How To Grow Your Revenue

The landscape of business has seen a massive transformation over the years, particularly after the arrival of cloud computing. Earlier, options were not there to run, control and manage operations and executive plans from outside the office premises. In fact, businesses could not be run from anywhere and this somewhat brought a slew of restrictions and curbed freedom to a great extent. The scenario has changed, and changed for better, as running businesses is now a geography-neutral exercise. What’s more, it’s now possible to run businesses from any device without facing much of an issue. This is the power of cloud computing and it’s growing in popularity and usages.

In a way, businesses can now leverage a powerful automation platform and increase sales and maximize business efficiency with effortless ease. Marketing and sales departments now find it extremely easy to store all information in one place and retrieve them as and when needed for decision-making purposes. To them, managing the interactions with their customers has gone a completely hassle-free exercise. They also don’t face any problems in managing their online marketing campaigns. Even better, everything can be stored in one central platform and everyone in the department will have equal access as per their needs. This is how day-to-day activities have turned easy to manage for businesses across industry verticals.

More so, cloud computing helps marketing and sales teams to streamline their activities and take out bottlenecks in an efficient manner. More so, generating high quality leads becomes possible as team members are now aware of all processes within the department. This is why real results are driven and businesses go on to achieve their objectives in a time-specific manner. Similarly, a business remains in full command of every lead, every customer and every opportunity, which is never an easy thing to do. Any member of the team can track all customer information in one place without requiring any managerial authentication.

The best part of cloud computing is its suitability to each and every member of the sales or marketing team. So, it does not matter whether one is a sales representative in the out in the field or sales manager sitting in the office – it serves them all with equal purpose and helps accelerate productivity. Doing more from anywhere is a possibility and this is how businesses grow and expand their base. This is also how complex business processes are automated to bring more productivity to the business. All this helps business make insightful decisions and leverage the combine virtues of mobile, cloud and social together.

In overall, it is an utterly sensible decision to invest in a feature-rich and cloud-based automation platform to give the business the kind of pace and rhythm the current time demands. This is the only way to keep all vital information in one place and prioritize them to bolster the process of decision making. It’s the only way to get most up-to-date information about customer and understand their needs in a better way. So, your business should go with automation and get an edge in the market.

How To Be Sales Manager

You’ve been a sales producer for a number of years and a sales management job opens up. You’ve consistently been the top-producing salesperson at the company, winning awards and accolades from upper management. You apply for the position of sales manager and earn the position based on your previous performance and great attitude.

But three months into your new position, you are asking yourself, “Did I make a mistake?”

Some of this regret can be attributed to a steep learning curve because the skills that sales managers need are different then those of a sales producer. Or, the regret may be that you’ve realized you made a wrong career choice.

Ask these questions and decide if you really want to become a sales manager.

1. Do you enjoy training and coaching? Teaching and training always looks like fun – and it is. It is also tedious, requiring endless patience as you conduct role plays and drill skills in order to elevate your team’s selling skills. Salespeople are like well-trained athletes. They have to run the plays over and over until they become second nature, enabling the salesperson to execute under stress. There is a saying, “Infinite patience produces immediate results.”

Instilling new habits and skills takes time, effort and patience. Do you have the patience to develop people?

2. How comfortable are you holding people accountable? As the sales leader, you must make sure your sales team is engaging in the right activities and number of activities needed to create a full sales pipeline. My philosophy is that a salesperson can always do the work because they control how much effort they’ll extend. If a salesperson isn’t doing the work, effective sales managers are willing to have a tough-love meeting.

They aren’t worried about being liked. Their concern is helping this individual achieve their full potential — or find a job where they can do so. A professional selling career isn’t for everyone.

3. Do you enjoy analyzing numbers and data? Sales managers are charged with analyzing sales forecasts, conversion rates and win-loss analysis, capturing trends and working through mounds of big data that needs to translate into relevant data. Wing-it sales management doesn’t work in a sales organization, so if analyzing data doesn’t rock your boat, then stay in the individual sales producer boat.

Everyone has a special set of talents.

Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.

Guide To Make Great Sales

None of these take much time, but any one of them can add consider sales to your bottom line. Or try all six, and see your sales explode.

Your Prospects Are Afraid…

Provide your real contact information, including name, company name, snail mail address (physical is better than P.O.) and phone number.

Why? Because your prospects are afraid you are not who you say you are.

On your ‘about me’ page, provide all of this info again, along with photos of you, any employees you have and maybe even your location. Make it super easy to trust you and you’ll get more sales.

Elevate Your Prospects’ Status to Make More Sales

People want to prove they are better than others and have people look up to them. This isn’t bad, it’s just human nature. And you can use this tidbit of knowledge to make more sales, too.

Play up to this tendency to feel more important. Show prospects how buying your product will raise their status among peers, friends, family, etc. Show them how important they will become as a direct result of buying your product.

