Category Archives: business

How to Close Inbound B2B Sales Leads in 6 Steps

As we all know, lead generation is the marketing process of stimulating and capturing interest in order to develop a pipeline for Sales. But in most B2B businesses, their marketing funnel is more like a leaky colander. So I’ve perfected: ‘The definitive 6-step B2B inbound sales check-list’!

There’s a wealth of information available online nowadays, buyers do a lot of their research online before ever wanting to speak to someone in the Sales team. Today’s buyers are able to research and shop around for services so that the purchasing cycle is increasingly directed by THEM NOT YOU.

But that doesn’t mean that your sales team is obsolete, far from it! A survey by Acquity Group revealed that more than 95% of corporate buyers still call upon the assistance of Sales in the purchasing process.

inbound leads, B2B sales leads

What this means is that sales and marketing teams must work together to drive decision making with a joined up process. So if your marketing team are generating inbound sales leads, how do they join-up activities to sales?

The jargon calls this “alignment of the sales and marketing cycle to that of the buying cycle’. Put more simply; it’s a consultative sales process where you don’t sell, you help the customer buy. It’s a subtle but important difference:

According to Hubspot, there are six key principles to the inbound sales process:

How to implement the six-step inbound selling checklist:

This may all sound wonderful in theory but what practical steps can you take to transform your sales tone from an intrusive nuisance to a wise and trusted adviser?

Regardless of where and why your prospect has entered the pipeline, the key to inbound selling is that the raison d’etre of your Sales team will be to fuel the customer make up their own minds about your service or product, rather than tell them what to do.

Hiring The Best Sales Management Personnel

Remember, as an executive, just because you hire a sales manager, does not mean that you don’t have to manage, mentor and coach yourself. Sales managers need to grow as well. Think of it as a process that must continue until you retire. Otherwise, the company blows up.

If you want to grow your business, you have to get someone very competent. You cannot use the word lightly, either. Though, the aforementioned statement is not cutting edge.

However, it is imperative that you get somebody who can grow with the company and fit in well within the culture. You have to like this person as an individual because you’re going to be married for a long time. That, or you’re going to be hiring again.

Moreover, as an executive, prior to hiring the individual, you must have a clear vision that looks 1 year into the future with this new person. Take a second and think.

Does the person have the capabilities to meet your needs and can they see your vision?

Here are some tips to help you first answer the question at hand as well as the strategies to implement to assure your sales management hire is a success.

Bite Your Tongue, But You’re Going To Have To Do It

As an executive, you are going to have to forfeit power to this individual. Some hate to hear it and fear this as I would too as a business owner, but it must be done. Be comfortable with their decision making power, but don’t put yourself completely out of the comfort zone while doing so.

If You Don’t Set Firm Expectations, You’re Done

Whether you’re a CEO, a sales executive or other, you must set firm goals as to what you expect from this new employee from day one. This does not mean putting pressure on the individual (I am quite against that), but it does mean being candid.

After the expectations are set, you now allow a good relationship to start. It cannot be the other way around. The business model will fail.

Know That If They Don’t Set Firm Expectations, They’re Done

If it’s a turn around hire, a sales manager must establish authority with his or her subordinates, demand hard work from them, respect them, gain their respect all while having complete transparency with their subordinates.

The concepts sound so easy, though only to the ones who have never lived it. Knowing what you know, ensure that the same expectations you have of your new sales manager are passed down to your sales team. Set the corporate culture.

Implement Quarterly Performance Reviews

When clients ask us for quarterly review sheets, they do so for a reason. Every company should begin to implement some form of grading process. Without it, as an executive or business owner, you risk losing control of any and all.

Give Them Some Marketing To Work With

No sales manager is going to make you, the company, themselves and their sales representatives any significant cash flow without incoming leads. Marketing has gotten tougher and tougher and it takes more work than ever. This person cannot do it all. Make the bed as cushy as possible for your new guest.

