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Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Business Development – Fly or Die?

There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business.

No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may be exposed, over exposed some could say, to competitive forces.

So, for many, the skill the business displays in the field of new business development may fully dictate the value, growth, profit and market share of the business.

There is a clear and direct relationship.

Firms that are typically great at generating profitable new customers, generating new business, continuous new orders, and who can keep those customer happy and free from attack by competitors, by definition will enjoy greater business success.

So, if you or your business, are not getting the business results you want, need or feel you deserve, then take a look at the business development skills, focus and direction within the business.

10 Reasons Your Buyer Turns Cold When You Start Selling

Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.

  1. You’re selling too hard, too soon, without fully understanding the buyers position.
  2. Your sales pitch is generic, lacking the nuanced detail required to convince the buyer you can deliver.
  3. The sales process and presentation you use is confusing, lacks flow, and/or is illogical, which just confuses the buyer.
  4. Your solution solves some of the buyers issues and concerns but not ALL of them.
  5. You don’t ask for the business, which means the buyer is again left confused.
  6. When the buyer asks a question, you act like it’s an objection and get defensive.
  7. You talk too much, and therefore don’t listen to what the buyer wants, simply assuming you know what he wants.
  8. You lack discretion
  9. Your sales pitch is neither educational, entertaining nor challenging, and so the buyer is no better off for talking with you
  10. You spend your pitch defending your firms position against competitors instead of detailing your expertise in a specific niche

Any one of the above can switch your buyer from hot to cold very quickly, how about if your buyer experiences a whole handful? Imagine the impact then.

Don’t Be a Business Development Disaster

  1. Take time to get to know your buyer, do your research
  2. Asking good quality questions is one of the key ways to make sure you and the buyer are on the same page…and stay there
  3. Take the buyer of a journey of exploration, challenges and insights – be a sales person of value
  4. Make sure you don’t start selling until you know all of the issues, concerns, challenges, buying stages, decision makers, budget, timescales and politics…
  5. Alway ask for the business. Always, even if it’s only an in principal yes. Likewise always ask for commitment from the buyer for the next stage
  6. Treat all questions, objections and comments as if the buyer is asking you to help him understand. This changes your mind set, your language, your attitude, your body language and your manner. From no on there are no such things as objections, only statements that seek clarity
  7. You talk for no more than 20%, the buyer talks for at least 80%
  8. If you are going to name drop, be very very careful about the details you disclose…
  9. Be an expert in your industry and be an expert in what your solution can do for your buyer, in his industry to solve his specific problem
  10. It’s your job to create such a pitch that your buyer sees you and your firm as a highly valuable partner/asset and one without competition. Acting to defend your position against competitors tells the buyer you’re scared

Business Development Summary

  • Don’t be just like every sales person that knocks on the buyer’s door.
  • Find a sales process that works for you and work it.
  • Be an expert in your field.
  • Understand that every single customer and buyer is different
What Next?

There is a whole world of skill in being a great business development expert.

You’ll find success comes easy, and the good news is, you only need to learn the skills once.

If you’re based in Sheffield or Yorkshire, then check this out – The Sales Improvement Workshop.

If you’d like your own specifically tailored sales improvement workshop – hit the link Fixed Price Sales Training

For a confidential chat about how to unlock the sales potential within your sales team, the contact details are below, call or email to book your confidential chat

Happy Selling

Carol

carol@mortonkyle.com, 0779 002 1885

p.s. if you’re serious about boosting your business development efforts then join us here. Totally free, no spam and you’ll get sales and business development insights straight into your inbox. Every week. Just hit the link The Advanced Business Achiever

Ready commit to being the ultimate sales and business development professional? Check this out TurboCharged Sales – the business development program for ambitious B2B sales professionals.

Business Development Workshop

Business Development Workshop

Join us now – just one day to boost the sales results in your business, increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin – just hit the link – The Business Development Workshop – Sheffield 

Business Development Workshop – Sheffield

Ask any business leader about the relationship between the business development skills of the sales team and the sales results of the business.

