Your reps also know the importance of following up with prospects after a sales call. That’s a necessary part of their skillset, too. After all, sales, especially B2B sales, are based on strong, trust-filled relationships. The follow-up after the initial sales meeting is simply the next step in that important process.

However, these follow-up communications are no longer as simple as just making a call. In 2019, there’s more to think about. In the midst of a hyper-competitive, fast-moving marketplace and everyone’s busy day-to-day environments, it’s essential to follow up in a way that cuts through the noise and helps you make valuable connections.

Here are the essential post-sales call practices you and your reps should be following.

Make a follow-up plan

Your starting point is recognizing that the most effective sales reps don’t do things willy-nilly. They make a plan.

Now, don’t get caught up in the word “plan” and worry that this means you need a comprehensive strategy. On the contrary, this can be done in a quick-and-dirty manner. It may even be better to think of the end product as an “informed approach” rather than a detailed plan.

Whatever you call it, the point is that a fruitful sales process always has some deliberate thought behind it. As the first step of your post-sales call follow-up, sit down and sketch out the way forward with your prospect.

Timing doesn’t matter — but other factors matter

Most sales reps are comfortable with the idea of making a follow-up call. But everyone worries about the timing.

When should I call? If I call right away, will I seem overeager? But if I call too late, will I appear uninterested?

Calm down. There is no definitive answer to these questions.

Well, actually, there is a best answer. And here it is: the right time to call is as soon as you confidently answer some key questions about the potential sale.

Answer these questions to inform your follow-up

In order to build your “informed approach,” take some time to consider the following questions before reaching out to your prospect.

Review your notes from the sales call meeting, and ask yourself: “What is the prospect’s principal business problem they need help solving?” This is what the prospect cares about, and it’s what you should care about as you prepare your follow-up plan. Those pain points will help determine the tone, message, and channel you use.  

What is the prospect’s “customer lifetime value”? The customer lifetime value (CLV) is the monetary value of a customer’s lifetime relationship with your business. The CLV has many purposes, including setting marketing priorities, but it also helps turn the company’s forecasting practices from quarterly earnings to a more customer or relationship-based perspective.

Has your sales enablement team provided you with materials such as a buyer persona? A buyer persona is a strategic document containing generalized buyer profiles based on your target customers’ industries, sizes, regions, business models and growth priorities. It’s essentially a cheat sheet to help you formulate your communication plan.

Have you identified the decision-makers? You’ve spent a lot of time thinking about what you’re going to say. Just make sure you’re saying it to the right person. Directing your communications toward a non-decision-maker isn’t a winning strategy.

Furthermore, what is the decision-maker’s main priority? Are they looking for better workflow management or customer management? Are they mostly focused on cost or time savings?

Answering each of these questions will help you determine the what and who of your follow-up strategy.

Engage using different channels

Your immediate follow-up connection doesn’t have to be a standard phone call. Keep in mind that different generations are accustomed to communicating using different channels. Baby-boomers are phone call people. Gen X people are emailers. And Millennials and Gen Z use social media in the same way their parents used the telephone.

Engage with non-sales content

Similarly, your follow-up connection doesn’t have to pertain to the product or service in question. Instead, you can slowly build engagement with a prospect in many different ways. For example, consider the following ideas:

• Sharing free content produced by your team: thought leadership pieces, white papers, infographics, etc.
• Sending industry analyses or business insights
• Asking them to participate in opinion surveys
• Providing helpful resources and tools like buyer persona templates

Engaging your contacts with non-sales content is a great way to highlight what your company offers and show that you understand their struggles while giving them something free they can use right away.

Follow up with a clear intent

Saying, “Hey, I’m just checking in” doesn’t really cut it as a sales tactic. Those types of follow-ups don’t tend to yield many results.

You should always have a clear reason for following up with a prospect. And here’s a hint: having a simple reason is a perfectly valid reason! It could be as straightforward as sharing a piece of content (like a blog post or a white paper) that you saw and thought they’d be interested in, as discussed above.

Here’s one better: if your prospect is actively pushing their own content online, respond to it and offer your appreciation for their insights and perspectives. That’s another great and easy reason to continue the conversation.

When you reach out, it’s important to have a handle on why that content matters to you and your prospect, as well as how it relates to the problems you can help them overcome. Don’t leave those things unsaid — tell them directly! You should also be ready to suggest the next step, such as offering another meeting or a complimentary demo of your product.

