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22
Jul, 2024

By admin

Why Your Company Needs an In-House Sales Academy for Unmatched Growth?

Did you know that investing in professional skills can boost your sales by 20%?

Yet, many companies struggle to provide the right resources for their global teams. That’s where the Sales Academy comes in.

Think of it like learning to cook at home versus dining out. Our Sales Academy offers all the tools and recipes your team needs to succeed. Want to drive growth, launch new products, or adapt to market changes? The Sales Academy has you covered.

It will boost your sales, set goals, train your team consistently, coach them, or find new talent. Creating an in-house Sales Academy is the way to go if you have more than 30 salespeople.

Continuous Sales Improvement: The Power of an In-House Sales Academy

Think of it like a gym membership for your sales team—it’s not just about occasional workouts but continuous improvement and support. Remote work has made people feel isolated, so now it’s crucial to have senior teams acting as coaches and mentors to provide feedback, motivation, and guidance. By integrating coaching into the Sales Academy, learning becomes a continuous process, building core capabilities rigorously while staying agile enough to adapt to rapid market and industry changes.

Elevate Your Team: The Benefits of a Structured Sales Academy

Enter the Sales Academy. It offers structured programs for all experience levels and focuses on career progression. This helps keep your best people while building a continuous learning culture. It’s like having a personal trainer for your sales team, helping them stay fit and agile in a fast-changing market.

Unifying Your Team: The Power of a Sales Academy

A Sales Academy also unifies your team with a common language, so customer service, marketing, and product development can work together seamlessly. It shows a top-down commitment to professional selling, building trust and engagement within your team.

Remember, selling happens everywhere—not just in traditional roles. Those who implement and fix customer solutions often understand customer needs best. Tapping into this potential can significantly boost your sales capabilities.

So, what are the key benefits of a Sales Academy?

  1. – Boosts Revenue Growth: Like a well-oiled machine, it helps your sales team hit their targets faster.
  2. – Builds Client Relationships: Upskilling your team helps them navigate complex sales and stand out in competitive markets.
  3. – Supports Career Progression: Clear paths for growth reduce turnover and support succession planning.
  4. – Delivers Targeted Training: Tailored coaching keeps your team motivated and skilled.
  5. – Creates a Common Language: Ensures all departments are on the same page, improving teamwork and efficiency.

If you want to lead in customer growth and satisfaction, build a Sales Academy that delivers results and creates the right environment for your team to thrive contact us.

 

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03
Feb, 2023

By admin

How Implementing a Value-Based Selling Approach Will Increase Your Company Sales?

How Implementing a Value-Based Selling Approach Will Increase Your Company Sales?

As a CEO, you know that the key to a successful business is to increase sales. One of the most effective ways to do this is to adopt a value-based selling approach. With this approach, you can focus on the value that you can offer customers, rather than just on the price of the product or service.

if only 25% of sales people help prospects maximise their value, is your sales team doing the job?

44% of buyers feel that only 25% of their providers
help them maximize their value. — Gartner

The world of sales is continuously evolving, what about your company sales team? If you want to keep pace with the competition, it’s crucial for sales representatives to stay agile and adapt to the ever-changing landscape.

What is Value-Based Selling?

Value-based selling is a sales strategy that focuses on the customer’s needs and wants in order to demonstrate the value of the product or service being sold. Rather than simply trying to make a sale, the goal of value-based selling is to create a relationship with the customer that demonstrates value. This strategy allows you to better understand the customer’s needs and to tailor your offering to meet those needs.

Benefits of Value-Based Selling

The benefits of value-based selling include increased customer satisfaction, higher customer retention rates, and increased sales. When customers feel that they are getting value from your product or service, they are more likely to become loyal customers. Additionally, customers are more likely to recommend your product or service to others, further increasing your customer base and sales.

Value-based selling also allows you to differentiate your product or service from competitors. By focusing on the value that you can offer, you can create an offering that stands out from the competition. This can give you an edge in the market and help you capture more sales.