You’ll not find a single sales leader able to disagree. They’ll all tell you there is a very direct, very important and ultimately business success defining relationship between the strength and level of skills of the business development effort, turnover and margin.

Here’s another thing they’ll tell you…if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.

You’re probably the same?

All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.

All that sales potential, just waiting to be set free.

What would that look like for you? For your business? Your industry reputation?

Find out here – start your journey – The Business Development Workshop – Sheffield

Just 1 Day – Improve Your Sales Skills and Sales Results

Spend just one day attending the Morton Kyle Limited Sales Workshop and discover everything your need to DO to make sure sales targets are smashed, sales conversion rate goes through the roof and you’re no longer having to discount to get the order signed.

If you really want to find out how much you could really bill if you fully realised your sales potential then this is the sales and business development training course for you.

You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…

Here’s your chance – reserve your seat now – The Business Development Workshop – Sheffield

Monthly Business Development Workshops – Sheffield

Don’t wait! This course is run monthly. It gets filled quickly.

And for a short time we’re running the following promotion

  • Send 3 people and only pay for 2.
  • Enter into a draw to win 6 weeks of 121 sales coaching – winner drawn on the day

Here’s how you sign up to reserve your seat now – The Business Development Workshop – Sheffield

If you want to run this course for your sales team internally as a closed course – hit the link – Fixed Price Sales Training 

If you want to discuss a bespoke sales improvement and business development course for your sales team, then email carol@mortonkyle.com or call 0779 002 1885

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever 

p.p.s. If you’re looking for a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales – the 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.

Three Sales Myths That Cost You Sales – BUSTED!

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight

Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out

Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.

I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.

That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.

MYTH 1: It Takes 7 Touch Points to Make a Sale…

Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.

First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?

Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.

Third Fact – who has that much time to WASTE?

Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time

Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.

To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out

MYTH 2: There is Less Competition in the Extra Mile

You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?

So what do these stats actually tell you?

  • Some sales guys are cut and run merchants?
  • Sales guys are super hot at qualifying and have made a commercial decision to ditch a prospect who’s not worth the time/effort investment?
  • Some ales guys can’t invoke prospect urgency and curiosity in any shorter time frame?
  • Some sales guys are stalkers? (12 follow up calls and I’d be changing my telephone number if I were the prospect!!!)
  • Prospects are just playing the long game?Trying to get the sales guy to panic and drop the price (‘cos that never happens!!!)
  • Sales guys can’t close!

Any, all, some, none of the above could be true.

But, based on 20 years experience let me tell you what I know:

  • Most sales guys don’t know how to shorten the sales cycle, and this is simply because they often don’t think to, which means they don’t ask for the buying criteria or the decision making criteria before they invest their valuable time in the sales process.
  • Sales guys who maybe lack a little focus and who don’t love new business development typically fall in to the Sales Stalker camp. It’s easy there, they feel busy, they can boast about the value in their sales pipeline…
  • Prospects are not always fast to make decisions – that’s why having the sales person create urgency is sooooo very important.
  • Some sales prospects will drag their heels because they just KNOW that it’s the fastest way for the sales guy to get nervous and drop the price (smart prospect huh?)

Do I believe the stats? Maybe…

Do I think it’s good use of a sales persons time to chase 12 times? Rarely…

I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out

Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.

MYTH 3: Sending 20 Sales Emails is as Good as Having 20 Decision Maker Sales Conversations

Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.

Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.

And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.

Oh if only.

Sales guys think a great email is as good as a great sales conversation. NO WAY!

I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.

Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!

Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.

Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.

So What?

I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.

Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.

We need to understand what sales channels work best, and work those, because that’s where the sales results are.

The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.

This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.

What Next?

Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales AuditIt’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.

Book now.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever 

 

 

Sales Detox

Sales Detox

When Did Sales Get So Complicated?

Simple sales plan? Really?

