Inside Sales Training – Qualifying Buyers

Inside Sales Training – Qualifying Buyers

Inside Sales Training – Qualifying Buyers What is Qualifying a Buyer? This is a process which helps you to figure out if you have a chance to win the deal and what you should be doing to win the deal. Each one of the buyers may be in different stages of their buying cycle. You can’t convert all leads into purchase as the buyers may not have the budget, may have a negative opinion about you and would also be having their choice of vendors but like all of us, they would also like to window shop and would talk to sales people to learn. However, this should not be perceived as an intent to buy from us. A few parameters in Qualifying Buyers would be A match between the buyers

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Inside Sales Training – Blog Commenting

Inside Sales Training – Blog Commenting…. Every day 100s of your potential customers flock to some industry blogs or forums to either to ask a question or to find answers to the issues they face on a day-to-day basis. Are you, as a sales person, there finding out the relevant questions and answering those? Are you positioning yourself as a thought leader without spending too much of time on selling efforts. Are you making your potential buyers reach out to you and are you engaging with the person. Yes, Blog commenting is an effective way to get in front of people who you would have, otherwise, taken a lot of time and effort to reach out. In large companies, the marketing teams will be doing these activities but in smaller

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Inside Sales Training Agenda – Bottom of the Funnel

Inside Sales Training Agenda – Bottom of the Funnel

Inside Sales Training Agenda – Bottom of the Funnel The last stage in the buyers decision-making process – Bottom of the Funnel. You are shortlisted vendor. You have got the RFP in your hand. You are making the proposal right now. You have been able to strengthen your position in the minds of the buyer. You have a good chance of winning the deal and are in the last few stages of the sales process.  What should you be doing in this stage?? After convincing the prospect all along, what you have to do here is convince the prospect on “Why they should choose you among the other shortlisted vendors”. It goes without saying that you have done a great job till this time to get to this stage but

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Inside Sales Training Agenda – Middle of the Funnel

Inside Sales Training Agenda – Middle of the Funnel

Inside Sales Training Agenda – Middle of the Funnel… Once a lead is generated, the team jumps in excited that an opportunity has been found and begins servicing the buyer. All leads are not equal and it is important that these leads are filtered and decisions are taken on which one of the leads generated is worth the organizations time. There are many potential buyers who are checking you out. This is because of multiple reasons You had cold called them and have pitched to them in a nice way. They got interested based on your pitch and would listen to you. Once again, you have cast the magic spell and they are talking to you about a potential engagement and are asking you to bid for it. They engage

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Inside Sales Training Agenda – Top of the Funnel

Inside Sales Training Agenda – Top of the Funnel

Inside Sales Training Agenda – Top of the Funnel No leads… mean No Sales – Prospecting should be an integral part of a sales persons day. This module will talk about the various aspects of prospecting, which is connecting the sales person with the potential buyers who are not aware of the products or services and educating them on how the sales person can be useful to them. The targeted number of prospects that need to be generated should be in reference to the sales activity planning done earlier. Additionally, a list of all possible channels should be used for prospecting. The channels that can be used effectively for prospecting are as follows Cold email Cold call Webinars Networking Getting published Existing customers Customer referrals   Prospecting is the first

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Inside Sales Training – Understanding the buyers needs

Inside Sales Training – Understanding the buyers needs

Inside Sales Training – Understanding the buyers needs   Let us look at why we should understand the buyer’s needs When there is no issue, there is no solution. When there is no pain, there is no gain. Unless you take the effort to understand what the pain points are – why your buyers are looking to buy some product or service you are selling – it will be difficult for you to be in an advantageous position in the buyers mind when they would take the decision to buy. How do you understand your buyers needs? No one can read minds. The written document that manifests the prospects requirements (RFPs) may not accurately represent the pain points. So, understanding the buyer and to make them open up and confess

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Sales Training – Skills required for todays sales person

Sales Training – Skills required for todays sales person

Sales Training – Skills required for todays sales person   Buyers are getting more knowledgeable and are hence changing their buying behavior… So, sales people have to change. Thanks to Internet and VOIP, any sales person can reach anyone across the globe and can sell. This means that more competitors now have access to your customers that was once upon a time, available only to you and to a handful of competitors of yours. All websites look similar flaunting all functionalities in the product or capabilities in services. All sales people say that their companies will do everything. Buyers are hence suspicious with sales people and are also tired of the noise and the volume of the marketing and the sales campaigns aimed at them. What skills should the sales