How to Implement Value-Based Selling

Implementing a value-based selling approach requires a shift in your sales strategy. Here are some steps you can take to get started:

  1. Understand the customer’s needs and wants.
  2. Focus on the value that you can offer the customer.
  3. Develop a strategy to communicate the value of your product or service to the customer.
  4. Train your sales team on the value-based selling approach.
  5. Monitor and measure the success of the strategy.

By following these steps, you can begin to implement a value-based selling approach and start to see an increase in sales.

Conclusion

A value-based selling approach is an effective way to increase your sales. By understanding your customer’s needs and wants, and by focusing on the value that you can offer, you can create a strong customer relationship that will lead to increased sales and customer loyalty. Implementing a value-based selling approach requires a shift in your sales strategy, but with the right training and support, you can start to see the benefits.

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09
Jul, 2019

By admin

How can a long sales cycle be shortened?

How can a long sales cycle be shortened?

timepiece by Robert Couse-Baker (Flickr)

The challenges of closing sales and reaching your yearly target are numerous. Are you under pressure to increase your average sales size? Would you expect an incentive if you achieve this goal, and most importantly, would the sales cycle of your product allow you to do so within the time frame allocated?

Let us explore in the article below some tools that have often proved beneficial.

1.Clarify the target Market

Once you start your research, you will initially need to find the influencers and decision makers you need to help you achieve your goal. Invite them, as well as several prospects, to a 1-day seminar held at your office. There you can explain to them what you do in greater detail and discuss the solutions your company can offer. 

2. Create a mutual action plan to reach your prospect’s goals

Start connecting with every person that will take part in the decision management. Identify their objectives, whether personal and professional. You can then start connecting with employees of the targeted companies that will likely benefit from using your solutions. Build a trusting relationship and recognize challenges that could be solved by working together as a team.  Building a strong relationship with your prospects can significantly shorten your sales cycle.

3. Select challenges you can solve

The correct systems and processes, as well as developing your sales teams’ skills, ultimately all have an impact on the shortening of the sales cycle.  The responsibility lies heavily on the Sales managers’ shoulders as statistics show that only 20% of salespeople have the skills necessary to sell successfully.  

Salespeople need to have a structured strategic approach when they operate. Breaking the sales process into sections allows them to analyze challenges and weaknesses.  The sales process can be compared to a GPS system on a car.  Once we provide the destination post code (goal to be achieved) the GPS provides the route to take (sales process) and the time needed (Sales cycle) to arrive to your destination.

4. Align your activities around your prospects

Establishing a time frame for your next step is crucial.  If you don’t confirm your next meeting or call time with your qualified client, you will find it may extend your sales cycle by an extra 2 weeks.  Be on top of the customers’ mind to maintain the momentum.  Getting the buy in and the “yes” is important at all stages; small yesses are just as significant. 

If you are skipping stages by jumping straight to the end contract or proposal and then face an objection, this means the client didn’t see your value or didn’t understand the full process.  Make sure you ask clearly: “Are you ready for the next stage or do we need to talk through any other details?”. 

5. Monitor your pipeline

Plan your pipeline flow versus your timeline. Is the speed of the qualified and potential deals in line with the date your want to close the deal?

Daily pipeline monitoring is essential if you need to manage prospects: is the size of your pipeline is satisfactory? Are the stages of your sales cycle optimized? Do you have enough prospects to reach your targets?

Answers to these questions will help you prioritize your visits to clients, prepare focused offers and follow up on pending matters with potential clients.

6. Master your self-limiting beliefs

One of the non-supportive beliefs usually sounds like this: “I don’t need to speak with the actual decision maker because my contact will take care of it.”

Our beliefs and emotions may sometimes negatively impact our sale. Thoughts like the following ones are self-limiting:

  • “In the markets I sell to, it is well known that the sales cycle is long.”
  • “The companies I target have long sales cycles.”
  • “The companies I target take a long time to respond.”
  • “Nothing moves fast in our industry.”
  • “New customers need more time to think about how they spend their budget.”