It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…

it’s just wow…

Nearly 20 years ago I read quite a bit of this stuff. Yes, STUFF!

I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right? So I dutifully got stuck in…

Some of it worked, most didn’t. I learned a lot…how to test new approaches. Elements needed revising. Some ditching totally…but the new insights pushed me on so it was all worth while.

Now…could I do the same if I was an ambitious sales person? Not a chance.

There’s just too much information. Swamped in it. And that’s coming from someone who can scan and speed read with the best!

Too Much to Concentrate On?

Absolutely too much to concentrate on.

But should it really be that complicated?

Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re a lone sales person looking to get a higher level of sales output (MORE BONUS), or you’re a sales leader building a sales function that delivers (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).

So, after all this time, I think there are three strands at the crux of this:

  1. There is no ONE universal simple sales plan…once we get over that it’s easy to stop seeking the unicorn
  2. The only simple sales plan is the one that works for you
  3. You need to build it…and keep building it

Does that make you feel any better? Any more motivated?

Better, maybe not.

Motivated, then I hope so.

Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!

Make the Most Important Thing THE Most Important Thing!

And that’s the crux of it.

But toachieve that you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.

Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is

Once you have that total and absolute clarity then you can start the improvement process AND see results. Quickly.

As an individual sales person, that relies on you knowing your sales recipe, and how that relates to your results and ultimately your bonus.

As a sales leader, it still relates to your sales recipe – but this time it’s reflected in the activities of your whole sales team.

To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use

The Simple Sales Plan

Once you’ve developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.

Now doesn’t that sound better than the alternative?

Happy Selling

Carol

p.s. If you’re looking for a massive step up and embedding this in your business you can check out Sales Insight or you can hit the phone/email on 0779 002 1885 or carol@mortonkyle.com

Relevant Sales Activity and the Equal Odds Rule

Relevant Sales Activity and the Equal Odds Rule

In Sales YOU have as much chance of winning as losing.

Where you engage in meaningful and relevant sales activity…

You have as much chance of getting a customer as getting a rejection.

You have as much chance of succeeding as failing.

Your chances are equal.

Need more proof?

The Equal Odds Rule was published by a Harvard psychologist, Keith Simonton in 1977.

Check out James Clear for more information.

Here’s my 3 line take:

  • Sales is actually a numbers game.

So get dialing! Get talking! Networking! Profile Building!

  • You have to be in it to win it!

If you’re not dialing, talking, networking, profile building you’re not in it!

  • Your chance of failure AND success increases with your level of activity

Extra dials, the more rejections you’ll suffer, therefore the more success you’ll enjoy.

So What?

The Equal Odds Rule is simple. You’ve as much chance of success as failure, and it’s really that complicated, or that simple, depending on how your brain is programmed.

BUT too many sales people aren’t even in the game, not at all. They just think they are, and that’s where it’s dangerous, for them, their employers and their sales forecasts.

They don’t believe that the harder the dial, the more they dial, the more people they speak with, the more people they meet with, the more networking they do (online and offline)…they just don’t get the Equal Odds Rule and it’s predictor of their fate… or their success

Cutting to the Chase

It’s not about saying no to maxing the level of activity, it’s now about just one thing…

Maxing Out the Level of Relevant Sales Activity

Activity = Failure/Success can be replaced by Relevant Activity = Failure/Success

What Does Relevant Sales Activity Look Like?

What’s your WEEKLY relevant activity schedule look like? For example…

How much time do you spend

  • talking with customers to get referrals?
  • with customers building relationships?
  • engaging with prospects?
  • with influencers in your industry?
  • encouraging dialogue and courting referrers?
  • nurturing relationships in your LinkedIn Groups, Facebook communities, Twitter sphere?
  • scouring LinkedIn and other such data sources to build comprehensive family trees of suitable organisations with relevant contacts?