Special Features of Sales Automation And Benefits For Businessmen

Business field is highly competitive and hundreds of businessmen are trying to reach top level. In recent times, the software companies are continually providing support for businessmen, with their innovative software tools. Now, business companies are supported by the advanced Sales Automation software tool. This is the most advanced tool, exclusively for businessmen, for developing their business and making most of them.

This tool takes the responsibility of controlling inventory, sales processing, tracking customers’ interaction and analyzing sales forecast. This tool should be definitely suitable for your business, since you would be in the position to monitor your business, right from the beginning. After the introduction of this software tool, business companies are able to develop their business dealings and they have already expanded their companies into a different level. Now, Sales Automation is popular with the commercial establishments and they are enjoying all the special features and benefits of this advanced tool.

At present, buyers have different ideas and approaches, especially, in buying products. In fact, social media online shopping is gaining popularity and in addition, people have started to shop with their mobile phones. In this very circumstance, businessmen have to be careful in selecting their tools and they need to make sure that they are with the most trusted software tools, which have been exclusively developed for business development programs. Now, Customer Support Software is familiar with companies and they use this tool, only for the purpose of providing complete satisfaction to their customers. In fact, there are several important stages for the manufacturers to make the products to reach actual users.

Basically, product manufacturers have to get feedback from the buyers and this may not be possible, since they are not directly connected with the users of products. Further, they cannot maintain record of the persons, who are using their products, since the customers would be in millions. Without the continuous support of the customers, product sellers cannot stay in the business and they need to make sure that they get exact feelings and frank opinions of their users.

The advantage for the business companies is that they do not have to purchase the tool and they can enjoy cloud support from the experienced software companies. In addition, there are various grades in the supporting tool and businessmen may opt for the tool, which is perfectly suitable for their businesses. This way the commercial activities render more benefits and profits.

Now, companies do not have to keep record of the customers, after the arrival of this advanced Customer Support Software and they can improve the standard and designs of their products and make them to perform better and to look impressive.

How to Develop Productive Telephone Call Centers Services With Prolific Agents

The lifestyle at the call centers seems to be very frenzied especially when these firms do not follow a specific culture. In addition, it is also found that the attrition rate of the call center companies have been growing higher and become a very debatable topic in all the spheres of the globe. Experts have been doing some great researches to find out some serious remedies so that the management and the entrepreneurs can find a better Return on Investment. But there are certain ways of reducing attrition rate by introducing some interesting secrets in the call centers and make the agents more productive. Read them carefully:

Friendly Environment: Understand their emotions. This is the best way to become acquainted with the employers designated for telephone call centers services. The calling agents’ in these establishments needs special care and attention as the businesses processes are not that simple to follow. Regular training, personality development, etc. are some of the basic activities to impart in their daily routine. Therefore, it is recommended that the agents are made to work under a condition that encompasses working hours with maximum short breaks. Speaking over telephone with irritated customers is not an easy task at all.

Feedback: Calling agents can perform better when they are well informed with the daily updates about their responsibilities. Regular feedback sessions from the team managers and supervisiors can build better foundation of the floor operations and result in productive results within a short period.

Better Call Handling: The level of intellectuality in call handling is a great factor that induces productivity in the calling agents that leads to the overall growth in that call center company. A proper methodology like Average Handling Time (AHT) should be properly managed with all the business processes. This time management will not only help those to handle better number of call but also allow them to navigate with the customers in a groomed manner. This process tends to grasp a better overview with the agent’s scorecard.

Constant Scrutiny: Phone call centers services are a great matter of engagement and dedication for the managers. Therefore, they need to ensure that the team members are constantly being scrutinized. Look at their call handling skills and inspect the level of improvement in manner that can help to build their confidence to better heights.

Rewards are Must: Customer representatives (CSR) working in call center companies have to follow certain targets and business goals as directed by the clients. Therefore, it is very important that the contact centers that they appreciate the hard work of the CSRs and cheer the moments by rewarding some special gifts or any financial reimbursement.

Simply follow them and check out for the results soon.