If the salesperson believes it is ok to think it over, analyze and research and accepts that the environment needs time, then the result can only translate in lengthier cycles and delay closing. The salesperson must understand the sensitive nature of the impact of self-confidence and speed on the sales procedure.

7. Deal with managerial pressure

Senior managers will always test their sales leaders’ capabilities and stretch their capacity towards better results every day. To make sure you will be amongst the successful salespeople, you need to create a sales effectiveness process that will insure you reach the required targets. The consultative selling approach has regularly proved highly successful in that respect

If you want to get more information, please access to following the following link. We will be more than happy to assist you.

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27
Jun, 2019

By admin

Do you work with salespeople or sales leaders?

Do you work with salespeople or sales leaders?

1- Sales pitch or value proposition

In the last 10 years the business world has changed considerably, and the working life of a sales professional has changed right along with it. Customers have become more cautious and consequently their buying decisions have become more complex.Customers don’t want to be sold anymore; they want to be advised to quantify the value of their purchase. Cold calling is likely not working anymore nor the sales pitch.  There is no point in trying to sell without understanding the customers wants first.  Customers need to receive specific compelling information that drives them towards an informed decision.  Our customer wants to hear information directed to the problem they want to solve.  Poor listening skills result in not understanding the problem at hand.  Mastering the sales process is important to shorten the sales cycle and listening carefully is essential to understand the impact of the pain on the organization’s front and back offices.
What does the sales leaders need to achieve before they even call the prospect?

2- Pre-approach preparation

Do your research and prepare a target list, segment your potential clients per size, personae… and build a list of 100 companies to start with.  Make sure the selection of companies is in line with your organization’s strategy and offering. Companies selections might be diverse; Small to midsize or only companies in the IT sector etc. It will be beneficial to look into companies’ figures; Are they growing? Have they had flat sales for the last 12 months? Identifying such information will increase sales leaders’ chances to hit hot leads.  Be strategic about your list, be passionate about your list.  Give yourself a sense of direction.
Prepare a script and frequent asked questions: what challenges are targeted companies having? Build a list of questions that will qualify your prospects and identify the pain. Make sure your can build your competitive edge and stand out from the competition. Selling to Business to Business will involve identifying your decisions making unit that will be involved in the decision of buying. Identify their personality and communicate accordingly to facilitate your selling process.
What does the customer hope to achieve by the time they finished their call with you?

3- Connecting and empathizing consistently

Social selling is now an integral part of sales leaders’ daily activities. Prospecting, checking companies and people’s social profile to take a good decision. Master the skill of connecting on social medias to network before any conversation.
Connecting with prospects or hot leads should always start with a humble, genuine, honest approach and a happy tonality. Simple rules to start a conversation and build the relationship even over the phone.

4- Answering questions and challenges

Ask relevant questions when you pick up the phone and connect with prospects. Ask tough, difficult questions like: what are the challenges your company is facing in today’s market? Why you are failing from hitting your numbers?
You need to love the process of developing relationships with clients and prospects. Create a daily schedule, business habits, build a network, follow your numbers to be sure that your target is achieved.

5- Take put offs positively

Keep the conversation going, stay on your client’s mind. This is the most important step, even if you get a ‘no’. It all comes down to how much the sales leader wants to close that account.
Nurturing prospects – even after a ‘no’ – is important. Sales leaders should keep reaching out on a monthly basis with an article, podcast, etc… Step out of the comfort zone and find different ways to connect with someone you want to do business with.  Keep the relationships alive and be always on the top of their mind.  When prospects are ready, they will contact you.  Don’t go and try hit and then split.

Sales leaders, should ask themselves daily what were the failures in the last 2 weeks?  What were the successes?

Discover a 12 weeks program to build your sales team capabilities and make sure they hit their numbers.

 

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