I spend all day everyday fine tuning my clients’ Sales Engines and not surprisingly there are some common quick fixes’ that I see time and time again.
These often small changes will have a massive impact on the output of your own sales function (and remember I purposefully call a company’s sales function their Sales Engine, because it encompasses strategy, people, processes and sales skills). Here are my top five quick fixes’;
1. Learn to qualify and I mean really qualify – every single opportunity. If you have a massive pipeline, but poor conversion. A huge marketing spend that is producing lots of hits but not much else. Or a large number of opportunities that seem to be stuck at proposal stage then I guarantee your team do not know how to deeply and thoroughly qualify.
Why do your customers buy from you? What are their triggers? What are their barriers? What is their desired buying process? What does success look like for them? How will they add your value to their own and increase their own competitive advantage? You need to know these answers and a tonne more!
Even if you have lots of repeat clients, or inbound leads just because an opportunity is inbound doesn’t automatically make them qualified (A BIG mistake!). Ensure you have compiled your own lead scoring system and trained all of your people to understand how to uncover a client’s buying need AND position in their own buying journey. At a very basic level what is your sales template for your own qualification questioning framework?
Read the full article here >>> Northern Insight Magazine – Business