4 tips to increase the effectiveness of the sales team
Posted: Sun Dec 15, 2024 8:59 am
Marketing a product successfully is possible when we understand and execute strategic processes within the organization. Doing so is not easy, but it is not impossible either.
In fact, everything comes down to a logical process that integrates technological tools and the collaboration of all participants in the commercial process, with these steps:
1. Identify the complexity of the product:
Before marketing a product, it is important to understand its complexity: The more complex the product, the more important and robust the sales process must be.
To evaluate the complexity of any product, take into account these 2 factors:
The average ticket
The level of market evangelization.
The higher the average ticket and the less known the benefits of a product, the higher the level of evangelization should be and the more robust the sales process should be.
2. Listen first, then sell:
Don't talk about how great your company or your products are. Do the opposite, listen and understand your clients' business. It is essential that you understand:
How the client's business works
How to make money
How to reduce costs
These inputs will allow you to generate an irresistible value proposition.
If you do not align your product with the needs of the job function email list customer, sales strategies will be doomed to failure and for that you must collect all the needs of your potential client.
Does it sound difficult?
It's not, explore the needs of your clients and train every day with your team.
How to do it?
Perform role plays and template key questions such as:
What is the outcome the company is looking for?
What do you expect from this project?
What resources are you willing to invest?
What are the organization's expectations?
How will the service impact your organization?
How will it change your daily activities and those of your team?
3. Understand your sales process:
In a sales process, you work with marketing steps.
In this sense, it is necessary to know the buyer's journey in order to optimize resources and project results.
To do this, create a series of steps to help you determine:
Target at every stage of the buyer's journey.
Knowing when to move on to the next phase.
What is the identifier that lets you know that it is worth moving on to the next stage.
How many steps do you need? Depending on the product and business... it could be 2... or 200.
If you don't use a CRM you will get lost halfway.
In fact, everything comes down to a logical process that integrates technological tools and the collaboration of all participants in the commercial process, with these steps:
1. Identify the complexity of the product:
Before marketing a product, it is important to understand its complexity: The more complex the product, the more important and robust the sales process must be.
To evaluate the complexity of any product, take into account these 2 factors:
The average ticket
The level of market evangelization.
The higher the average ticket and the less known the benefits of a product, the higher the level of evangelization should be and the more robust the sales process should be.
2. Listen first, then sell:
Don't talk about how great your company or your products are. Do the opposite, listen and understand your clients' business. It is essential that you understand:
How the client's business works
How to make money
How to reduce costs
These inputs will allow you to generate an irresistible value proposition.
If you do not align your product with the needs of the job function email list customer, sales strategies will be doomed to failure and for that you must collect all the needs of your potential client.
Does it sound difficult?
It's not, explore the needs of your clients and train every day with your team.
How to do it?
Perform role plays and template key questions such as:
What is the outcome the company is looking for?
What do you expect from this project?
What resources are you willing to invest?
What are the organization's expectations?
How will the service impact your organization?
How will it change your daily activities and those of your team?
3. Understand your sales process:
In a sales process, you work with marketing steps.
In this sense, it is necessary to know the buyer's journey in order to optimize resources and project results.
To do this, create a series of steps to help you determine:
Target at every stage of the buyer's journey.
Knowing when to move on to the next phase.
What is the identifier that lets you know that it is worth moving on to the next stage.
How many steps do you need? Depending on the product and business... it could be 2... or 200.
If you don't use a CRM you will get lost halfway.