Post by ratna479 on May 16, 2024 4:16:33 GMT -5
Sales. The best salespeople don't try to close the sale with customers who aren't a real good fit. To this end, managers should not adopt a stance of pressuring salespeople in search of closure at any cost, as high sales pressure may even have a short-term effect, but it causes problems in the medium and long term: inadequate, dissatisfied and unsatisfied customers. Speaking badly of the company. Therefore, once the sale is closed, the best salespeople are concerned with making their product successful for the customer. The nine mistakes that make the sales cycle long are: (1) working with the wrong prospects; (2) not having a sales process; (3) having a sales process that no one uses; (4) not truly caring about customer success; (5) selling to the wrong person in the company; (6) not understanding the customer's purchasing process; (7) not really caring about the customer; (8) talking instead of showing; (9) be hesitant to disqualify unsuitable prospects.
Among them, one is particularly important: not understanding the customer's purchasing process. Understanding how the customer buys is even more important than understanding who buys. In practice, the ideal sales process has 3 steps: (1) first contact of 15 minutes to check whether continuing the conversation is not a waste of time; (2) one-hour meeting to check whether there really is a fit Jamaica Email List between the client's needs and your offers; (3) two-hour meeting to create a vision for how to solve customer problems. Chapter 6: lead generation and the “seeds, nets and harpoons” tripod. Prospects are names on a list that have not responded positively yet. Leads have already responded positively in some way. Opportunities is an already qualified lead. A customer is someone who has already done business with you. Champions are the customers who actively promote you. As for leads, there are basically three ways to obtain them: cultivating them as seeds through the inbound and nurturing process; playing the networks, through large passive marketing actions; and launching harpoons through classic outbound actions that require great human effort.
To generate leads through inbound, you can use several tools: customer referrals, free trials, seo, blogging, newsletters, webinars, ppc marketing, affiliate marketing, social media. A non-digital lead generation tool are event fairs and conferences, which must be handled in a structured way to generate prospects. Once anonymous people identify themselves and become a prospect through digital or physical channels, they must be qualified so that suitable ones can be classified as leads. In this new status, they must follow a flow in which they are nourished by new insights and content until they become an opportunity, when they begin to be worked on by the sales team and finally are converted into customers. Chapter 7: seven fatal mistakes made by ceos and vps of sales. The mistakes are: (1) not understanding lead generation and sales; (2) place sales executives to prospect; (3) assume that the sales channels will sell to you; (4) poorly manage sales talent ; (5) think about draining products and not bringing in customers; (6) lack of monitoring of results; (7) manage by command and control; (bonus): do not invest in customer success.
Among them, one is particularly important: not understanding the customer's purchasing process. Understanding how the customer buys is even more important than understanding who buys. In practice, the ideal sales process has 3 steps: (1) first contact of 15 minutes to check whether continuing the conversation is not a waste of time; (2) one-hour meeting to check whether there really is a fit Jamaica Email List between the client's needs and your offers; (3) two-hour meeting to create a vision for how to solve customer problems. Chapter 6: lead generation and the “seeds, nets and harpoons” tripod. Prospects are names on a list that have not responded positively yet. Leads have already responded positively in some way. Opportunities is an already qualified lead. A customer is someone who has already done business with you. Champions are the customers who actively promote you. As for leads, there are basically three ways to obtain them: cultivating them as seeds through the inbound and nurturing process; playing the networks, through large passive marketing actions; and launching harpoons through classic outbound actions that require great human effort.
To generate leads through inbound, you can use several tools: customer referrals, free trials, seo, blogging, newsletters, webinars, ppc marketing, affiliate marketing, social media. A non-digital lead generation tool are event fairs and conferences, which must be handled in a structured way to generate prospects. Once anonymous people identify themselves and become a prospect through digital or physical channels, they must be qualified so that suitable ones can be classified as leads. In this new status, they must follow a flow in which they are nourished by new insights and content until they become an opportunity, when they begin to be worked on by the sales team and finally are converted into customers. Chapter 7: seven fatal mistakes made by ceos and vps of sales. The mistakes are: (1) not understanding lead generation and sales; (2) place sales executives to prospect; (3) assume that the sales channels will sell to you; (4) poorly manage sales talent ; (5) think about draining products and not bringing in customers; (6) lack of monitoring of results; (7) manage by command and control; (bonus): do not invest in customer success.