Use technology to develop your follow-up strategy

A customer relationship management (CRM) solution is a great tool to help you develop your follow-up plan, keep your sales pipeline moving and turn those prospects into paying customers. For instance, a QuickBooks CRM like Method can help you manage every part of the sales process, including:

• Capturing new leads
• Tracking your interactions with prospects
• Maintaining a shared team calendar with reminders for follow-up calls and appointments
• Updating your sales opportunities as they move closer to closing
• Creating estimates for prospects without cluttering your QuickBooks file

Conclusion

No two prospects have identical needs and goals, and this means that no two sales follow-up processes can be identical. However, there are certain follow-up strategies that can increase your chances of success. With these best practices in mind, your sales reps will be ready to effectively connect with prospects and turn them into loyal customers.

The post After the Sales Pitch: Post-Sales Call Practices to Help You Close the Deal appeared first on Method.

Let’s set the record straight.

First, it is true that relationship-building is central to a successful sales strategy. But talking fast and making grand claims is a short-term approach with limited results. The smooth-talker never really builds the long-term, productive customer relationships that companies need in order to thrive.

Second, the truth about today’s marketplace is that selling is both a science and an art. It’s a science because there’s typically a step-by-step, methodical process for turning leads into customers. At the same time, selling is an art form because it’s ultimately those personalized connections that lead to long-term customer relationships.

Luckily, sales reps aren’t on their own when it comes to executing a balanced sales strategy. There are plenty of digital tools that can give them what they need to achieve their goals. One such example is CRM software; as the name implies, it’s designed to assist with customer relationship management.

Here are five reasons why sales teams will benefit from adopting a CRM solution.

1. Superior lead and opportunity management

The Broadway play Glengarry Glenross follows a highly competitive sales team pushing Florida real estate. If you’ve seen it, you may recall that the characters are constantly talking about getting their hands on “the good leads.”

While your team probably isn’t selling swampland in Florida, you can bet that your sales reps also want those good leads — the promising prospects that will get them off to a strong start.

A great CRM can be a valuable lead management tool that automates lead collection from a variety of sources.

For instance, you might embed a web to lead form on your website to send visitors’ contact information directly to the CRM. Many systems also offer email integrations that allow you to create new leads right from your inbox.

Once the prospects are in your CRM, your entire team will have centralized access to them, which improves communication and collaboration.

2. A sophisticated sales pipeline

Acquiring leads is the first step in the “sales pipeline”— a deliberate step-by-step process by which potential customers are converted into confirmed buyers.

Every business will have a slightly different version of this process, but here’s an example of a 9-step sales pipeline:

• Prospecting: Determining the potential customer’s level of interest.
• Qualification: Using criteria to qualify how likely they are to purchase.
• Needs Analysis: Determining whether your product or service meets their needs.
• Value Proposition: Understanding your value and determining how valuable the potential customer finds your offerings.
• Identify Decision Makers: Identifying people with the power to make purchasing decisions, and developing a relationship with them.
• Perception Analysis: Determining how your potential customer perceives your company.
• Proposal / Price Quote: Creating a quote and/or proposal for review.
• Negotiation / Review: Hammering out the final details of the deal.
• Closed Won or Closed Lost: Either the sale is agreed upon (and the lead is converted to a customer) or the lead does not pursue your product or service. Lost opportunities are tracked to gather data on how to improve your sales pipeline, products, services, marketing, etc.

A sales CRM typically offers built-in sales pipeline features that can be customized to your company’s processes and priorities. As a result, the software helps sales reps organize lead contact information, identify the most promising leads, and prioritize their follow-up activities.

3. Improved workflow management

The sales process involves countless time-consuming manual tasks. That’s why a good CRM is also an effective workflow management tool. Specifically, a CRM can make your workload more manageable and productive by simplifying common processes. It may do so by:

• Allowing multiple contacts per lead or customer, to avoid losing track of related conversations.
• Eliminating the need for multiple data entry. If lead or customer data is entered once, it should automatically populate in other areas of the CRM or even in other connected apps.
• Making it simple to complete administrative tasks like sending emails or documenting meetings.

At the end of the day, your sales team should be focused on making connections, not trying to keep track of those connections.

4. Stronger customer relationships

Sales professionals are driven to build and maintain customer relationships. But where should they start? How can they properly prepare for meetings, calls, and visits?

The answer lies in the right technology. The core functionality of CRM software is to give each team member access to each customer’s contact details, account history, and transaction history. As such, an effective CRM will quickly become your team’s go-to solution for superior customer management.

And what exactly does superior customer management look like? Well, if you’ve ever worked in the hospitality sector, like a high-end restaurant or hotel, then you know that the secret lies in anticipating the customer’s needs.

If you’re a step ahead of your customer in thinking about their business and their needs, then your service will be a step ahead as well. For example, your reps can use the CRM to review each customer’s previous orders, then identify potential reordering or upselling opportunities. They can also schedule reminders for follow-up emails, to ensure that personal connections are kept alive.

