Clearly identifying the customer is critical in focusing our sales and marketing where we have the greatest insights, where we have the greatest impact, and where we get the greatest return on our investment in time and resources. Doing this focuses us on the customer where we create the greatest value.
Customer testimonials help making selling your product easy. Potential prospects often want proof that your product works the way that you claim it does. Customer success stories help validate your product and your company in general. If a customer loves your product, you have an easy job on your hands.
In 2012, over 85,000 local, state and federal governmental agencies combined to spend more than $6 trillion—that equates to over $30 billion each workday ($30 BILLION PER DAY). The combined annual spend of these agencies makes governmental agencies in the U.S. the "largest purchaser in the world."
Being in business requires that you keep great accounting records both for the IRS and general financial management. An equally critical tool is a good sales tracking system that monitors your sales activities and makes sure potential sales are not lost in the hustle of each day.
For most organizations, a sale is a multi-step, complicated process. So keep that in mind as you create your calls to action. You'll have a lot more success getting people to take one baby step at a time. Just give them the steps.
Focusing on deal value colors our strategies and focus. However subtly, everything becomes “what we get from the deal.” But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value.
I hear it all the time: “I need an excuse to get back into the customer.” Creating excuses to get back into the customer is nothing but old sales mythology. It does nothing to serve us or the customer.
Buyers and sellers are different sides of the same coin. Without each other, it is difficult to achieve our goals. Effective buying and selling has to be aligned to a common goal—driven by the customer. But we can’t confuse our roles.
One of the most popular ways to turn a prospect into a customer is offering a product demo or a limited-time free trial. What makes them such great ways to market your product or service to potential clients is that it lets them really interact with what you’re selling and experience first-hand what they would be getting. But which options are right for you?
Your salespeople need to be the very best you can find, and great salespeople can be hard to find. On any given sales team, a small percentage of the force does a majority of the business, and your goal is to increase the percentage of your team that is making big contributions to your sales totals. Here are a few tips you can follow to build a powerful sales team.