Post by account_disabled on Mar 7, 2024 10:43:57 GMT
The sales process is complex. According to an analysis by the Canadian consultancy GetMoreDone (founded by Mark Ellwood, known for his studies on optimizing time management and improving productivity), only 10.8 of the weekly hours of professionals and managers involved in Sales are dedicated to sales (just over 22% of total working time). Most of the time is spent on administrative tasks (23% of time) and order management (12%). Few hours are dedicated to planning and pre- and post-sales services, only 10% of the total time of work activities.img art 4The data speaks for itself: with this division of work activities it is inevitable that sales cycles are long, thus negatively impacting business performance. Some suggestions on how to speed up sales cycles come from the blog of Hubspot, the well-known inbound marketing & sales platform.
B2B sales cycles, the golden rules 1. Automate repetitive tasks Automating repetitive Germany Phone Number tasks through the right technology tools helps salespeople spend more time on high-value cognitive activities, such as building targeted relationships. It is therefore important to carry out an initial assessment to verify which of the "time consuming" activities are carried out by salespeople and assign priorities to understand which can be automated. Business research and data entry are two typical examples of activities that can be digitized and automated easily. 2. Make sales calls more effective Any telephone approach must start from preliminary planning and a clear and defined objective so that the dialogue does not get lost and the negotiation "fails". It is important to know in advance that the interlocutor, the potential customer, is interested, and this interest is built with inbound marketing and an appropriately designed content strategy.
Furthermore, communicating your objective clearly helps to make the phone call more effective: the potential customer immediately understands the purpose of the chat and will know what type of information and answers to provide. 3. Analyze prospects' objections before responding The best salespeople know that it's critical to not only listen to objections, but also understand their root causes. For example, a potential customer might say they don't have time to listen to a new product presentation. It could be the perfect opportunity to launch into a pitch, a very quick, direct and organized presentation format for small key messages, usually used by startups when they present themselves in front of investors (the pitch works as long as the call has been planned in advance and defined the objective, therefore prepared this presentation format very well).
B2B sales cycles, the golden rules 1. Automate repetitive tasks Automating repetitive Germany Phone Number tasks through the right technology tools helps salespeople spend more time on high-value cognitive activities, such as building targeted relationships. It is therefore important to carry out an initial assessment to verify which of the "time consuming" activities are carried out by salespeople and assign priorities to understand which can be automated. Business research and data entry are two typical examples of activities that can be digitized and automated easily. 2. Make sales calls more effective Any telephone approach must start from preliminary planning and a clear and defined objective so that the dialogue does not get lost and the negotiation "fails". It is important to know in advance that the interlocutor, the potential customer, is interested, and this interest is built with inbound marketing and an appropriately designed content strategy.
Furthermore, communicating your objective clearly helps to make the phone call more effective: the potential customer immediately understands the purpose of the chat and will know what type of information and answers to provide. 3. Analyze prospects' objections before responding The best salespeople know that it's critical to not only listen to objections, but also understand their root causes. For example, a potential customer might say they don't have time to listen to a new product presentation. It could be the perfect opportunity to launch into a pitch, a very quick, direct and organized presentation format for small key messages, usually used by startups when they present themselves in front of investors (the pitch works as long as the call has been planned in advance and defined the objective, therefore prepared this presentation format very well).