Sales is getting harder as we trudge through the down stroke in the business cycle. Your sales skills have to be stronger than ever. Here are a few sales techniques to sharpen your edge today. Getting Call Backs Piercing the voicemail shield or corporate gatekeeper is tough. We know that talking to people always beats […]
Archives for September 2009
Are you investing in sales leads? Do your sales people have full pipelines?
Why are they sitting idle — staring at screens full of prospects?
Isn’t it time to up your call, contact and close rates?
Crush this month’s sales numbers with the Get My Next Lead sales process!
Sales propaganda has made sales teams soft. Unfortunately, there are too many recipe books, new age sales religion, and voodoo-magic-get-rich-schemes in our craft. And all of them preach a path of simplicity and short-cuts. This, and I see it over and over again, sets a mentality that inhibits the sales people from dialing and having good conversations.
If you want your sales team to start pumping out closed deals again then you need to learn about the Get My Next Lead sales process.
What do I have to do?
Step 1. Download or read online the Get My Next Lead sales process
Step 2. Discover the parallels between GTD productivity and sales focus
Step 3. Learn how a lead management system can create sales intensity
Step 4. Turn this sales focus and intensity into closed deals
Step 5. Watch your sales pipeline pump out more sales revenue
What will I get in return?
Steps 4 and 5 give you a sneak peek into your reward, but there is more! You will have happier, more competitive and (rapidly) more skilled sales people.
As with any team it is more fun when you are winning. With the Get My Next Lead sales process you will experience the thrill of victory — more wins, more often!
Why are you giving away the secrets?
Because it is hard. Maintaining focus and intensity is hard. The steps, outlined in the Get My Next Lead eBook, are not beyond intuition.
However, it is incredibly hard to rise to and maintain this high level of sales performance. I know because, as you will read, I was in your shoes. My motivating personality, a dozen different compensation plans and hundreds of sales contest couldn’t get what I needed from my sales team.
I needed a lead management tool to assist those traditional sales management techniques. So, once you read this eBook, implement the principles, and see how rapid the results can be, I expect you will want to take it to the next level.
You will want to add Kaleidico’s Sales Manager to your Sales Team.
Ready to generate more sales revenue today?
- Download Get My Next Lead
- Read Get My Next Lead
- Bring focus and intensity to your sales team
- Make follow-up and follow-through more efficient
- Collect, process, and organize those sales leads
- Remove the anxiety from sales
- Get Sales Manager to make it a revenue generating habit!
This may make you millions. However, it will involve hard work, competitive fire, and a passion for success. If you are allergic to any of the necessary ingredients don’t download this brief but commission changing manifesto.
Does your sales floor sound like a library? Looking for a little sales motivation?
It’s time for a sales jolt!
Take a condensed dose of the Best of Kaleidico’s Better Closer Blog.
Learn the tips and tricks that can pump up this month’s sales numbers. No complicated sales system or process. Just simple hard-nose sales action plans.
The Better Closer Blog is a website full of best practices and action orient techniques we see producing results on our clients’ sales floor. And you get a quick does of the value of this resource in the Best of Better Closer Sales eBook.
This is not attraction marketing, or never cold call again, or make money while you sleep garbage. Better Closer, and this eBook, gives you real working techniques. You will have to execute, but the path is laid out.
What will I learn?
Chapter 1: Personal Branding–Building Your Personal Brand in 5 Easy Steps
Chapter 2: Push v. Pull Lead Management Methodology
Chapter 3: Sales Pipeline Management, The GTD Approach
Chapter 4: 10 Ways to Improve the Performance of Your Sales Pipeline
Chapter 5: Surviving or Escaping this Business Downturn?
What will I get in return?
Usually you don’t ask this question about something that is free; however, I know in this overwhelming information age asking for your time is an investment. I can assure you the 20-30 minutes you spend reading the Best of Better Closer eBook will be well invested.
You will get immediate tips to increase your sales lead generating visibility, improve the efficiency and production of your sale pipeline, and you will make each sales day pump out more revenue.
Less than 20 pages and you get money making results. Ideas that can improve today’s sales results!
Why are you giving away this eBook?
We do it everyday. On BetterCloser.com will work hard to give you the edge everyday. We build and sell sales management systems.
But much of sales is an art form. It need creativity and ideas to create a daily advantage over competitors and simple frustration. This is what we give away for free. We want you to have a mental and action oriented edge everyday.
