EP Huddle #40
Webinars are a great way to effectively showcase a product or service without spending too much money on travel. The available technology has improved so much that sales teams can now accomplish the same goals that used to require travel, face-to-face meetings and expensive travel budgets. Now, inside sales teams can do the same things from within an office.
Tools such as FaceTime, Skype, Go-to-Meeting, Web-Ex and Uber Conference are examples of the web conferencing and video technology that can help connect sales teams with customers. Here are two major ways to utilize these technologies to generate revenue.
As a team:
How can you leverage technology to build more awareness of your company within the market? You should have prospecting goals aligned to number of webinars delivered and number of prospects who attend these webinars. Your major focus is to create a way for prospects to learn about you and then find a way to get them into your sales funnel. In addition, how can you build a customer on-boarding curriculum to help your sales and product teams better equip your customers to be successful?
EP Huddle #36
Many companies view 'sales' as a one-size-fits-all department within an organization. But, it's important to understand that in the modern age of selling, there are specialties within the sales process that help create a more efficient and productive approach to customer acquisition and growth.
Here are the key sales roles that maximize revenue, reduce cost and allow for effective training, hiring, on-going coaching and management.
Inside Sales: Inside sales combines outbound and inbound sales activities with a mixture of phone calls, emails, webinars, lead generation, target research and a variety of other "in the office" activities. Inside sales professionals can generate new business, develop opportunities and move them through the sales process resulting in a purchase order. And, inside sales reps can also work with customers after the purchase to grow accounts with cross-selling, add-on sales and renewal sales. Inside Sales is cost efficient, leverages technology to have maximum activity while maintaining high quality, and can either be the primary selling strategy or compliment a field sales team to help keep field reps in-front of prospective and current customers.
Key Inside Sales Activities:
Sales Development: Sales development is a subset of inside sales that focuses exclusively on generating new business and filling the pipeline with new opportunities. Sales development representatives focus on heavy prospecting, nurturing leads to stay top-of-mind, and are focused on qualifying opportunities. Sales development is a critical component for any sales team, as new opportunities are the lifeblood of any company's success.
Key Sales Development Activities:
Account Management: Account managers work with existing customers to ensure a high customer experience. They typically pick-up the relationship with a client once a purchasing decision has been made, and account managers are responsible for coordinating the on-boarding process. Account managers also review product usage information, help resolve customer problems and make sure everything is working properly to guarantee the customer continues to renew.
Key Account Management Activities:
Field Sales: Field sales is the traditional approach to selling. Sales reps are out in the field, working with prospective customers and clients face-to-face. Field sales leverages the personal touch method, but can be inefficient and time consuming as the rep needs to travel from one appointment to another. Field sales is most effective for high value sales and heavy relationship sales. Field sales reps are most effective when appointments are scheduled, and much of the in-office sales work is completed for them. This means they should be partnered with an inside sales rep (at the very least a sales support staff member) to ensure the high activity work is also completed.
Key Field Sales Activities:
Sales support: Every sales department needs support, and it's in the best interest of the company to make sure the field reps or inside sales reps are not the employees doing this work. Sales support includes list generation, target customer research, data analysis, data cleansing, quote generation and purchase order processing. Sales support is critical for an efficient sales team. The work is important to ensure a successful sales campaign, but it's preferred to have a staff member who's not tied to a sales number completing these tasks. Revenue generating sales professionals need to spend most of their time in front of customers (phone or face-to-face).
Key Sales Support Activities:
As a team:
Talk about all of the key sales activities that are done by each member of your team. Are there certain activities that should be completed by someone else in the organization? Are your salespeople spending as much time as possible in front of customers or prospects? How can you generate more business by creating a more focused and streamlined process? Are there certain skills that any of the above roles require that aren't in-line with your current structure?
EP Huddle #28
Selling a complex service or product typically requires conversations with various levels of decision makers. In most sophisticated organizations, sales reps must engage people who control the money, end users who will ultimately implement a solution, and various other people such as IT professionals who will oversee the technology integrations.
Because there are so many layers of people who will have an influence in a decision, it's important to understand what makes each individual tick.
For instance, in an education sale, here are a few key decision makers and some of the things they're interested in:
Top district administration: These folks are interested in data and lots of it. They want to know what that what they're buying will improve student scores. And, they want to make sure the solution is within their key strategic goals for the next several years.
School administration: School level administrators want to know the same things as the district leaders. But, they also want to make sure the implementation won't negatively affect their teachers or on-ground technical team. Is it easy to implement? How will we train our staff to use this new product?
Department leaders: These folks are all about the product, the pedagogy behind the product, and specifically how the instructional tools will impact students while using proven methods of teaching.
IT/Technology: Anyone who helps the technical integration will need to know exactly how this solution will impact their bandwidth, systems and helpdesk. They need to see spec sheets and know how to work within a new product to make sure it's always working. Oh, and students (and teachers) typically don't have control over the machines. So, the tech team will need an implementation plan to quickly install and manage the program.
Teachers: Teachers are a catch-all of the above information, and they'll also require the "how does this affect me" information. They are the end-user, and therefore will need to be sold on the reasons why they should change what they're currently doing (or have done for years). Teachers, like all other end-users will really need to have buy-in or else you'll see the implementation fail, and as a result, any chance for a renewal sale in the future.
As a team:
Who are the key decision makers in your industry? How do you communicate with each group during the sales and on-boarding process? Do you involve them up-front? If not, consider it. If you do, how do you align your messaging to properly fit within the key information they're looking at to make a decision?
Need Improved Inside Sales?
Check out the "EP Huddle." It's more than 55 training articles and tips that will yield immediate impact!
ABOUT EP HUDDLE
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.