Plus:

  • What efforts did you invest in working towards being recognised as a ‘go to expert’ in your industry?
  • How many educational posts did you put out this week?
  • Count the people in your personal/professional network your helped this week?
  • How much goodwill did you create via referrals/introductions across your network?
  • Did you spend enough time leveraging your personal network for your benefit and for the benefit of people who know you?

It’s not my job to point the finger and tell you what you should do or even what your Relevant Sales Activity should be, because I have no idea about you, your ambitions or how you currently work, instead I’d ask you to reflect on how you spend your time and how you could better spend your time to make sure you weight the odds in your favour in the Equal Odds Rule.

You have as much chance of winning as losing…you just have to be in the game.

To what extent are you really in the game?

Here’s the Truth about Relevant Sales Activity

Whether you believe the Equal Odds Rule or not, just think about it, there is an inevitable fact.

The more you are out there as a proactive sales person, the better you will get at your craft, the greater your skill, the better your professional profile, the higher your status, the better your sales skills will be.

You’ll get all of your ‘failures’ out of the way, by default, you’ll improve your chances of winning.

Work the Equal Odds Rule because you can’t lose.

You can take control of your own sales career now and focus on the absolute and critical sales success factors, and create your own relevant sales activity – just hit the link here – tell me more

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Your Sales Crystal Ball

Sales Pipeline Management is the key to predictable and stable sales performance.

That means sales growth, sales security, certainty and the ability for any business to produce accurate sales forecasts.

So today, whether you’re a sales leader or a sales person, let’s think about your sales pipeline.

How do I know?

Because proactive sales pipeline management is a daily task. For sales professionals their sales pipeline is their true north.

The sales pipeline feeds the sales forecast…so managing the sales pipeline is a high priority task.

The sales pipeline is the holy grail of sales crystal balls.

Your’s isn’t?

It should be.

Sales Pipeline Management Facts

The profile of a typical sales pipeline will show you it’s a mixed bag; for example.

  • You’ll have some great prospects in your sales pipeline
  • Some rubbish in there
  • You will have new leads in there
  • You’ll have some very old leads in there
  • Some entries in your sales pipeline will be ready to close, some just in the process of being opened up
  • Other records will offer you huge sales rewards and some will barely cover the sales acquisition costs
  • Some you’ll love dealing with, some you’ll want to shoot
  • Others won’t know what they want, some will know exactly what they want but can’t afford it
  • Some will be liars, some will be chancers and some will be using you to get a better price to beat your competitor with
  • Occassionally, youll find those who will enjoy your hospitality with no intention of buying from you
  • Some will have told their team to always say they’re in a meeting when you call
  • Often there will be others who will always see you to chat…picking your brains for free is part of the deal…right?
  • Some will think they know best, yet continue to fail, they want to do it the hard way first

Just a fragment of what you might find in a typical sales pipeline…the good, the bad and the ugly is just a cliche, so how about the prospect, the chancer, and the waster?

 

Key reminder: if you’re like most sales teams your sales pipeline is 90% rubble and 10% gold.

 

Sales Pipeline Management: Think Again

I’m not jesting when I tell you that your sales pipeline should be your Holy Grail. It REALLY should be your sales crystal ball.

No-more guessing. No more getting half way through the month and realising the sales target is just not going to happen this month.

No. A great, well managed, quality based sales pipeline gives you and your business all the sales intel they need to remove risk and to provide the basis for a health sales result at the end of every month.

Plus, it’s a great start for a replicable sales and business development team…but that’s an aside.

Today

Today, when you look at your sales pipeline, think about this:

Think about getting rid of all the dead beat prospects, all the prospects that are just taking up space, the ones that your eyes fly over without registering any more, the prospects that give you hell and always want something for nothing, the prospects that take forever to pay, the firms that only use you when your competitors have put their account on stop.

Say no to continually calling those prospects that don’t respond to calls, ignore emails, tell you time and time again that they’re the decision maker when you suspect they’re not.

