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: 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
Here is a test for you. Take 10 people randomly in the street and ask them what are the concepts that spring to mind when you mentioned the words “sales” or “sales person”. I recently did a workshop with companies part of an incubator called 50th generation and asked them this question. The nice words that came up where “manipulative”, “pushy”, “untrustworthy”, “talkative” “second hand car”, “liar” and other niceties. Not very sexy, is it. And that was from people actually selling.
So, we all have this belief system that, dealing with a sales person, she or he is going to be manipulative, untrustworthy and pushy with them.… Read the rest
Photo credit: Daniel Coy
Imagine. You are creating your B2B start-ups. You had that marvellous, light bulb moment. You did some research, interviewed people. And after much fear, you decided to go for it. Congratulations! You’ve done the first step on an exciting journey. And now, whether your start-up is about a product or a service, you need to sell. Yes, sell. Whilst you rightfully feel that your idea or your product is really unique and possibly world changing, you need to convey this to someone who then will take a big punt on you and give you some of hard earned cash (or cash from a budget they manage) and give it to you.… Read the rest