5. Improved alignment between sales and marketing

Here’s a benefit that will speak to the heart of your sales team’s frustrations. You hear it every day: the sales reps want a list of qualified leads to contact, but only the marketing team has that list. Meanwhile, the marketing team wants to share a compelling message, but they rely on the sales team to provide insight into what your leads or customers want.

Sound familiar? You see the pattern here?

A solid CRM brings these teams together and creates synergy between your sales management strategy and your marketing efforts.

On the one hand, your sales team will benefit from having direct access to new prospects as soon as they enter the system. At the same time, your marketing team will have direct access to insights on customer preferences and priorities, without having to ask the sales team.

A great CRM puts real power in the hands of every person at your business.

A bonus benefit for everyone

In the case of Method CRM, there’s a bonus feature for your sales reps (and the rest of your organization). Method is a CRM solution that has a two-way integration with QuickBooks accounting software. Sales reps can view, enter, and update customer and sales data right in the CRM. This allows them to work independently and close deals sooner — and who doesn’t love that?

The post 5 Benefits of CRM Software for Sales Teams appeared first on Method.

One way to continually improve your expertise is to peek into the minds of other professionals, both in and outside your field. In this post, we take a look at nine inspiring books that will help you hone your sales management skills. These fresh outlooks from research directors, FBI negotiators, and fellow sales managers alike will open the door for new perspectives and the betterment of your career.

Never Split the Difference (Chris Voss & Tahl Raz)

The world of high-stakes negotiations and the skills needed most in this field come to life in “Never Split the Difference” by former international hostage negotiator, Chris Voss. Along with co-author Tahl Raz, Voss explores the nine principles behind successfully saving lives through the negotiation process. Surprisingly, these mind-blowing approaches to negotiation can easily be applied to the world of sales.

How to Win Friends and Influence People (Dale Carnegie)

The 1936 classic “How to Win Friends and Influence People” by Dale Carnegie offers a rare opportunity to build your social toolbox. The six principles explored in this book cover how to make yourself approachable and forge deep connections with the people in your life. You can apply the principles in this informative guide to your professional process to convert more leads into sales. The methods you learn will also impact your ability to effectively coach your team and control your sales metrics.

Coaching Salespeople into Sales Champions (Keith Rosen)

Keith Rosen brings you the secrets to nurturing high-performing sales reps in his book, “Coaching Salespeople into Sales Champions.” His expert coaching methods and L.E.A.D.S. Coaching Framework give you the tools to improve your sales figures year after year. With the templates and scripts provided, you can fast-track your sales team’s improvements for instant success.

Sales Manager Survival Guide (David Brock)

From team-building to leveraging systems, David Brock’s “Sales Manager Survival Guide” covers every aspect of being an awesome sales manager. You can draw upon his experience and insights to expertly handle the tasks of your role. You’ll also learn about practices that come in handy during the most difficult aspects of the sales process.

Predictable Revenue (Aaron Ross & Marylou Tyler)

Aaron Ross and Marylou Tyler offer a unique look into the world of sales in “Predictable Revenue.” The tale follows the successes and failures of sales managers and other outbound sales professionals to help inspire and support you in your career path. The real-life lessons held within the pages of this book are just what you need to achieve your company’s goals.

The Sales Boss (Jonathan Whistman)

In “The Sales Boss,” Jonathan Whistman reveals the leading tactics in hiring, training and managing a sales team. You will learn all about the psychology of encouraging excellent performance from your employees. The guidance inside this book offers inspiration in finding the right people and coaching through their greatest roles yet. With a strong team on your side, you can easily hit your sales goals year after year.

The Accidental Sales Manager (Chris Lytle)

“The Accidental Sales Manager” by Chris Lytle explores the process of excelling as a sales manager. Time-saving tactics introduced by Lytle will help streamline your processes from beginning to end. Everything you need to know about making sales and getting great results awaits you inside the covers of this book.

Sell with a Story (Paul Smith)

All you need to know about transforming routine sales presentations into conversations that resonate is held within “Sell with a Story” by Paul Smith. You will explore how to create an engaging narrative in everything you do to promote improved metrics. You’ll also learn how to build rapport with your clients, add value to your sales pitches and highlight important data as you create your stories.

The Challenger Sale (Matthew Dixon & Brent Adamson)

Become a true conversationalist with help from “The Challenger Sale” by Matthew Dixon and Brent Adamson. These sales managers offer excellent insights into the way salespeople take control of the conversation to best build relationships with their customers. In this book, you’ll learn how to forge lifelong relationships upon first meeting new clients.

