Sell it in English 7/2019

SELL_07.jpg

Results under control

The sales funnel is a tool that allows you to organize the sales process, qualify individual leads and direct your activities to those of them that create the greatest sales opportunities. In many companies, the management of the sales funnel is the manager’s domain, but an effective salesperson has to be aware of what their funnel looks like and how to analyze it to become more effective. Elżbieta Sawczuk in the article “Results under control - managing the sales funnel” explains how to work with your funnel every day and which factors require special attention to improve its tightness.

Being a salesperson means, inter alia, having a lot of data to manage. CRM (Customer Relationship Management) software can be really helpful in this process. “It is the hub where all of that client data comes to life and can be made meaningful” – writes Graham Richardson in his article "How CRM can help salespeople boost their results”. If you would like to master in managing your relationships with clients, read this text carefully – you’ll find a lot of practical tips there!

Every salesperson knows the true meaning of saying ‘time is money’. This is because salespeople do not get paid in terms of the numbers of hours they put in. They are paid to produce results. And this means that every minute they spend not engaging in high-gain selling activities represents lost opportunities and, what follows, lost revenue. How to manage your time at work properly? Katarzyna Muzyczyszyn can teach you some tricks in her feature “Time management skills: a key to greater productivity in sales”. Try it yourself!

Pobranie wydania w formie pliku PDF możliwe dla zalogowanych użytkowników serwisu. Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę Kup pojedyncze wydanie

Artykuły

nr 7/2019

Results under control ‑ managing the sales funnel

SELL_7_2.jpg

Have you ever looked at your calendar with the feeling that you don’t know what to do and where you stand? If your boss asks you how much you’ll sell this month, do you just make up a number? Do you have the impression that your sales happen accidentally? Do you feel that you devote too much time to some clients, and that not much comes out of it? If you answered yes to these questions, don’t worry...

Czytaj więcej
Tylko on-line nr 7/2019

A blog as a sales tool

Blogs have long been tested as a tool for reaching new customers. If your company doesn’t have a blog yet, it means that you’re either looking to get rid of customers, or that many people who might buy something simply don’t, because you don’t provide them with the right reasons. Running a company blog is a cheap and effective way to acquire new customers.
Czytaj więcej
nr 7/2019

Effects instead of needs

SELL_7_22.jpg

Asking clients about their needs is pointless. Why? Trying to address needs will take you down a slippery slope. On one hand, they are an important part of the sales process, on the other, clients aren't naïve. They won't let themselves be persuaded that they need something if they don't. And, to make it harder, they really don’t think about their needs. Often, they don’t even know what they need.

Czytaj więcej
nr 7/2019

Revisit the follow up!

SELL_7_26.jpg

To be in with a chance of making a sale, you need to follow up on leads. If you don’t, then you lose the connection, and the lead goes cold. Yes, I know you know that. But are you doing it? Enough?

Czytaj więcej
Tekst otwarty nr 7/2019

How to cross‑sell effectively

SELL_7_28.jpg

Experienced sales professionals know that it’s generally easier and faster to sell to current customers who know your company’s brand than to new customers who do not. ‘You’re 60-70% likely to sell to an existing customer, compared to the 5-20% likelihood of selling to a new prospect,’ reported Hubspot.1

Czytaj więcej
nr 7/2019

Closing sales on the B2B market

SELL_7_46.jpg

Closing transactions, for example by signing a contract, is just the icing on the cake. If the previous stages of the sales conversation were good, then finalization is a natural consequence. If you don’t finalize transactions, the problem often comes from one of the previous stages, so closing sales, despite being the shortest stage of the entire process, requires many different skills.

Czytaj więcej
nr 7/2019

Time management skills: a key to greater productivity in sales

SELL_7_50.jpg

Every salesperson knows the true meaning of saying ‘time is money’. This is because salespeople do not get paid in terms of the numbers of hours they put in. They are paid to produce results. And this means that every minute salespeople spend not engaging in high-gain selling activities represents lost opportunities and, what follows, lost revenue.

Czytaj więcej
nr 7/2019

Smile when you dial

SELL_7_38.jpg

Yes, I realise it sounds cheesy. But you CAN hear when someone is smiling on the phone. In fact, you can hear what type of smile it is, too, apparently.

Czytaj więcej
Tylko on-line nr 7/2019

Give the customer a choice

When face with choosing a mobile data plan, cable television package, or even yogurt in a supermarket, we’re often stunned by the number of options available. Although psychological research confirms that too many options often leads us to totally abandon the purchase, it must be clearly stated that the choice should belong to the customer. Even if it’s a Henry Ford style choice - that is, that the...

Czytaj więcej
nr 7/2019

How to build credibility with buyers

SELL_7_9.jpg

In our book, "The Collaborative Sale"1, my colleague Keith Eades and I explored how buyers’ expectations of salespeople have changed over the last few years. Our research shows that buyers have more access to information than ever before. As a result, they feel fully empowered to control their buying process, with significantly less interaction with salespeople, especially in the early stages of a...

Czytaj więcej
nr 7/2019

10 techniques that increase the salesperson's credibility in the eyes of the client

SELL_7_12.jpg

Your credibility among clients is a key factor determining your ability to persuade, which your sales depend on. If it is not high enough, it’ll be far harder for you to get new orders. How can you strengthen your credibility in the eyes of the client, so that it translates not only into short-term sales, but also long-term benefits for your relationship and your image?

Czytaj więcej
nr 7/2019

When the client doesn't pay

SELL_7_18.jpg

There’s nothing quite like signing a new contract with a client. Your enthusiasm drops, however, when the client buys something but doesn’t pay on time. Some salespeople try at all costs to recover the amount due, often without effect. Others, for fear of losing both the client and their reputation, take no action.

Czytaj więcej
nr 7/2019

From telemarketer to team leader

SELL_7_54.jpg

Working on the phone might not be much fun, but it’s even harder to manage a group of telemarketers. Typically, team leaders have no prior management experience, and their first 90 days are rather ‘make or break’. So, what do you need and what can you do to stay in the saddle and build a committed and effective telesales team?

Czytaj więcej
nr 7/2019

How CRM can help salespeople boost their results

SELL_7_40.jpg

Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

Czytaj więcej

Reklama