Systems, software, and processes we can automate and improve your contact rate–leaving more time for the art–this is what we hope you pay us for. We are confident you will want to add Kaleidico’s Sales Manager to your Sales Team.
Ready to pump out more closed sales today?
1. Download the Best of Better Closer
2. Learn about Personal Branding, Lead Management, and GTD Pipeline Management
3. Bring energy back to your Sales Floor
4. Get Sales Manager to make it a revenue generating habit!
This may make you millions. However, it will involve hard work, competitive fire, and a passion for success. If you are allergic to any of the necessary ingredients don’t download this brief, but sales generating manifesto.
Ultimately the Get My Next Lead philosophy of sales management takes the anxiety out of sales. No more blank stares of intimidated and overwhelmed sales agents. No more wasted time wonder what to tackle next. And no more miscellaneous projects and tasks that help sales avoid selling.
Get My Next Lead emphasis focus and intensity—adding contacts and closings to your sales performance reports.
How Do I Get My Next Lead?
It is as simple as signing-up and giving Kaleidico’s Sales Manager a try–FREE for 30 days.
See how Sales Manager can streamline your sales process and increase sales revenue.
With the philosophy understood—intense focus and diligent follow-up—it is time to figure out the mechanics that will feed the workflow. Many sales processes break down before they even get started.
Pause for a moment. Take a look around your desk. How many sales leads do you have outside of your lead management system—business cards, sticky notes, scribbles on legal pads, or printed-out spreadsheets? These leads are all at risk.
Collecting Sales Leads
Simply improving your lead capture process alone is probably going increase your sales numbers this month. Having your leads scattered about means they are not in your work queue and will not be a part of your regular workflow. Therefore, the chances of you calling or contacting once are low, and the chances of a follow-up contact is zero. Result: disappointed customer and missed sales goals.
Right now determine where you are going to work your sales leads. This could be your email, address book, index cards, or lead management system. I am not going to tell you which to pick at this stage—any centralized process is going to give you a performance increase—although you should mature this process to lead management software for top performance.
Take the next hour and collect all those stray leads and get them into one place.
This collection process solves you immediate problem, but for long-term success you need to inventory all your sales lead sources. This inventory will help you to evaluate and build processes to streamline universal lead capture.
If you have a website, automate the flow of customer inquiries directly into your lead management software. If you capture leads via print media or outdoor advertising (i.e., billboards) use custom phone numbers or websites to capture inquiries. If you are an active conference or tradeshow marketer then invest in a business card scanner.
All marketing channels should have a process for quickly and efficiently depositing those fresh leads into your sales funnel—your lead management system.
Processing Sales Leads
Gathered and queued up, your sales leads are ready for some attention. Processing sales leads for future success is critical. Like I mentioned earlier, one-call closings are mythical anomalies. That means you need to condition your sales pipeline for the future.
Preparing your pipeline to improve long-term performance of sales leads is the premise behind Get My Next Lead processing. Every time a lead is touched it is altered. Keeping a disciplined and discreet tracking of each of these touches generates very valuable analytics and allows for more sophisticated sales automation.
Using very simple processing statuses like assigned, attempted, contacted, applied, withdrawn, and closed you can create very dynamic automated lead processing and prioritization. Here are some examples I have seen work effectively:
- Sending out initial emails, upon lead capture
- Redistributing unresponsive leads to an alternate agent
- Entering fall-out leads into a remarketing campaign
- Creating client loyalty and referral campaigns on closed leads
The list of clever marketing and sales campaigns that can be built from processing status is endless. What’s more, most of these campaigns can be automated as well as started and stopped based on processing statuses.
This is one of the big advantages of using a Get My Next Lead style of sales management. By working and annotating the status of one lead at a time you are putting your sales pipeline in motion.
Organizing Sales Leads
Processing sales leads can make organizing those sales leads much easier. Adding a status each time you process or touch a lead provides a built-in key for prioritization.
How do you want to manage your sales process?
- First In, Last Out (FILO)
- Last Out, First In (LIFO)
- Email re-marketing for old leads
- Rapid calling on new leads
- 1, 2, 6, 14, 30, 60, 90, 120 day tickler calls
- Special occasions direct mail marketing
Are you seeing to opportunity? Once you are processing and adding status annotation to your leads, marketing and sales becomes very flexible.
This way of organizing your leads, in a sophisticated lead management system, can also allow you to quickly identify strengths and weaknesses in your sales process.