In sales, your goal is to develop strong customer relationships and provide your customers with a valuable product and immediate support. In order to do this, you need to hone in on your product and what it provides your customer, becoming a true expert on what you sell. To do this you must first build a sales strategy, allowing you to gain a stronger grasp on your company’s product, brand image, and desired message to customers. Once you’ve effectively learned how to build a sales strategy not only will your current customers feel better taken care of, but your sales will improve substantially.
A strong and effective sales strategy is integrated, well communicated, and clear. This means that with a strategic plan in mind, sales and marketing will be working toward the same goals.
When evaluating your company’s strategy, take a step back and determine if it’s going to create the right outcome. Think, “Does the strategy point us toward our goal?” “What is our long-term goal as a company?” “Do our objectives align with our strategy?” “Will our tactics meet the needs of our objective?” Getting this in-depth can seem tedious but the importance of clearly defining goals, strategies, objectives, and tactics is apparent once you understand how each builds on the other.
Continue reading “How to Build a Sales Strategy”
Sales is something that takes tremendous skill, and sometimes, even natural born talent. Many of the salespeople on this list used a combination of both to dominate their industry at the time. In our digital age, we are fortunate enough to have technology that revolutionizes business everywhere: sales software. Specifically, the route optimization app (ROA). ROA is the perfect tool for making the most out of your time, especially for a salesperson who is hitting the pavement hard. Although these sales people were stellar, they could’ve done even better with routing software.
Continue reading “How Legendary Salesmen Could Have Used A Route Optimization App”
As a salesperson you probably enjoy being outside, meeting clients rather than in the office; however the fun stops when you have to carry a heavy briefcase full of unnecessary things. When it’s time to hit the road it’s difficult to pack only what you actually need. To lift that burden off your shoulder, here is a list of sales meeting checklist you should consider. No more, no less.
Continue reading “Sales Meeting Checklist :10 Essential Items You Should Have”
Travel is a large part of a sales rep’s life. When it comes to outside sales, reps often find themselves visiting clients on a daily basis. As a sales rep, it is important to manage your life while traveling. Mobile devices make it easier to increase your productivity with apps. There are a variety of cool apps for sales reps available to help with:
- Travel – Use apps to book your flights on-the-go. Conveniently access travel details directly on your phone.
- Hotels – Apps make it easy to find the best hotel near clients and airports. Pull up booking info on your phone with ease.
- Transportation – Transportation apps make booking the right rental car easy. Book ahead and skip the lines when picking up your car.
- Routes – Planning your route through an App allows you to be efficient and prepared before leaving for your trip. Use an app to connect your information, navigate, and find leads in the field.
Continue reading “Best Travel Apps For Sales Reps”
Outside and inside sales representatives have the same goal – sales. Nevertheless, a day in the life of an outside sales rep is very different from a day in the life of an inside sales rep. Inside sales reps work from the office, make sales inquiries over the phone, and schedule demos via Skype or other conferencing tools. Outside sales reps visit clients and prospects at their business locations.
Continue reading “How A Business Can Leverage An Outside Sales Network To Make More Sales”
Historically, sales and marketing have struggled to work together. And it’s no secret that tension, and sometimes even resentment, exists between the two departments. This disconnect is often deeply ingrained in corporate culture, manifesting in the form of departmental silos and a lack of communication.
A Forrester study found that only 8% of B2B companies have tight marketing and sales alignment. Even so, most organizations are pretty adept at recognizing that there is a problem and developing piece-meal solutions. The challenge is identifying and enacting a strategy that promotes enduring change within the company.
Continue reading “4 Tips for Improving Sales and Marketing Communication”
As a sales rep (or the manager of one) it’s always a priority to increase sales productivity. Productivity is a key factor in the success and overall health of your business. Sales productivity is measured by the rate a salesperson increases revenue for a company. The art of improving sales productivity focuses on making a sales rep more efficient with their time. The more productive a rep is, the better they are at selling and forming connections with clients and leads. Nurturing these relationships is an important factor in a company’s longevity.
Tracking the amount of time you spend face-to-face with customers, emailing, and planning future meetings gives you a clearer idea of your sales productivity. As a sales rep, you want to focus on the actual time you spend selling. It’s just as important for a sales manager to keep track of these metrics in order to understand what reps are focusing on and how they can become more productive.
Sales are the bottom line for your company. Your ultimate goal is to sell as much as possible, in as short of a time as possible, to maximize revenue. Reps and managers should use this guide to increase sales productivity and reach that goal more quickly.
Continue reading “Top 10 Ways to Increase Sales Productivity”
As a sales manager, you need to understand ROI to evaluate productivity apps, analyze new employees, or buy new equipment. Knowing how to calculate ROI helps you figure out whether your investments are going to be profitable or a waste of money.
If you aren’t familiar with ROI calculations, we’ve got you covered. This article was written to give you a better understanding of ROI, it even includes an ROI calculator for sales investments to save you time and effort when evaluating the benefits and losses of your investments.
Continue reading “Sales ROI Calculator: Analyze Your Investments”
Is your email fighting for attention in your prospects inbox? Does your email have what it takes to stop prospects in their track? If you’re wondering why your emails don’t do well, they might still need some work. In this article, I am going to share some of the best tips to improve your email open rates.
Ready to learn how to increase not only your open but your reply rate as well? Then keep on reading.
Continue reading “7 Ways To Improve Email Open Rates”
The Elevator Pitch is one of the most crucial skills for a salesperson to master.
Have you ever bumped into a business partner or client, only to have them ask you about your product? You’ll have about 60 seconds (or less!) to introduce your product and create interest. In some cases, this might be your only chance at getting their attention. Failing to catch their attention in that minute could cost you a customer! Don’t fret, because we have compiled 7 useful tips on crafting the perfect elevator pitch for salespeople.
1. Know how much time you have, then decide content
Elevator pitches are called elevator pitches because they are delivered at times when you don’t have much time to speak. You will usually have around 15 to 60 seconds. Here is a break down of what your content should be depending on how much time you have:
15 seconds: explain who you are, and what your product is about
30 seconds: explain who you are, what your product is about, and why it is relevant to the customer
60 seconds: explain who you are, what your product is about, why it is relevant, and how specifically it can help the customer.
Continue reading “7 Useful Tips on Crafting the Perfect Elevator Pitch”