6 SALES COACHING AND TRAINING STATS
BUILDING EFFICIENCY WITH TWITTER
People don’t often think of Twitter as a tool for business, but the social media platform has an easy way to help build efficiency into your schedule.
According to Statista, 75% of B2B businesses and 65% of B2C businesses market on Twitter. This means that many companies are using Twitter to promote new products and services, share upcoming events, communicate business news, and much more! So, it’s important to follow your clients, prospects and industry leaders to stay up to date on the newest happenings and marketplace trends. You will also learn a lot by following your competitors and their newest services and offerings.
But, when you follow a lot of people and only spend a small percent of your time on Twitter, it’s likely that you will miss out on some, maybe important, Tweets.
Here are two simple suggestions that can build efficiency into your schedule when using Twitter as a gathering tool.
1. Turn on notifications.
Mobile notifications are updates that are sent to your mobile device so you can stay up to date on the latest Tweets. You can control which notifications you want to receive and how you want to receive them. Just tap the small bell icon at the top of a profile to get started or click here to learn more.
2. Use TweetDeck.
TweetDeck let’s you view multiple timelines in one easy interface. This helpful tool can help you save time and easily organize the Tweets you want to read in a variety of ways. Click here to learn more about TweetDeck and its features.
MAXIMIZE SALES WHILE MANAGING COSTS
Setting expectations with your sales team regarding travel is an effective way to manage costs for those who are hitting the road in search of new clients.
Check out these 4 travel tips from MYB2BCOACH to help manage costs while achieving your sales goals:
1. Request a calendar for planned trips six weeks in advance.
This requires strategic thinking by your staff while allowing the appropriate amount of time to get the schedule of key decision makers. We suggest that meetings be scheduled at least 3 weeks in advance. If your team travels by air, this will typically provide for lower airfare, as well.
2. Require a minimum number of scheduled meetings before approving travel.
We suggest a minimum of two high prospects per day with additional time for lower-priority prospects.
3. Outline when entertainment is acceptable and what type is acceptable.
A salesperson should know when it is encouraged to take a client to dinner and the cost guidelines. It’s also important to outline what type of entertainment is allowed such as sporting events, dinner, concerts, etc.
4. Set expectations for lodging.
Depending on their previous work experience, this can be a large variable and should be addressed.
Follow these simple tips the next time your employees are traveling to maximize sales and manage costs. What guidelines do you have established when it comes to employees traveling? Let us know below in the comments!
BUILD EFFICIENCY INTO
YOUR SALES CYCLE
You can reduce your costs by building efficiency into your sales cycle.
Qualifying prospects is an essential part of the sales cycle. Asking the right questions during the first conversation can help determine whether a potential customer is worth your time and energy before moving forward with them. Even though a large pipeline full of both qualified and unqualified prospects can lead to more sales, it will also result in less revenue and decreased efficiency. When you focus all your effort on highly qualified prospects, you will increase your closing rate, gain more profitable business and work with highly satisfied customers.
Ready to build efficiency into your sales cycle by qualifying your prospects? Then check out this post by Neil Patel who provides 25 questions you can ask to help qualify your leads.
BETTER TO BE IN 5TH PLACE THAN 2ND
Sales is not like the Olympics. There are no medals for coming in 2nd place.
We had a client who was excited that they were producing 400 responses each year. Unfortunately, out of the 400 responses, they were only landing between 100 and 120 of them. Furthermore, out of the 100 and 120 prospects they landed, not all of them were the “right” business for our client.
With our strategy and training days, MYB2BCOACH creates a more precise target and leverages the company’s MVPs to more than double their close and margin rates. We help our clients realize that being in 5th place is better than being in 2nd.
“Wow! I completely lost the last 6 weeks because I’ve wasted so much effort going after the wrong target.”
That’s what one of our clients said at a recent sales strategy session. During the Ideal Client discussion, the client had an aha moment. They realized they had been chasing after the wrong prospects the entire time. Not only did they waste effort, but they also wasted time, money, travel, and many other expenses.
Even though they still landed a few clients within their old target, they could have been landing a lot more. Instead of landing 1 in 100, they could have landed 1 in 10 if they went after the right target.
How much time and money could you be wasting when targeting the wrong client?