Have Your Sales Message Come from a Peer

One of the ‘secrets’ to boosting response of your sales message is to have it come from a peer of your ideal prospect.

In other words, you want your message to come from someone of the same group you are selling to.

Are you selling to women in their 40’s? Have your message come from a woman in her 40’s. Selling to investors? Have your message come from another investor, and so forth.

You can likely take any promotion you are running right now, change the message to come from the prospect’s peer, and increase your response considerably.

This technique is even more important when you are selling to someone who is highly skeptical. Nothing melts resistance faster than hearing a message from someone you perceive to be very much like yourself. Split test this and see the response – I think you’ll be shocked at the increase in sales you experience from this simple technique.

Focus on the Benefits of the Benefits

You already know how important benefits are to the selling process. Features are great, but it’s the benefits that sell. For example, that weight loss book is pretty and it has 300 pages – those are features. The benefit is the reader will lose weight if they follow the plan laid out in the book.

But what are the benefits of the benefits?

In the above example, ask yourself what are the benefits to losing weight? For example:

  • Looking better
  • Feeling better
  • Becoming more attractive
  • Living longer
  • Fitting into clothes they already own
  • More confidence
  • Turning heads and getting dates
  • And so forth.

Talking about just the main benefit – in this case, losing weight – isn’t enough. You want to dig deeper and expound on all the benefits your customers is going to get, and then paint a picture of their new life after they use your product.Find the Story

Every product has a story buried somewhere – you just have to dig it out.

For example, look at this headline from John Carlton:

“Amazing Secret Discovered by One-Legged Golfer adds 50 Yards to Your Drives, Eliminates Hooks and Slices… And Can Slash up to 10 Strokes from Your Game Almost Overnight!”

I have zero interest in golf. None. Yet after reading this headline, I want to know about the one-legged golfer.

Now imagine if I did golf – and imagine what all the golfers who read this headline did. Yup – guaranteed, they couldn’t help but keep reading to find out about that one-legged golfer.

That’s the power of a good story.

Get More Micro-Commitments

The more a person commits to something, the less likely they will change their mind.

For example, if you can get someone to opt-in to two or more of your lists, they are more committed to staying on your lists.

And get this… they are also more likely to make purchases, too.

It’s a principle of psychology that the more a person commits to something, the more likely they are to stick with it for the long haul.

For example, someone might say they are going to start running. But all they do is say it – they don’t do anything else – and within a week they’ve forgotten all about it.

But if that same person buys new running shoes and clothes, visits running websites, subscribes to a running magazine and joins a running club, then I can about guarantee they’re going to run.

It’s the same with your lists. If you can get subscribers to opt in to multiple lists, they become more committed to you and to the niche or topic itself.

So let’s say your niche is dogs. You might ask your new subscribers to opt in to a special course on potty training, another course on bad behavior modification, another course just on their particular breed of dog and so forth.

By getting more of these micro-commitments from your readers, you greatly increase the odds they will become your customers and even purchase from you multiple times.

Now how great is that?

How To Upscale You Sales Target

You can identify among a crowd those prospective business partners by indulging them into discussions for your business proposals. This is technically called as “Lead Generation”. It is about finding unique methods to gain the attention of people towards your business. You can provide an ample amount of perks to create that interest in them so that they would want to look for more information towards your brand.

This typically works out well and that what exactly called. It is nothing but a way of preparing your potential customers to your business and steer them to the extent of making them buy your products.

However, the question arises that when your product is already in good shape, then buyers will automatically be buying it. Then what is the need for this? Well, the answer lies in the kind of relationship you build with your potential customers.

It can be those strangers and potential customers that may show an organic interest in your business and might want to initiate a business proposal with you versus you as an owner of the business initiating a discussion with them. The former approach makes it easier for the future customers to buy from you over the given point of time.

In the concept of inbound marketing methodology, it comes with the level 2 stage of learning. Its role becomes significant when you have already attracted your targeted audience and are almost on the brink of actually converting those set of the audience into leads for your sales team.

Let’s talk about creating the best fit for the idea of lead generation into the inbound marketing methodology domain. For this, we first need to understand the concept of this in detail.

Suppose a visitor has come across your business, it could be through any means such as your company’s website, or a blog promoting your venture or even through a social media platform. Once he identifies if it interests him, he will try to look for a CTA button which is a Call-To-Action button. This CTA button actually will prompt him to take some more actions if he wants to get the information in detail.

Another form of generating leads us through a landing page through which you can understand the specific need of the guest who clicked to access that landing page.

Attaching a form with multiple fields is also a good way to generate leads. If this form is embedded in the website then you can capture the needs and requirements of the customer through his response in the given form.

How to Validate a Lead

There can be an odd number of visitors to your website, but how can you identify that which one of them can be converted into leads? So let’s try to figure out that way to ensure that which visitor is actually interested in your product or can be a potential lead.