Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses
There are lots of ways of increasing sales results, you could:
- Focus on bigger deals
- Increase, or decrease prices
- Sort out your incoming sales funnel and sales lead generation
- Only chase good quality business with your clearly defined perfect prospect profile and decision maker
- Soup up your case studies and testimonials so everyone gets more social proof
- Fine tune your sales processes
- Split the business development function from the sales closing function
- Ask your sales manger to spend more time coaching in situ as salespeople connect with potential customers
And all of these would work… they’re all part of the 100% Club – the go to list of how to increase sales results.
Also on that list is…
B2B Sales Training to Increase Sales Results…
But that’s not the only way.
Whatever your sales and marketing efforts, whatever your business development strategy, effective sales, great B2B sales will invariably come down to how you intersect with the decision maker to get them to make a purchasing decision. But there are a myriad of other sales stimulating activities you can do before you get to the sales training stage.
If you do everything else in the sales process, but you cant get the decision maker to make a purchasing decision, well that’s a NO SALE!
Hers’s 10 ways to make sure that doesn’t happen to you.
10 Way of Increasing Sales Results
Ensure your sales process deals with the decision maker and the relevant influencers. However, never take your eye of the main buyer. Loosing contact with the person who makes the purchase decision can catch a lot of sales people napping. Never forget whose signature you want.
Increase your conversion rate by ensuring you spend time with viable buyers. Check this out if you want to know if you are dealing with a viable buyer or a tyre kicker – Engaging with the Perfect Prospect.
Also – read this if you want to know How To Qualify A Perfect Prospect
Too many sales people are happy just to be busy, but not especially effective sales people. I’m not saying lazy sales people sort of have the right idea, but how about you ask yourself this question every morning – what’s the fastest way, least stress, low risk way to get my sales pipeline full of high quality, viable prospects who are able to make a purchase decision? Once you have the answer – do that! Being an effective sales person is key in an industry that judges you by results delivered and not hours worked.
Get a super clear picture of what your potential customer looks like. The sooner you realise what your ideal decision makers look like, and that you can increase sales results by killing your compulsion to try and convert every potential decision maker, the richer you will be, because it’s one of the fastest ways you can use for increasing sales results.
Then: if you’re really serious about increasing sales results and improving sales conversions
Work your referral networks. Draw up a list of 10 people per week, happy customers who have benefited from you an your expertise, then ask them for one or more of the following: an introduction to a named contact, a referral, a testimonial, a shout out on social media, a case study or a linked in introduction…that’s 10 new pieces of sales and marketing activity from people who love you, and as you know, social proof rocks
Purchase decisions can take ages to make, so when you do get the prospect to that stage, then don’t let them off the hook. Just ask for the business and don’t stop asking until you get what you need. Think that’s too pushy? Look at it this way. At this point you’ve just rolled a huge snowball up Everest, so why would you let it go now? A good buyer, a good decision maker will know what you’ve invested, he’ll work with you if he sees you working for the order so don’t fade away.
Talk to your sales and marketing and business development teams all the time. Especially if you’ve found a trend that’s swaying decision makers at the moment, or perhaps some competitors have a nice hook you’d also like to use. Sometimes the sales and marketing teams are working in isolation and inspiration from the sales team at the front line can really boost their creative juices. Get them creating compelling call to action sales and marketing material, and those first class landing pages.
Next:Sales Strategy
Understand your sales processes and work it hard. Whilst you’re doing that, look at where most of your sales stick in the sales process and get some help. I know lost of people ho are great at the first half of the sales process, but can’t progress to a close. Some would die rather than ask for the business. Likewise I know some sales people who are dropping opportunities because the deal doesn’t progress fast enough and they have no nurturing skills. Everyone needs help sometimes. It’s a valuable insight to know where your own strengths sit. If you need some help – check this out – it show you what sales metrics to watch if you want to increase sales results
Once you know what your sticking point is, what sales skills you need to improve, then take action. Either grab your manager for some training. You could even check out some self development videos. I love YouTube. Perfect for getting something sorted and a new skill gained really quickly. It is learning on the go and you’d be surprised at how quickly you can pick up new sales skills. In fact, better still, get the whole sales team involved in the learning and sharing.
Register now for your weekly free and practical sales insights into how to increase sales results, improve business development efforts and fill your sales pipeline full of high quality sales prospects. Just hit the link Advanced Business Achiever
When you’ve done all of that and you need B2B Sales Training, then we’d be delighted to help.
Or if you want to discuss how we could design a tailored sales improvement solution for your business – contact us on carol@mortonkyle.com or call 0779 002 1885
What are your biggest sales challenges?
0779 002 1885 / carol@mortonkyle.com to get in contact.
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