Being effective and productive in our work is something we’re all constantly trying to achieve. It will lead to better results which can lead to grater revenue/salary. And after all, we’re mostly going to work in order to earn money.
When it comes to sales process, being effective and productive is even more important. Getting your entire sales team synced and working together on making the sales process more effective, will result in increased revenue, better results and happier team.
When when your sales team in happy and productive, they will sell more and help your company grow.
According to Wikipedia it’s a part of a sales process:“A sales process describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed through the different stages until closed. All sales opportunities arranged along each of the sales steps that make up your sales process is what the sales pipeline represents.”
Ok. So what is a “Weighted Pipeline” or “Weighted target“?
“The weighted target is equal to the sum of the total opportunity values in each sales step multiplied by the probability of closure for that step.” – David Brock.
In other words, you should have 3 times more active opportunities in your pipeline than your actual sales goal. These are all fancy terms but let’s bring it back down to reality for a sec.
When working as a sales person, one of the requirements is to be able to pick up the phone and call potential customers. For some it comes very natural, and others will have to work very hard in order to conduct successful sales calls.
Either way, calling a prospect is a skill which can be developed and improved. It’s just like a muscle, the more you work on it, the more you practice, the better you get at it. The fear of rejection is what prevents most people from picking up the phone. Naturally, not too many people are able to put themselves in a position to be rejected. However, those who do, will be rewarded in the long run for the temporary uncomfortable situation.
With proper fine-tuning, you’ll soon find your calls being well received and you’ll experience fewer rejections. The post below will review 5 tips which will help you conduct successful sales calls. Give them a try on your next calls, who knows, you might find yourself enjoying it 😉
A few weeks ago we shared a blog post with a short scene from the movie “The Wolf of Wall Street”. I got some responses saying that this movie sheds a bad light on salespeople’s Behavior and perception.
Regardless of your feelings on the movie, I think there is more to it than just greed and the chase after money. And after all, at the heart of it there are lessons every salesperson should know. (Guest Post)
The rise of social networks changed all our lives forever. The ability of an individual to share content with millions of people at once seemed like science fiction not long ago.
Social networks penetrated every aspect of our lives, allowing us to share, discuss and connect with large groups of people. It begun with sharing with friends and friends of friends and then grew into sharing and engaging with specific circles.
The ability to connect with strangers of common interest was born with the emergence of groups within social networks. It allowed for individuals to easily consult with experts and thought leaders, create open and informative discussions and many more valuable abilities.
When zooming in on business or sales, LinkedIn groups are a very powerful tool. A single LinkedIn group can help you:
1. Build your entire business,
2. Market a number of products and services,
3. Sell out your paid events,
4. Become thought leader in your niche
And much more..
As a sales team leader, you can only be as effective as your sales team. To achieve greatness you must learn how to motivate every member of your team. Your brand will only grow if you have an inspired team that feels appreciated and a part of the company’s overall goal.
Top entrepreneurs identified these 13 ways to help inspire your sales team to success: (Guest post)Continue reading 13 Easy Things You Can Do To Motivate Your Sales Team
Sales skills are mostly about communication. Being a great sales person means you always keep an open eye for opportunities to charm and connect to your prospects. Oftentimes, you have one shot to establish a deep communication level that will allow you to differentiate yourself from your competitors and show people why your business is the right choice for them.
Therefore, it’s extremely important to use that one shot and learn how to quickly and effectively approach your prospects.
While it’s not a bullet proof method, and there are no words that are guaranteed to convert prospects into customers, there are specific words and phrases that by using them you can increase your chances of closing a sale.
“Let me tell you something. There’s no nobility in poverty. I’ve been a poor man, and I’ve been a rich man. And I choose rich every f*****g time.”
The quote above is just one of many great scenes from the Wolf of Wall St film.
The Wolf Of Wall Street is a collaboration between actor Leonardo Di-Caprio and director Martin Scorsese. Its a black comedy based on the memoir of Jordan Belfort, a New York stockbroker who ran a firm that is involved in securities fraud and corruption at Wall Street during the 1990’s.
On the scene below, Di-Caprio demonstrates his team how to cold call a potential buyer.
Take a few minutes to watch it, educational and inspiring!
We’re all constantly chasing our tails, trying to get ahead of time, always feeling like there’s a lot more things to do. If it’s work related or personal, it doesn’t matter. Nowadays there are too many things we need to do and accomplish that indeed it feels impossible to get things done.
Specifically to sales people, time is the most critical asset. Spending it wisely is an incredibly important decision. Prospects are also busy, therefore it both parties interest to make the sales process as quick and efficient as possible.
The infographic below by Cloudswave gathers 17 tips that will help you convert your leads faster. Great tips such as: “When using e-mail to reach out to a sales lead, 7/10 will convert when presented with a coupon or other discount offer”