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Cold Email – Prospecting – Consistent Sales Engine Blog Series

Cold Email – Prospecting – Consistent Sales Engine Blog Series

Cold Email – Prospecting – Consistent Sales Engine Series…   The most important activity in a Sales persons day is Prospecting which is … reaching out actively to buyers who are not aware of the selling organizations existence or the products or services and creating awareness. There will be no deals when there are no prospects. We should be prospecting every single day. The targeted number of prospects that need to be generated should be in reference to the sales activity planning done earlier. Additionally, a list of all possible channels should be used for prospecting. The quantum of efforts can be defined by past data. We will talk about Cold Email as one of the Prospecting methods to achieve a Consistent Sales Engine. Cold Emailing…. Emailing as a channel can produce

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B2B Targeting – Consistent Sales Engine Blog Series

B2B Targeting – Consistent Sales Engine Blog Series

B2B Targeting – Consistent Sales Engine… Targeting the buyers in a B2B Sales is very important. Identifying the Buyers within an organization is very important. Companies don’t buy… People do… Reaching out to the right person is extremely important…In a very large organization, there will be so many buyers that it will be very difficult to identify the right person we have to get in touch with. Engaging with a junior or a wrong person is a feel good factor initially because they will pick up our phones and will talk to us, they will respond to our emails and they will also ask for multiple demos which will give us a feel good factor that we have begun engaging with this account. However, getting in touch with the junior people

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Consistent Sales Engine Part 1 – Segmentation

Consistent Sales Engine Part 1 – Segmentation

Consistent Sales Engine Part 1 – Segmentation As a Digital Marketing or a Sales leader , do you want to implement a process that will mature into a Consistent Sales Engine? As you are aware, Tweaks need to be done constantly at multiple stages of the sales cycle to make it more efficient. Tens of thousands of emails… Thousands of phone calls Hundreds of web pages aimed mindlessly at all buyers only irritates them. The effort, time and the money spent can be optimised by planning well . The first step in this process is………………… Segmentation. There are so many buying organisations that you can sell into. Sales teams always gets into a confusion on what sort of companies to target and end up generating a list by themselves or carry

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Hiring a Sales Team Early Stage

Hiring a Sales Team Early Stage

Hiring a Sales Team Early Stage Now that you have acquired your First Few Customers who are paying and have understood the Industries(Segments) you have to focus on, the People(Targets) within these organizations you have to Target  and the Benefits (Pitch) you would articulate for them. Time has come for you to articulate your success stories and go after new customers by hiring a sales team and scale up. Hiring a sales team is a bit tricky as the Founders come in with lots of expectations. The simple fact that the Founding team has built an organization without much of a sales background gives them the hope that the new sales team is going to increase their revenue a few times within a short time. Unfortunately, this does not happen in

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Hidden cost of not qualifying your prospect

Hidden cost of not qualifying your prospect

Hidden cost when a prospect is not qualified It takes a lot of time and effort to prospect and get them interested in your products or services. The temptation is not to let them go and pursue them till the end to close as many or all of those prospects. However, all prospects cannot be treated equally. Each one of your prospects are at multiple stages of their buying cycle and have their own parameters on which they make the purchase decision. It does not matter if it is just a follow up once in a while on the phone or through email as the cost involved is insignificant or next to nothing. The damage comes in when one of the two conditions occur: 1) False Positives – The sales person

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Data Driven Sales Review – Monitoring entire sales cycle health

Data Driven Sales Review – Monitoring entire sales cycle health

Data Driven Sales Review – Monitoring entire sales cycle health For Managers running reasonably sized teams, there is so much of activity happening on a daily basis. There are priority areas such as Top Account Closures, Customer escalations, Proposals to be written, Attending to the sales reps and supporting them on their sales calls, Large Account Management, Managing team attrition to name a few. This leaves them with no time to understand the health of the sales team on how they are doing as per the goals set for them. In reviews, many of the managers have time only to find out the top closures for the week/month and begins focussing on those. However, what is not done is understanding what happened the previous day/week, what issues they are facing and