Reposition those prospects that have said yes 10 times and never sent the order, say goodbye to the prospects who give you grief or just call you in to batter you on price with threats to go to your competitor.

Make today the day you say ENOUGH!

DO NOT RESUSCITATE

Your time is precious. You can earn whatever you want when ever you want, if only you can manage your time.

A poorly managed sales pipeline is a killer.

Undiscerning sales pipeline management will definitely diminish your ability to close business effectively and efficiently.

Poor sales pipeline management will also compromise the quality of the sales you close.

Instead of carting around 600 questionable sales prospects (for example) be very cute and very commercially attuned to where you’re spending your time (and therefore your money), and clean out all the gunk…all those prospects that you’ve been nesting in the hope they’ll somehow wake up to the value you could deliver.

Give Up On Being A Sales Stalker

Surrender the wasters to the universe…at best your competitors will pick them up and get mired in the prospect’s maybe promises.

At worst, you’ll have set yourself free. Free to concentrate your fabulous skills, efforts, talents, time and money on prospects that are worthy of that investment.

So with pride, with head held high, and a huge sense of relief and rebirth slap those DNR stickers all over the prospects that are clueless, spineless, not interested, not worthy and just stuck. Instead, march forward with the brave, the enlightened and the glorious, because that’s what you deserve!

Your sales pipeline is your key to sales glory, endless commission and a genuine joy of doing a great sales job…and your discerning sales pipeline management skills are crucial to you achieving this.

Ditch The Losers!

You owe it to yourself.

Fly higher and devote time to the prospects that have the potential, insight, budget and mindset to work with you.

Don’t compromise on the quality of your sales prospects or the quality based criteria in your sales pipeline.

Your sales pipeline management could be all that stands between you and huge sales success.

Happy Selling

For further insights on sales pipeline management as well as information on how you can boost sales and super charge your business development efforts for free – hit the link – The Advanced Business Achiever

If you want to know how to fill your sales funnel and sales pipeline with high quality sales leads – check this out Leads ++

And if you want to discretely discuss sales improvement in your business – contact me, Carol on 0779 002 1885 or carol@mortonkyle.com

You can also check out the blog for articles on improving sales performance, building replicable and scaleable sales and business development systems as well as sales pipeline management. Act fast, because this is the fastest easiest way to boost sales performance – Morton Kyle Sales Improvement

For further insights into sales pipeline management, sales funnel creation and creating accurate sales forecasts – check this out – tell me more

You can also check out the Morton Kyle Sales Audit for a super fast insight into the real reasons you’re not getting the sales results you want, need and deserve.

Here are some of our most recent sales improvement reports – all free, instant downloads

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

How to Fill the Diary with High Quality Sales Appointments

How to Recruit the Best Sales Talent into Your Business and Reduce the Costly Risks

 

 

 

Lead Generation for Professional B2B Sales People – Leads ++ 

Lead Generation for Professional B2B Sales People – Leads ++ 

Lead Generation – How to Generate Endless, High Quality Sales Leads at Zero Cost 

Lead Generation that’s Fast, High Impact, Easy AND Generates High Quality, Profitable Sales Opportunities at Zero Cost.

Suitable for: Professional Services, Law Firms, Accountants, Insurance Firms, High Volume Sales Call Centres, Resellers, Software Houses, Business Service Providers, Brokers, Multi Channel Sales Teams, any business with more than 3 products or services to sell.

Why?

If you’re dealing with customers and prospects on a daily basis then I GUARANTEE, you’re in charge a zero cost source of high quality leads.

You have access to a sales lead generation machine!

The truth is, you’re sitting on a HUGE asset.

Yet, so few businesses make the most of that asset to help then dramatically improve their sales lead generation.

Very few businesses turn that very valuable asset in to cash, profit, market share, competitive advantage, stable growth and sales certainty, because they just don’t know it exists!

Don’t be one of those businesses, because you don’t need to be hunting for business in the dark anymore.

Are you guilty of having a huge lead generation asset but ignoring it?

