Be More Productive in your Sales

Productive Sales Image

Lots of us struggle with productivity and especially the pressure that comes with it. Almost every company faces its struggles with sales productivity.

Companies place a tremendous amount of pressure on the sales team despite not always giving them the tools they need to succeed.

Organizations need to understand that growing its sales teams and creating more aggressive goals is not going to solve its productivity issues. Businesses need to dig deeper into the sales rep world and teach them how to be more productive within their field.

The following tips are to help salespeople be more productive in their sales.

Get organized

It’s hard to juggle multiple accounts, manage countless meetings, and respond to dozens of follow-up emails and tasks every day. With a lot on salespeople’s plates, they must stay organized. Finding a solution that fits you, whether it’s a planner, sticky notes, calendar, a reminders app, etc. can help. Being organized will allow salespeople to know what you can and can’t take on at the moment and what project you need to focus on here and now.

Track your time

Observe how you spend your day working. How much time does it take to find, research, and contact leads, send emails, check your accounts? Know what you are spending your time on, analyze your day to see where you can be more productive.

Use data to your advantage

Data helps you sell. Get the right data in the right context. Setting up your data flow to cover the right topics and deliver it to you in the correct way can ease and speed up your selling. Be able to deliver up to date statics in seconds to your client.

Generate high-quality leads

Finding high-quality leads can be tough, but being productive means you need to find them the first go around. Remember that quality trumps quantity. Create a lead qualification system to guide you in the right direction. Know your target market and find individuals that fit it. There are hundreds of lead generation services out there for little to no cost.

Here are a few we recommend:

Invest in on-boarding and make ongoing sales coaching a priority

On-boarding allows you to teach your new employees the necessary knowledge, skills, and behaviors to become effective within your organization. On-boarding allows for upfront teachings of how you do business, speeding up the learning curve. By continuing training with ongoing sales coaching, you and your salespeople will be well educated and know how to close a sale quickly and effectively.

Automate your sales process

With the newest technology, there is plenty of software and services that can help you automate tasks you otherwise have to spend time doing by hand. If you automate everyday activities, you will save time and allow sales reps to get back to core selling activities. There are numerous ways to automate processes for your reps, including using email templates and follow-up email generators.

Align Marketing and Sales

These two should go hand in hand. Marketing and sales professionals are both working towards the same goal and therefore should be supporting each other. They should share research, insights, and plans. Knowing what the marketing team has learned and is doing can help salespeople refer to and bounce off of when trying to close a sale.

Start social selling

Sales reps need to develop relationships whether online such as social media or offline such as at meetings and events. Social media specifically, allows you to network, prospect customer service, and learn about your target market from demographics to interests to community. Knowing and understanding the target audience from social media allows sales reps to effectively drive an engaging and meaningful conversation they otherwise wouldn’t get from the typical ways.

Evaluate and reevaluate sales processes

Make sure you are continuously reevaluating your sales processes to make any improvements necessary. By first determining what works and what doesn’t work about your existing process, you can start to recreate and monitor a new model. You want to be continually integrating optimized processes into your workflow. The beginning of each new quarter is a good time to reevaluate your procedures and readjust accordingly.

 

 


Database Marketing – What 2018 Taught Us

Summing It All Up


2018 soon will be a year that was and in the last days, as it tiptoes out, our experts spent time and effort to sum it all up for your marketing team.

Myth Busters

One of the most important topics addressed when in lead generation marketing strategies. We didn’t list an exhaustive list but important to keep in mind are: Lead Generation Can’t be Tracked; Qualifying Leads Don’t Matter; Quality Landing Pages are a Waster of Time; Social Media No More Effective in Lead Generation; Webinars are a Waste of Time for Lead Generation; Loads of Own Success Stories Needed.

Social Media

While dealing with social media strategies, we did stress on different approaches for various platforms but the underlying factors of the strategy were: Encouraging feedback and comments; listening to complaints – if any and taking remedial measures in the shortest possible time; geographical targeting; demographical fishing for enhanced reach; using small budget ads where possible and gated content from experts to make your brand as the leader of the pack.

Real World

In the real world, in addition to the age-old methods of emails, cold calling and such, some unorthodox methods were highlighted. The experts have also recommended using solution highlighted languages – in all dealings – at all stages; planning and delivering with optimized solutions; never giving up easily and changing the strategy midway; making sure to reach back in the least possible time to prospects’ asking for a clarification or just more information.

Virtual Domain

In the virtual world, there are simple but also proven approaches to rise above the clutter of competition. A highly professional home page, different landing pages for popup offers or Call To Action (CTA) options; webinars and follow-up with raised questions and queries; expert commentaries on subjects of concern in your business domain; running quizzes, contests, and engagements – were just some of the pointers to note.

Trusted Funnel

Your team should keep an updated funnel by using free CRM tool and the emails from the lists provided by Infofree.com, where the business database has 95% accuracy and consumer database approximately 90% accuracy. Thus your funnel will stay healthy and focussed.

Strategy Inventory

Finally, a very important task this week is to take a thorough inventory of your toolbox and check which ones worked and which need replacement in the coming year (next week onwards). Some of your strategies haven’t yielded desired results so make a note of it and let your experts decide if those need deletion or fine-tuning. Overall, be assured that 2018 is over and you can learn and move ahead.


