Increase Your Sales Performance

“An ounce of performance is worth pounds of promises” – Mae West.

This is very true!

After all, it is your performance that counts and it is your sales activities that drive the results.

But, gone are the days when old-school sales techniques were considered a groundbreaking approach. Today, new competitors evolve and products identical to yours are released in the blink of an eye.

So, what worked well for you a couple of years ago may no longer be effective.

You need to come up with more and better techniques to improve your sales performance. That is the only key to your survival.

To make this easier, we list five techniques that should help you improve your sales performance in today’s competitive arena. Continue reading 5 Tips to Increase Your Sales Performance