Don’t Make the Same Mistake.

Create high quality zero cost leads while competitors go chasing questionable business.

Don’t be the business that:

  • Ignores zero cost, high quality leads, because you don’t know any better
  • Refuses to accept high quality, well qualified leads into the sales pipeline, because you’d rather chase cold deals
  • Leaves their customer base open to competitor attack, because you don’t know how to be a wrap around provider
  • Struggles to fill the sales funnel every day, because you’re ignoring business leads that are straight in front of you
  • Sees precious selling opportunities go to their competitors, because you leave the sales door open for them
  • Falls foul of running half empty sales diaries, because you don’t realise that your most valuable asset could give you more
  • Struggles to get meetings with great prospects, because you’re missing a few simple techniques
  • Leaves pure profit on the table…ready for someone else to pick up, because you fail to do one simple thing
  • Spends endless time and marketing budget on chasing new business, because you think that’s the only way to grow
  • Accepts that ‘the leaky bucket’ is just part and parcel of being in business, because that’s what everyone else does
  • Struggles with customer retention and costly account management, because you make it easy for businesses to move from you

Can you even begin to imagine hope much all of the above costs? I can’t, but I know it’s a lot of money and even more opportunity going to waste…right under your nose.

Serious Lead Generation Action?

Yes Please!!!

Of course, sales lead generation is the life blood of every business.

Now you can cross sell, up sell, and generate leads in every single sales call, visit, customer service call, complaint call…in fact at every interaction with the customer or prospect, you can generate well qualified leads…

As many as you want…

Whenever you want…

In fact, with Leads ++ you’ll be able to sell and generate leads without selling!

You’ll see how easy it is to generate leads confidently, professionally and successfully on every single call.

Yes – every single sales, customer service or customer interaction.

Serious Lead Generation with Leads ++

It’s the fastest way to fill your sales funnel with leads, so you can get qualified sales leads into your sales pipeline whenever you want.

And the extra good news:

As if you need any more reasons BUT, this is all at zero cost.

Zero Cost Lead Generation!

This is the easiest way to:

  • Increase the quantity of sales leads in the sales funnel, therefore increasing the chances of smashing sales targets
  • Reduce sales lead acquisition costs, hence making more margin
  • Improve the quality of sales leads going into the sales funnel, which means that you’ll likely close faster
  • Save time, money and resources, which means you get extra days per month
  • Gain a steady flow of continuous sales leads for the sales funnel, so you don’t have to go chasing cold leads

All at zero cost.

That’s right – Zero Cost Lead Generation

Find out more here – just fill in the enquiry form below and I’ll send you everything you need to know about creating an infinite source of leads and sales for your business

Or you could just continue struggling…

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If you’ve any questions or queries – email carol@mortonkyle.com or call 0779 002 1885

Want further insights into sales improvement? Because hitting this link will start the sales improvement in your business. Get weekly sales and business development newsletter – The Advanced Business Achiever

Strategy – Cheap or Fast…What’s Your Choice?

Strategy – Cheap or Fast…What’s Your Choice?

Strategy and Sales Business Plans – Questioning the Reality

Strategy Overload, Strategy BS and Strategy Words Without Meaning!! I’ve seen it all over the last 4 months.

I spent three weeks in summer looking through some very ambitious sales strategy and business plans for a company that has huge ambition and even bigger potential.

Huge potential. In fact, off the scale potential.

Little competition. Great product. Demonstrable ability to deliver. Fabulous reputation. Outstanding service ethos.

Strategy – Why Bother?

As you would expect when the business needs to break through to the next level, then their senior business leaders put tremendous effort into pulling the business plans together.

That’s cost serious time and serious money.

We drafted, redrafted, discussed, argued, challenged, tested, refined, redesigned, road mapped, reflected, showcased and shredded…until the final business plan was alive and kicking.

At which point, the senior business leaders confirmed they’d all created a plan they knew they could achieve, something they could have faith in, fully recognising that if they didn’t take action now, then one of their hungry competitors would.

