This post focuses on sales ops and how to make sure the data captured in a sales process, right from the lead gen stage, flows efficiently across the various parts of the process. And beyond avoiding data leakage, how capturing as much data early on can helps analytics even if some data pieces can be deemed not relevant initially. In this first post, I take the example of a sales ops process built around 4 services / technologies, I explain the 4 groups of data useful to capture and maintain for KPIs and reporting purposes. The second post will then explain how to put all the pieces altogether.… Read the rest
Photo credit: Pacheco
Have you seen this slide that regularly goes around on LinkedIn presenting the amount of time a sales person needs to follow-up with a prospect to get a deal and how many sales people stops too quickly.
You can’t have missed it. It comes back over and over again and is coming from the so-called “National Sales Executive Association”? Well, if you didn’t know already: it is a fake. The NSEA simply doesn’t exist. But this slide seems to make the point there is value in chasing to secure a sale. Is there some sort of ground beyond this fact?… Read the rest
I am a fan of Derren Brown. For those not living in the UK, he is a rather good illusionist with a big show on BBC. One of the trick he has is to ask people on stage to think of a piece of music and, when they share it, reveal that it is the same piece he wrote on a paper. A rather baffling trick. And he shared the way he prepares for it . Essentially, he has his crew following this person throughout the day prior to the show and make sure she is exposed to a piece of music of his choosing numerous times.… Read the rest
Are you cold mailing people? Are you talking to customers on email, face to face or on the phone? Are you actually communicating with your boss, wife, customers? No? Well, you can close this page, this post is not for you. If you are, read on.
Good to see you are still here. You must be communicating with people then :). I will make it short. If you are in sales and read some of these posts, you have realised/know/experienced that all conversations should be centred on the problems of the prospect. The problem, how to address it, who is impacted by the problem, etc… should be the lynchpin of all the conversation with a prospect during the sales process.… Read the rest
Photo credit: KayVee. INC
I won’t get into the specific of LinkedIn, no need to. But love it or hate it, if you work in sales it is a pretty powerful platform. Like many thousands of people, I use it to research people before meeting them, keeping in touch or identify leads (ever looked at who follows your competitors? Try it, you will find people interested in their product and therefore in yours….). And I am sure you do to. But do you always connect with someone on Linkedin once you meet them? Personally, I don’t.
There are also people with whom I do not want to connect because they are part of my sport network and I don’t necessarily want to mix social and work.… Read the rest
Photo credit: Macinate
Prospecting. An activity which more often than not isn’t really appreciated, both by sales people and those at the other end (maybe because they have some pre-conceived idea?). Concentrating on the negative feeling sales people have, it could be because it comes along with the fear of “rejection”. Add to this the growing belief that to prospect, i.e. to contact people from cold is “dead” as content marketing and social are the ways for organisations to generate inbound leads. I keep reading “outbound is dead”. I personally believe there is a lot of value to have both inbound marketing and outbound sales effort combined together.… Read the rest