Category: Sales process

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 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

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

The 8 stages of a sale

Sales in a startup might seem as useful as learning latin or dry stone walling. A lost art for a previous generation, back before websites did all the heavy lifting. With a high converting, all singing all dancing SaaS website theoretically you shouldn’t need to close a sale with a customer. The truth, for many enterprises, SaaS startups and freelancers is sales skills isn’t a lost art. It makes all the difference between success or failure. The other unfortunate truth, at least in my experience, is far too many “sales executives” in startups don’t have what it takes. Even experienced ... Read more

10 Websites that help you improve your sales record

It doesn’t matter what you sell, it’s HOW you sell it. You need to knock the competition out of the way and keep ahead with the sales. Having a good salary and also being an excellent salesperson is a hefty job. A person must try his best to do justice to his job, but it isn’t that easy in group conditions, as some teammates may not be as good as the others. Below is a list of websites that provide valuable insight on recruitment, performance, prospecting, social selling, and leadership qualities. The Funnelholic This blog was created by Craig Rosenberg, ... Read more

Sales management – How to be a sales team leader

The best way to learn how to be an effective sales manager is first to understand how not to be one. A scenario. You’ve done all the groundwork for your business. You’ve taken on sales staff. Now you’re sat behind a desk, and you’ve never been busier. Copied into everyone’s emails, spending days reacting to things you shouldn’t be involved in; you believe you’re running a tight ship when in reality, it’s sinking. “Most of what we know about sales management is stopping people from doing their jobs.” So said management expert Peter F Drucker, and I can only agree. ... Read more

5 Ways to create a unique selling proposition for your startup

Anton Dominique, COO/CFO of the London School of Marketing draws upon ten years of experience within the marketing industry to share his tips, for entrepreneurs and start-ups, on how to create a unique and easy-to-sell product. 1. Stick to basic principles to create an uncontested market space When starting a business, always begin by asking the question: what benefits are my customers going to get by buying my product? For example, if you are going to open a fitness centre and ask this question, you will most likely find three answers: to get fit, to lose weight and to socialise. ... Read more

How to overcome seasonal fluctuations

In one way or another most businesses are affected by changes in season; whether you sell greeting cards or software, chances are, you’ll notice peaks and troughs in your business or sales. While there’s nothing unusual or wrong with this, you want to avoid only being profitable for a few months of the year and losing out on profit during the other months. With that in mind here are my top 3 tips for overcoming seasonal fluctuations. Plan and be clever Break down your business and see what facilities/services can be used elsewhere – For example, the majority of my business ... Read more

What is customer relationship management software?

Customer relationship management (CRM) is a computer software programme for managing a company’s interactions with its customers and clients. It uses technology to organise and automate the process of creating profiles of customers, interacting with them and collating information about the sales transactions you do with them. The aim of customer relationship management is to find and win new clients as well as retain those the company already has. Related: Open source software: Advantages & Disadvantages How does it work? A key element of CRM is the importance of measuring and valuing relationships with customers.  CRM software involves putting all ... Read more

How to sell to supermarkets and retailers

There was a time when the retailers were not very interested in small businesses because they could not supply on the mass scale needed to fill the shelves of the national chains. Not anymore. In the past few years, there has been a big shift amongst large retailers towards buying from small enterprises, in the belief that entrepreneurs bring innovation and freshness to their shelves. Related: How to build a powerful sales pipeline How to sell You can either supply the retailer or supermarket with products labelled with your own brand name or, you can supply them with unbranded products. The latter ... Read more

The Right route to market

Just as important as deciding what to sell, is deciding how to sell it. There is no right or wrong answer here – different routes to market will suit different kinds of products and services. The secret is to make it as simple and straightforward as possible for your customers to discover what you are selling – and then to buy it. Related: How to sell to supermarkets and retailers To decide which sales route would be best for your business, you need to consider: 1. Are you selling to consumers, other firms or national/local government? 2. Do your customers ... Read more