The value of a well designed sales strategy is not just making sure that it works on paper. That’s one aspect.

But it’s also about seeking alignment in the thinking of the key players.

It’s a chance for everyone to have their input into the sales strategy, everyone can say their piece, share their concerns before reaching a workable consensus.

So, by the time everyone has signed off on the sales strategy, you know everyone is on board.

That’s it. Committed to. In love with. Totally sold on what needs to be done…

Sales Strategy – That’s All?

No!

None of that is as important as the bit that comes next.

This is the most important bit.

It’s this question.

One single question.

That question comes when it’s time for action.

Time to make the dreams come true.

This is when I know whether the senior business team are really in, or if they’re just saying they’re in.

The question?

At this stage boards will ask one of two questions:

How cheaply can we get this done?

or

How quickly can we get this done?

Two completely different mind sets and two completely different trajectories to success (or not).

Of course, the ideal sits somewhere in the middle of the extremes…well, you’d like to think that, in an ideal world.

Because this is the truth, if you’re wholeheartedly behind what you’re going to do and you’ve been sensible, realistic and conservative with your projections, transparent in your risk analysis and have a business model you truly believe in them money is rarely as big an issue as time is.

Either way – the point of this: are you asking yourself the right questions?

Because the best sales strategy in the world is pointless if you don’t believe in it enough to make it go as far and as fast as possible.

Action is key. Action drives everything else. Action matters when the words are just words.

Think about it next time you have to commit to business changing actions.

In the meantime:

You can download a selection of free reports on how to improve your sales performance – just hit the link on our blog 

Plus you can sign up to a free weekly digest of practical and proven sales and business development improvement strategies – hit the link – The Advanced Business Achiever.

 

Sales Pipeline or Sales Plug Hole?

Sales Pipeline or Sales Plug Hole?

10 Ways to Get the Most From Your Sales Pipeline

Sales Pipeline Abuse!

Let start off by explaining what a sales pipeline is, it is:

Your pay check for the next 12 months and beyond.

The difference between you going on holiday or having to explain to the family why it’s another staycation.

Choices and options –  do you spend your birthday in NYC or Rotherham…

You see where I’m going with this don’t you?

Why?

Do you treat your sales pipeline so shoddily when it’s so important?

Fill it full of half-baked, second rate, tyre kickers?

So many that the good, healthy, profit generating sales prospects either get lost totally or struggle to get the attention they deserve in order to prosper.

It’s because of this one single thing…

Being busy is more important that being effective…chasing a lead is chasing a lead, whether it’s a waste of time /effort or not…

Disagree with me?

Great…it means you know better.

So, this is NOT about time management, it is about how you manage your sales pipeline.

What is a Sales Pipeline – REALLY?

Some firms will map their sales pipeline so that it matches the buying process of their buyers.

Some firms have their own loosely structured sales pipeline.

So, to generalise between those two extremes, you can think about your sales pipeline as your sales forecast in motion.

The sales pipeline can represent a series of stages in the sales and buying process.

At the top of the sales pipeline the sales prospects are relatively unqualified…the nearer those sales prospects move to the end of the sales process the more details become attached and the higher the level of qualification as the discussions turn from possible sales to discussing prices and potential delivery dates.

You can see how it works.

Some firms will attach very specific qualifying criteria to each stage in the sales pipeline. Other firms are much more fluid around what happens at each stage.

In the former, you’ll see prospects held back in the sales pipeline until the sales person can qualify certain information – it may be around budget, sign off date, understanding/mapping the buyer process, meeting the key decision maker or some other business critical insight

Sales Pipeline – Understand This!

A sales pipeline is a flowing source of information.

It’s organic.

It moves often, maybe daily, maybe several times daily, weekly, monthly, depending on your sales cycle duration, order value and sector.

Either way, the crux is, it moves.

