One theme that underlined this year’s European Utility Week held in Barcelona, Spain, is that the industry is undoubtedly undergoing a significant transformation. Shifting international regulatory policy, hordes of actionable data and an increasingly connected consumer base are just a few of these driving forces.
Selling means putting a great number of skills to practice but the smallest slip could spoil it all. What are some of the biggest sales mistakes and how can you avoid them?
It’s important to first know your buyers before you start selling to them. Do you have a buyer persona? Today we’ll explain how you can define your ideal client.
When is a lead ready to be passed on to the sales department? What prospects should the sales team focus on? Lead scoring? BANT? ... Today I’m going to explain the different levels of lead qualification and how you can go about applying them to your sales funnel.
When Frederick W. Taylor started to have vision problems at an early age, he had to settle for watching his friends play baseball from the stands. However, by embracing his role as spectator, he could assess the physical performance of his teammates, allowing him to seek new models and formulas to maximize the efficiency of the players.
Before we start, let’s just make one thing clear. There is no, definitive rule book on how to close every-single-sales-deal-I’ll-ever-land-in-the-future. It’s just not possible; there will always be those that despite your championed sales book’s efforts, are always just an arm’s length out of reach. But this is the beautiful nature of our industry - every new deal brings a slightly different challenge than its predecessor. Whether it’s the client’s temperament, office environment or acute sense of smell (ask me about that another time) not one deal will be the same.
Are you at a time when your business could use a little financial boost? Are you considering looking for funding? In that case, the possibility of carrying out a business plan may be your best move forward, especially if you have investors in mind.
Every day, more and more companies are discovering the importance and benefits that can be gained by applying technology to business processes. However, with all the various options and terminology being thrown around out there it’s hard to stay on top, to figure out what you need and whether it’s going to be useful for your business. The most common conundrum occurs when executives discuss Customer Relationship Management (CRM) and Sale’s Force Automation (SFA). The misconception is that CRM and SFA are one and the same, but they’re not!
So far it’s been a productive meeting, Sales are high and spirits even higher; nothing could dampen the mood.
You mull it over in your head. Yes, you decide, “I can feel it!” Maybe, just maybe, this time will be different:
“Right, team… how are those CRMs coming along?”
But no, it’s just as you’d expected: heads hang, feet shuffle and those blank stares of contempt begin to rise from every corner of the meeting room, all fixed on you.
Thinking about developing your content marketing as a new channel for capturing leads? The online market research company ResearchNow recently analysed the extent to which blogs are a driver of sales. The conclusions are well worth a read.