 


‘Tis The Season For New Customers

Infofree customers

Jingle Bells For Customers


 Yes, this is that time of the year where your team should be the Santa Clause for your prospects, customers and business associates.
 

Tradition The Icing

 
During this festive season, your targeted audience is binding with the traditions of family and also friends. If your team can find ways to be a part of that you’re a winner. Local businesses or geographical boundaries associated with your business can define what you are looking for in the virtual and real world to reach out.
 

Gift Wrapping Offers

 
You can repackage your offers as special gifts for your customers. Simple gifts matter. For example, a stationary shop owner decided to give kids some color pencils and became a darling for the customers for the coming year as kids loved and goaded their parents to revisit the shop for their requirements. 
 

Identifying And Adopting

 
Your team will also come out on top if you identify the different festivities in your domain. Remember there are major and minor micro-societies in any targeted business area. It will pay to understand the various traditions. Most of the time it comes as a surprise to minorities when wished or greeted on their festive occasion. Thus forming a bond with a smile.

 

Personalize & Be Present

 
One of the most ignored aspects of lead generation is personalization on an emotional front. For many of your prospects, there is a hidden emotional part like being alone or also having suffered a loss. The causes can be any but the solution is the same. An understanding outreach from your team gets you a client from a prospect. 
 

CRM Usage A Must

 
The free tool CRM provided with your Infofree.com subscription is a sure way to not let any prospect left behind as you move on. Also, the CRM will definitely play a major role as you move forward and utilize optimized details from lists, provided by Infofree.com, where the business databases, have 95% accuracy and consumer databases approximately 90% accuracy.


Year-End Prospecting Goals For 2018

Prospects & Gratitude Summation for 2018


 

All of 2018 your team has been making efforts to post and engage with prospects. Now is the time to remember to engage with those who reacted to your postings. Before the Christmas festivities and wishing take over, its time for action with a short, concise and genuine gratitude filled thank you note. Do not send Christmas wishes or New Year greetings yet. There will be time ahead for those.
 

Facebook

 
On Facebook, a look at the activities on your page gives you a rough idea of who liked or shared or commented on your page hence they go on your list to send a personalized note. For all those who visited but never left a like or comment behind, there should be a posting of the thank you note on all your postings. Remember even those postings, with no likes or comments, were also visited and noted.
 

Twitter

 
On Twitter, it’s simpler to see the ones who liked your tweet or retweeted. Also as a business entity, make sure to thank all your followers with a thank you note for following you and wishing them well in their endeavors. 

LinkedIn

 
Here the prospects who like, comment or sometimes share your post, get a nod of appreciation. A word of thanks can be posted specifically mentioning them. A personalized message will pop up in their inboxes so keep those short and crisp.
 

Network Platforms

 
On most of the other social media and network platforms, your team has to make sure that they take the time to thank those who have shared your articles/webinars/videos with their network. Make sure that your team makes a public display of the thank you effort instead of just doing it in a private message.
 

Humanize Brand

 
With a public display of your gratitude sentiments, you are humanizing your brand with a long-lasting impact. Your genuine message when filled with kind words will not be lost with your prospects. Thus generating a mental awareness of your brand. 
 

Personalize Receivers

 
There are many options to personalize your approach. Simple is to use the name of a person, place or product to whom you are addressing your note. Behind every business, there is a human face. Your team must thank that human identity in a personalized approach to get the best results. A sure-success way is to optimize details from lists, provided by Infofree.com, where the business databases, have 95% accuracy and consumer databases approximately 90% accuracy.


Max-Out Marketing in December

 


Maximum Use of This Festive Marketing Month

 
2018 is at the exit-month: December and time to give all the year-long content a new lease of life so your marketing strategy can cap it all in these four weeks.
 

Working Ideas

Your best marketing ideas need an injection of fresh impetus so those can cap it all with flying colors in December. A closer look will show where your experts can improve the presentations on different platforms without changing the basics.
 

Social Media 

Most of the new strategy changes that work best – usually will be on social media platforms. A discerning eye will show which social media approach needs a change of clothes. For example how you can make your Facebook page more attractive or engage in conversations on Twitter or post business related pictures on Pinterest. 
 

Colorful Festive 

December is the month of festivities and color is in the air. Depending on your business sector – go ahead and add color to your presentations. This is the last opportunity of 2018 so indulge but with caution.
 

Musical Vibes

Music appropriate for your business can bring attention to your products and solutions. Appealing music plays an excellent catalyst role to bring prospects. Sometimes a tune stays in the head and keeps prospects bringing back to you.
 

Caution Call

In both the above approaches of color and music, the appropriate quality and quantity need optimization with an expert overlooking the implementation otherwise the results can be disastrous. As retailers go for appropriate colors and musical tunes to attract attention, your online team can generate short, concise and soothing colors and tunes to highlight your offers on your websites and other online presence.
 

Thank You 

Nothing will bring a more genuine feeling of appreciation in your customers, prospects and business associates than a short, concise and personalized in some way – a note Thanking them for being associated with your entrepreneurial spirit. If you are a retails business outlet or have a physical office, then do not forget to thank the cleaners, delivery people and mailmen/mailwomen, just to name a few. Your business will be helped by those invisible hands more than you can perceive in real time.