Category: Sales

Telemarketing vs email marketing

Lead generation has drastically changed over the years, and the process of contacting leads and best practices are constantly in flux. Method-wise our first point of call is contacting a prospect by e-mail initially, but many firms still operate by calling directly as the first point of contact, so what’s the difference and more importantly, what’s better? Related: Cold calling – don’t shiver, deliver! Telemarketing Odds are you’ve received an unexpected call at some point in your life where someone is trying to sell you something. Many telemarketing lead generation firms still operate in this way but times have changed, ... Read more

Advice on sales pipeline management

First, off we’re not going to tell you how to create and manage the perfect pipeline, why? Because it’s completely company and product/service specific. There is no one size fits all, but we will go through a few key areas that we’ve seen are critical to managing a pipeline effectively to maximise conversion. Related: How to build a powerful sales pipeline Sales measurement & tracking Without understanding the vitals of your leads and clients, and what data you should measure, there’s no way to manage your pipeline efficiently. A few key areas you should track include, stage of prospect, timeline/communication ... Read more

What are qualified leads?

In lead generation, leads are companies who have expressed interest in your specific offering (product or service). Qualified leads also have expressed interest but also meet certain criteria set by you to gauge their level of interest and ability to purchase your product or service. Qualifying leads is a great way to understand the value in your sales pipeline at any one point and make sure your sales team is focused on closing high-value leads. Typically when dealing with lead generation there are two major types of leads. Marketing qualified lead (MQL) Can be defined as a prospect who has expressed ... Read more

What are the stages of a sales funnel?

The sales funnel can be defined as the buying process that companies guide customers through when they purchase a product or service. It’s critical that the sales funnel and lead generation activities are perfectly aligned, this ensures a smooth buying journey for the prospect, maximising conversion and minimising any loss of sales and time. The stages of a sales funnel can be different depending on the product/service or structure of the company but generally speaking, they’ll follow this formula: Related: How to manage a sales pipeline Prospecting for leads This first stage is about identifying, reaching, and qualifying the right potential ... Read more

What is lead generation?

Lead generation (also referred to colloquially as lead gen) is the process of driving and capturing interest in a product or service with the purpose of driving sales. A lead by itself is a potential client who is qualified and interested in your product or service and is what we call sales ready, that is ready to start being sold into a product or service. Lead generation as a process has changed drastically over the years. It’s now common for multiple marketing/sales channels to be used to create/capture leads. These most popular channels for lead gen include telephone, direct e-mail, PPC and ... Read more

Deal with angry customers

We have all been angry customers. We have also had to deal with angry customers. A customer can be anyone who has been involved in a transaction or deal. Such transactions or deals need not be confined to the world of business, and indeed it is more accessible to generalise. An angry customer is someone who feels that the transaction or deal has gone sour for them. They may feel exploited, cheated, undercut or overcharged. They want someone to listen to them. You want resolution. What matters to both of you is empathy. Related: What is customer service? Sorry Everyone knows ... Read more

How to build a powerful sales pipeline

It doesn’t matter how good of a salesperson you are – most of your prospects just aren’t ready to buy from the get-go. To influence their buying decision, you have to gently navigate your leads through all the different stages of your sales funnel and to do that in the most efficient way possible, you’re going to need a system. In a nutshell, creating a sales pipeline allows you to methodically organise your outreach efforts, so you can maximise your sales without relying too much on luck or (ahem) your innate charisma. Related: Choosing the right route to market Why build ... Read more

3 Effortless ways to optimise your landing page

No self-respecting inbound marketing strategy is complete without a landing page or twenty. But how do you make the darn thing convert? Lead generation is constantly evolving and with it the hallmarks of what makes an effective landing page. Related: How to get your website noticed To help you hone that sales funnel, here’s our 3-step guide to landing page optimisation: 1. Revamp your Call to Action: Position the CTA above the fold. That way, your visitors are instantly acquainted with your offer and don’t have to scroll down to uncover it. Remove all choices but one. There should be ... Read more

21 no-nonsense ways to get your first 100 customers

It’s a major milestone for any aspiring startup. Early adopters are notoriously difficult to come by, so getting 100 of them is more than just some badly-needed money in the bank – it’s an initial proof of concept. Related: Important resources to grow your business With that in mind, here’s our list of 21 ways to acquire those first 100 customers, and get that much closer to being the next Uber (fingers crossed!): 1. Treat them like royalty Those first few customers should get all the attention in the world, complete with a personal thank you from the CEO and ... Read more

Group sales presentation techniques – stand up and be counted

Group sales presentations are a very versatile prospecting technique and can take many shapes and forms. You could, for example, arrange your own seminar, inviting anyone and everyone that fits your demographic. Conversely, you could be invited along to make a presentation on behalf of your company to a group of clients with similar interests or a single client with many representatives. However the group meeting is derived, the techniques you’ll need to employ for a successful outcome remain the same. And if the idea of presenting to a group of people gives you the fear of God, then these ... Read more

Power breakfast or power lunch?

Once upon a time, the power lunch was all the sales rage. But then came the power breakfast which quickly became the darling of networking sales. Today, both are staple foods of the entrepreneurial sales person’s diet. But what separates a power breakfast from a power lunch? And what are the techniques that will make both or either work well for you? Related: The psychology behind better sales The power breakfast – eggs on acid Proponents of the power breakfast have a good argument. For a start, people are at their sharpest, mentally, in the morning. That means they’re more ... Read more

Handling objections: resistance to change, NLP…

In my third and final article on handling objections, we’re going to dig deeper into the psychology and science of objection handling with three tried-and-trusted advanced techniques. Related: Routes to market Resistance to change We start with some simple psychology. Why do people have objections? Assuming that you’ve not completely mis-pitched, your prospect’s reticence could be down to pure and simple resistance to change. What’s interesting about resistance to change is that in the majority of cases it is not connected to the facts you’re presenting, but instead it’s based on the irrational fear of something new which manifests itself ... Read more