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Getting past the Gatekeeper

Getting past the Gatekeeper

How to get past the gatekeeper Gatekeepers are people who are paid to keep people like us away. Many a times, I find it so frustrating when they ask me what this is all about. But I also understood that that is part of their job. There are two types of gatekeepers 1) Telephone Operator 2) Secretary of your prospect. While the telephone operator may not be a big factor in large companies , they just pass on the phone based on the names but the secretary will be a bit of an inquisite person. While we always want to speak with the senior most person in the company, the gatekeeper may not necessarily live your dreams and let you be happy. They want to know why you want to

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Anatomy of a Cold Call

Anatomy of a Cold Call

Anatomy of a Cold Call My company is five years old; we have so many customers and interesting case studies. How am I going to convey this in a cold call within the magical 45 to 60 seconds? How am I going to impress the prospect to continue to talk to me? How am I going to nail the next meeting on a cold call? Sounds Familiar!!!. These are the questions that constantly hound every sales person when they are mandated with doing cold calls and are asked to prospect. Not being aware of what to do makes the cold calls an unexciting and a hated job for all sales people. The bulk of the initial conversations go into a negative spin because the sales person is unable to convey

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Is Cold Calling still effective these days

Is Cold Calling still effective these days

Is Cold Calling still effective these days Lots of techniques have evolved , thanks to Digital Marketing in reaching out to the prospective Buyers. I am discussing my thoughts on why sales people should Cold Call and continue this Channel of outreach to their buyers. Every Sales person at multiple levels is expected to prospect and get new buyers into the Top of the Funnel which they can nurture in the Middle of the Funnel and take it to the Bottom of the Funnel to close. In the Pre Email and Pre Internet days, the only option that was left with the sales person was to cold call or to cold knock. Now, with Internet being a leveller and with the entire world as our market, the global competition is

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5 Cold Email Best Practices

5 Cold Email Best Practices

5 Cold Email Best Practices   Do you send lots of emails but do not get any or good responses? Email Marketing has become the norm for every company. Every company reaches out to their potential buyers through email.  Since emails ids are so easy to find and can be sent at any time without the buyer being live, every company sends 100s of emails everyday. A typical buyer receives more than 200 to 300 emails a day excluding the inter company emails. So, no one has the time to check all emails and respond to all of those. So, busy buyers use filters to get the emails only from those they know and get the other emails or commercial emails to their spam folders. Hence the response rates are very low. Here are five techniques

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How to engage with Buyers

A typical day in a sales persons life. So much of efforts are being put by a sales person and so many people are either being spoken to or being met. Salespeople constantly get demotivated because they believe that they are putting in so much of effort but no buyers are showing interest. They are also having a negative feeling about Sales because not many buyers are willing to continue after the first or the second conversation. Why is it happening? Buyers will not be interested if you would talk about yourselves. Buyers will be interested only if you talk about offering something that would help them solve one or many of the problems they have. Unfortunately, many of the sales scripting revolves around the uniqueness of the

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Hands on B2B Sales Planning

Hands on B2B Sales Planning

My interactions with entrepreneurs, across various cities and various stages of their organizations at NASSCOM led roundtables & workshops has been nothing short of an eye-opener. I have interacted with technology founders who had no formal sales background. They took a blank canvas, leveraged their contacts, hired the initial sales team and have scaled their organizations and have acquired a commendable number of customers. I see every one of them willing for the transition of the sales process – from being a passion driven sales culture to that of a systems driven one. The Internet is a great leveller. Information is available to everyone – one’s offerings, one’s competitors, one’s prospects. There are also many similar products and services claiming to offer the same benefits jostling to capture the attention

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Expert-Prospecting-Tips

Prospecting is important for every sales person to engage in new conversations and qualify enough opportunities at the top of the funnel to close deals consistently. Witty Parrot has released a e-book on expert prospecting tips from 23 experts and I have written my article from the perspective of the Importance of Segmentation & Targeting and on the importance of keeping personal statistics.Prospecting is important for every sales person to engage in new conversations and qualify enough opportunities at the top of the funnel to close deals consistently.Prospecting is important for every sales person to engage in new conversations and qualify enough opportunities at the top of the funnel to close deals consistently. Download the ebook here..