Inbound and outbound sales departments
When incoming requests become overwhelming, maintaining relationships with existing clients and increasing loyalty becomes less of a priority.
Moreover, even new prospects often become active only if regular communication is established with them. The average sales department is very poor at this. What can be done? Read below, and also watch the video on how to hire sales managers...
Read the online self-study guide to cold salesWrite to the marketer at marketolog@adbest.ru Let's be friends!
This is one of the most important steps. Let's introduce three concepts: progress, deferral, and refusal. Progress is when the client has agreed to any constructive action that brings the final result—closing the deal—closer. This includes providing contact information, reviewing the proposal, agreeing on a contract, paying the invoice, visiting the office, inviting our representative, volunteering to speak with their director and presenting our product, etc. This is all progress. If the client says they don't have time, or will call back later without specifying what exactly we will do at that agreed-upon time, or doesn't say yes or no, this is deferral. We must ensure that the maximum number of calls, meetings, and any other contacts result in progress.
Setting up contextual advertising using analytical methodsPractice this step so that over 90% of your initial and subsequent contacts with clients lead to progress. Before making any calls, set a goal for yourself: what exactly you want to achieve in this particular case.
Step 4: Handling ObjectionsBesides incentive systems, company managers are most often concerned with sales forecasting. I've noticed that sales volume forecasts are most often purely theoretical, as a result of subjective observation of previous periods' figures and the level of ambition. However, there is also a scientific approach to forecasting sales and website traffic, which I recommend adopting. There is the so-called Adaptive Trend-Seasonal Sales Forecasting Method. It takes into account the seasonal impact on sales results by observing the seasonal trend, giving the most recent year of observation more weight than the previous one, accounting for the degree of variation in values and the impact of unforeseen and variable factors on sales results: the presence or absence of discounts, promotions, special offers, various types of advertising, sales, etc. Scenario forecasting is also possible to achieve the desired result. We offer both commissioned data analysis for sales forecasting (usually three years of data are analyzed to track the impact of seasonal factors), and training for employees in relevant forecasting skills. All calculations and graphing can be performed in Excel.
Go to the sales forecasting sectionWe also offer training for sales managers on sales techniques: sales stages, spin selling, handling objections, closing deals, buyer psychology, and much more. By conducting regular training sessions to enhance your skills, you can significantly increase your sales. While this is common practice in Western companies, in our country, it's still a local phenomenon, despite all the advantages. We also offer numerous courses for professional development for marketing department employees. For those who use YouTube, I have a link to the "Key to Sales" channel, which you can freely use for non-commercial purposes to improve the skills of sales employees and managers, delegate tasks, develop motivation systems, hire sales managers, and more.
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