It doesn’t bulge out of control…at every one of the sales stages – there is a chance to decide if you keep that sales prospect in the sales pipeline and progress them to the next stage or if you ditch the prospect or simply take them back to a previous stage in light of new information.

Your sales pipeline directs all your daily activity.

Not enough sales prospects in your sales pipeline due to drop at a certain stage? Better get on with topping up the sales funnel then.

To many sales leads dropping out? Maybe need to tighten up the sales qualification criteria at the start of the sales process.

Sales prospects dropping out due to one factor? Maybe need to look at how expectations are being managed earlier on in the process.

Inaccurate sales forecast? Maybe a tighter sales pipeline with more specific criteria.

Your sales pipeline and the sales forecast it creates is vital to your business…it’s the resource planning, funding, operational blue print, so accuracy, management, maintenance are all vital.

So…

To Get the Best From Your Sales Pipeline:
  1. Refer to your sales pipeline daily to direct you most urgent sales activities, your sales pipeline should direct your day, what do you need to create today? More appointments? More quotes? Are you chasing existing clients today or closing deals? What’s your activity? Your sales pipeline will show you.
  2. Don’t be afraid to push for the information you need at all stages in the sales process…a serious buyer will be happy to answer your questions as best they can….or tell you why they can’t.
  3. Pension sales prospects off if they have stagnated for unexplained reasons i.e. the prospect has stopped returning calls/responding to emails…don’t be a sales stalker.
  4. Understand the difference between being busy and being effective, some business will never be worth chasing.
  5. Allocate your resources carefully to protect yourself and your resources – beware of prospects just wanting a price, or those who are just at the ‘thinking about it stage’ and seem happy to stay there…
  6. Check the next stage in the buyers mind to ensure you’re always on the same journey, together and with the same map…otherwise you’re not partners in the process as you’ve different understanding of the situation
  7. Make sure you’ve done a very thorough fact find and be mindful that facts can change, i.e. another referrer/influencer needs to be convinced, the late entry of a competitor, a change in budget, change of delivery date…keep checking the important questions
  8. Credit check the sales prospects in your sales pipeline…you may check then at the beginning, but you should be checking them periodically though the sales process too…you don’t want to get to order sign off stage and find the prospect lacks credit worthiness.
  9. Be scrupulously honest with yourself when you’re working your sales pipeline…don’t delude yourself…if things in your sales pipeline look shaky then the sooner you take remedial action, let someone know and get additional support, the greater your chances of success…head in the sand is not a good tactic for remaining successful in sales…
  10. Neither is relying on blind luck…the great thing about an active sales forecast is it lets you work out what your very own sales recipe is. How many cold calls:meetings:quotes:orders do you need to hit your target? Once you know this you know everything you need to know to optimise your sales earnings…learn what this recipe/formula is for you ASAP and work on the leaks continually…
The truth is – your sales pipeline is either a major asset or a wasted money making opportunity…which is it?

Also, consider this, rejecting or ejecting unworthy sales prospects early on saves a mountain of time, money, resource…because dragging an unwilling and unqualified prospect through to the sales close at which point they reject your proposal is dangerous and it’s a money pit with no end in sight…actual costs plus opportunity costs all start to mount up.

Be diligent about the sales leads you progress early on. It may cost thousands to get a sales prospect to the end of the sales process, if the chances of conversion are low, ensure you qualify hard at the start of the sales process.

Look out for a new blog on sales conversion rates tomorrow.

In the meantime, here are a selection of free guides to help you create a robust sales pipeline. They’ll  help you create a profit generating sales funnel – free instant download – just hit the link.

How to Generate High Quality, High Converting Telephone Sales Appointments

Only Dead Fish Go With the Flow

10 Steps to Out Sell the Competition

20 Ways to Price Like a Pro! – Creating Hungry Sales Prospects

Just hit the links above and the reports are available for instant download

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

p.s. For free weekly insights into what’s new in sales, business development and profit creation – sign up to the Advanced Business Achiever – it’s free.