With these sales management books on hand, you’ll have all the tools you need to forge a path as a truly effective leader for your team. Happy reading!

The post 9 Inspiring Books to Improve Your Success as a Sales Manager appeared first on Method.

This arrangement is more familiar in the sales world, where many companies have always had a mixture of some reps working outside the office and others working in it. But the question persists — how do you balance these groups of inside and outside sales reps when they are working independently and with different goals? Keep reading to learn how to create a cohesive sales team that is ready to pursue sales from all angles.

Responsibilities of Outside Sales Reps

Outside sales representatives handle sales that involve face-to-face meetings with buyers outside the office. These roles typically involve trade shows, conventions, luncheons, conferences, and marketing presentations. The key to working with outside sales reps as a team leader or manager is trust. You have to trust your employees since they are mostly out of sight. And the fact is, many Americans want to have greater flexibility over their workday. Gallup reports that 51 percent of workers would switch jobs if they could get flextime.

The desire to have control and flexibility over one’s schedule is what draws a certain type of individual to an outside sales career. However, according to Business Insider, you want to delegate this role to individuals who have already sales experience in your industry. New hires should spend time in the office as an inside sales rep before committing to sales on the road.

Responsibilities of Inside Sales Reps

The role of an inside sales rep is to make sales via phone calls and emails, rather than in-person meetings. As stated by lead management pioneer Ken Krogue, “inside sales is remote sales.” Krogue goes a step further to declare that “the majority of all sales is done remotely, and the numbers are growing” with inside sales growing 15 times faster than outside sales.

In the past, inside sales would have been conducted primarily from a company’s office, with your sales reps in easy view. But with the rise of internet-based communication tools, many inside sales professionals no longer need to come into the office every day. Instead, they can coordinate deals from a home office, a coffee shop, or while traveling.

What does this mean for your management style? Even for your inside sales reps, you will need to exercise some of the same trust and communication skills required for your outside sales reps.

Goal Setting

To keep your inside and outside sales reps on the same page, always have at least one common goal for your entire sales team. By setting specific, attainable goals, all of your team members can work independently towards one common objective.

Some ideas of team goals include increasing the ratio of sales calls converted into high-quality leads or increasing the number of clients contacted within a set period. Offer rewards for reaching goals in an accelerated timeframe or for exceeding expectations. The act of goal setting encourages team bonding, which is beneficial for corporate morale and productivity.

Communication Style

The only way to succeed at having a team of inside and outside sales reps is through consistent communication. Yet with all of the different methods of communicating, from phone calls to online chats, having too many options can cripple a team. You need to be able to disseminate information to all of your sales reps in one convenient manner.

Cloud-based sales management software provides a convenient place for maintaining all communication about deals in progress. This way, everyone can access information on their own time, which helps boost productivity across the board. In addition, the software provides a written record of communication that can be referred to at any time. From looking back at conversations to tracking the progress of your sales team, a centralized system supports stronger communication.

Management Style

It can be difficult to develop a management style that works for both inside and outside sales reps. Start by taking a look at your outside sales reps, as well as your inside sales reps working outside the office. Sometimes managers may not fully trust the employees they can’t see, requiring them to check in more than necessary or keep more records to show their progress. But this is the wrong approach.

Recall that nearly half of American adults are working remotely, and the numbers are increasing every year. Our society is embracing remote work and management teams will need to become more supportive of it. This means trusting your employees to do their jobs even when you are not there to oversee them.

Sales Management Software

One solution for managing all of your sales reps effectively is to use sales management software. By using a cloud-based system to track deals, manage contacts, and log activities, your sales reps can take charge of their reports and information. This increases their confidence in their ability to do their jobs without being hounded.

At the same time, you as the manager will have all of the data you need to evaluate the real-time progress and successes of your entire sales team — both inside and outside sales reps.

Measurement of Key Performance Indicators

The day-to-day management of your inside and outside sales teams can only take you so far. To see if your efforts are paying off, you also need to be able to evaluate their sales results. This involves measuring key performance indicators (KPIs). For outside sales reps, examples of KPIs to track include lead response time, sales cycle length, and closing ratio. As for inside sales teams, KPIs can include contacts added, emails sent, and closing calls made.

Sales management software can often be customized to track each of these indicators over any period of time. In addition, many sales management systems can compile data from multiple areas of your business, from lead generation to accounting. This centralized view of your data enables you to identify weak links, inefficient processes, and oversaturated markets. Taken together, this vital information gives you the insight you need to improve sales and better manage your sales representatives.

The post How to Manage Inside and Outside Sales Reps appeared first on Method.