A Sales process is a systematic & methodical approach of accomplishing product or service sales.
Sales Pipeline is an integral component of a sales process as it depicts the revenue forcasts & volumentric changes of the company. It consists of various stages such as:
1) Prospecting
2) Data Exchange/Proposal in Progress
3) Decison
4) Closure or Win
The key coloumn headings for a sales pipeliene is:
1) Company Name
2) Location
3) Oppurtunity Name
4) Revenue details
5) FTE Details
6) Sales Team involved
Sunday, February 1, 2009
Lead Generation
Lead generation is a process of identifying different ways of gathering details for prospective customer. This is an important part of selling process as a good database or lead set will help in targeting right customers.
Lead Source:
A lead can be generated from various sources such as:
1) Through a paid database source such as (Hoovers, OneSource etc.)
2) Telemarketing-although a time consuming process but has emerged as an important tool.
3) E-mail Marketing: Most effective means of getting leads and a quicker turnaround ratio.
4) Intermediaries
5) Internal Reference.
In current scenario where every organization want to get more & more business, it is very important to look beyond the traditional mode of selling and use technology such as e-mail marketing & internet marketing.
Lead Source:
A lead can be generated from various sources such as:
1) Through a paid database source such as (Hoovers, OneSource etc.)
2) Telemarketing-although a time consuming process but has emerged as an important tool.
3) E-mail Marketing: Most effective means of getting leads and a quicker turnaround ratio.
4) Intermediaries
5) Internal Reference.
In current scenario where every organization want to get more & more business, it is very important to look beyond the traditional mode of selling and use technology such as e-mail marketing & internet marketing.
Marketing Return on Investment For Lead Generation
How do you show the impact of lead generation programs on the bottom line for your sales organization? The simple answer is "Measurement".
Measuring the financial impact of lead generation marketing is challenging based on the dependency on Sales for appropriate follow-up, the questions of which methodology was responsible for generating the lead, and then debating with Sales over who deserves the final credit.
Contacts us for Following:
1) Aligning strategy and measurements around the customer funnel.
2) Using ROI to manage key profit drivers for lead generation activities.
3) Applying customer and sales analytics to balance lead value and volume through the use of CRM best practices.
4) Prioritizing strategies and tactics for more profitable marketing programs thorugh effective campaign management etc.
Measuring the financial impact of lead generation marketing is challenging based on the dependency on Sales for appropriate follow-up, the questions of which methodology was responsible for generating the lead, and then debating with Sales over who deserves the final credit.
Contacts us for Following:
1) Aligning strategy and measurements around the customer funnel.
2) Using ROI to manage key profit drivers for lead generation activities.
3) Applying customer and sales analytics to balance lead value and volume through the use of CRM best practices.
4) Prioritizing strategies and tactics for more profitable marketing programs thorugh effective campaign management etc.
Need of the hour
Since buying behavior of customers is changing due to recession and therefore we need to move strategically smarter to consumers than just harder selling. We need to spend more time in assisting them and go for consultative selling approach. Following are the tips for sales professional:
- Apply Consultative selling approach
- Do a lot pre-sales preparation
- Need to understand consumer needs than pushing our services or products.
- Have to apply pull marketing strategy
- Have to be more specific in identifying our target audience based on the strengths
- Have to improve on weaknesses and time to get better on what we do
- Change the routes to get success into market based on the strengths
- Be fast and consistent.
- Speed up decision making processes and response times.
- Apply Consultative selling approach
- Do a lot pre-sales preparation
- Need to understand consumer needs than pushing our services or products.
- Have to apply pull marketing strategy
- Have to be more specific in identifying our target audience based on the strengths
- Have to improve on weaknesses and time to get better on what we do
- Change the routes to get success into market based on the strengths
- Be fast and consistent.
- Speed up decision making processes and response times.
Marketing & Sales Support Solutions from SalesInsight
What is the need for Marketing and Sales Support Solutions?
1) To improve productivity & efficiency of sales & marketing teams.
2) To leverage new oppurtunities in different markets & locations.
We at salesinsight can provide customized sales support solutions that are targeted towards helping professionals who spend majority of their time on higher value-adding activities and reach out to customers in newer markets without increasing the cost of sales substantially. We do not provide direct sales capablity and therefore are not an alternative to clients in house sales force. Instead we can help in catalyzing your efforts towards meeting your specific needs across the sales value chain while reducing sales cycle and sales costs.
In a tycpical scenario, the majority of an average sales professional time is consumed by lower end activities such as lead generation, RFP & RFI building, cold calling & telemarketing, preparing collaterals etc.
We can help in the following:
Sales Lead Generation
1)List/database generation and profiling of prospects,
2) Cold call prospects, generate interest in clients product or services.
3) Primary research for e-mail id's & contact management through CRM.
Proposal and Collateral Production
1) Custom collateral development, sales pitchbook & presentations, brochures, website content & development
2) Proposal and RFP development
3) Customer reference management
1) To improve productivity & efficiency of sales & marketing teams.
2) To leverage new oppurtunities in different markets & locations.
We at salesinsight can provide customized sales support solutions that are targeted towards helping professionals who spend majority of their time on higher value-adding activities and reach out to customers in newer markets without increasing the cost of sales substantially. We do not provide direct sales capablity and therefore are not an alternative to clients in house sales force. Instead we can help in catalyzing your efforts towards meeting your specific needs across the sales value chain while reducing sales cycle and sales costs.
In a tycpical scenario, the majority of an average sales professional time is consumed by lower end activities such as lead generation, RFP & RFI building, cold calling & telemarketing, preparing collaterals etc.
We can help in the following:
Sales Lead Generation
1)List/database generation and profiling of prospects,
2) Cold call prospects, generate interest in clients product or services.
3) Primary research for e-mail id's & contact management through CRM.
Proposal and Collateral Production
1) Custom collateral development, sales pitchbook & presentations, brochures, website content & development
2) Proposal and RFP development
3) Customer reference management
Automate your sales cycle
How do you track your efforts in sales? There are couple of automation tools available in market like SalesForce, SugarCRM, etc.
For small businesses it is better to choose free opensource SugarCRM and install it on there web hosting like www.mycompanyname.com/sales/sugar/ . Start using it and see how easy it is to automate your sales.
Thanks
For small businesses it is better to choose free opensource SugarCRM and install it on there web hosting like www.mycompanyname.com/sales/sugar/ . Start using it and see how easy it is to automate your sales.
Thanks
Pre Sales Preparation
What you have to sell, for and to Whom you have to sell, in Which market, at What prices, Where you are competing?????
Acquiring knowledge about these kind of questions is the first task of a sales person.
Initially you have to find out what all collateral's and material available with you. Some of the required documents are:
Corporate Presentation, Case Studies, Company Introduction, e-mailer, letter, brochures, sales pitch and scripts,previous work demos, etc.
Also you have to collect information about your company (history, finances, management, size, policies etc. ), product or service you are going to sell, its features and benefits,competitive analysis, etc.
Another important factor is knowledge about your competitors.
This preparation will help you in proposing a much credible picture to your prospects and build trust.
Acquiring knowledge about these kind of questions is the first task of a sales person.
Initially you have to find out what all collateral's and material available with you. Some of the required documents are:
Corporate Presentation, Case Studies, Company Introduction, e-mailer, letter, brochures, sales pitch and scripts,previous work demos, etc.
Also you have to collect information about your company (history, finances, management, size, policies etc. ), product or service you are going to sell, its features and benefits,competitive analysis, etc.
Another important factor is knowledge about your competitors.
This preparation will help you in proposing a much credible picture to your prospects and build trust.
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