Lessons Learned Blog Category | Teamgate CRM

Despite the fact that the word love has been used, there is no romance or sentiments of any kind. Just numbers. Working in such a competitive market with 100+ newcomers (the new Software as a service business companies) coming every week, we truly believe in the advantages of SaaS business as well as trust in their solutions. Also, by leading Software as a service company by ourselves, we use more than 20 different tools for various daily activities such as marketing, customer success management, lead generation, development management, analytics, billing, and so on. All of these tools are SaaS-based solutions. Furthermore, Teamgate, the FrontRunner for Customer Relationship Management according to Gartner, uses its own Inbound Sales CRM for lead generation and qualification, sales and customers management, analytics and reports, etc., too. So, that is where the love for SaaS-based solutions comes into place.

SaaS shows no signs of decline by being the best-known branch of cloud computing. According to the latest data from Synergy Research, operator and vendor revenues across the main cloud services and infrastructure market segments hit $148 billion in 2016 growing at 25% annually. Also, Forrester Research predicts that SaaS & Cloud is going to reach $241 Billion in 2020. As SaaS is one of the most popular and innovative tools that has been developed for business, it seems that the market loves and trusts SaaS solutions, too. And there are the TOP reasons why:

Seamless integrations

Web technologies are friendlier for the various integrations compared with on-premises software. As enterprises turn to an API strategy in order to drive B2B integration, the fact that SaaS tools can be easily integrated with Multiple Apps (API Strategy) is one of the main advantages. Moreover, these actions usually are free of charge. So, this is one of the key reasons why SaaS solutions have so many integrations and became so popular.

The growing business usually is a great example of the various integrations by showing great demand for it. The integral solutions when sales are combined with marketing to follow a Smarketing approach when the support service is upgraded to the Customer Success Management and the significance of the big data shows how many specific tools have to be integrated with each other. In this scenario, the SaaS solutions became a priority as most of the providers develop API strategy as well as want to follow its standards and the best practice. Furthermore, the integrations can be a valuable sales channel, too.

There are the reasons why SaaS solutions are usually integrated into other SaaS or multi-integral platforms such as Zapier which lets you easily connect using web apps and conduct needed integrations.

Freedom of choice

It is so common to feel at least a little bit stressed when you have to make important decisions regarding your business. Whether it is a strategic sales plan or internal communications issues.

If your attention is brought by dozens of SaaS tools developed for your business management, it is one of the easiest questions on the horizon as you are always welcome to try the free trials out. It means that you can try 5 or even more different tools per day, 20+ solutions within a week, and so on. The examples show, that if you are new in marketing, you can easily start with an e-mail campaign management tool, for instance, MailChimp. Though, after some time it is likely to start looking for something more powerful like HubSpot or Marketo. In principle, this is a quite attractive way to gain knowledge about the market by choosing the best solution.

Finally, even if you have already subscribed to a tool and found that it is not exactly what you were hoping for, you are always able to cancel the subscription. Basically, that is the way (by providing the opportunity to try it out and choose) SaaS business attracts prospects.

Mobility & mobile apps

Today even the smallest SaaS business has a mobile app. Having just a web presence is no longer sufficient. Nowadays you must be able to carry your business management tool wherever you go or whatever you do. Your business should be with you on the go, 24/7.

Primarily, it is happening not only because of the importance of mobility. It is happening because of web technologies. Technology advancement allows the development of mobile applications easier and more competitive. Thus, companies with futuristic ideas can materialize their ideas faster.

Rapid development & delivery

With the view of a rapidly changing business environment, the business must respond to new opportunities and competition. Consequently, the quick development and rapid delivery is one more advantage of SaaS. SaaS does not force you to wait for a new upgrade as you are used to doing that in order to get Windows on your PC.

For example, here at Teamgate, we use 20+ different apps every day. So, every single day we stay tuned for the new update, new feature innovations, APIs, new integrations, etc. at no additional costs. Despite the fact, that sometimes it might be overwhelming to deal with so much newness, there is also the ability to benefit from new features by staying first on the front lines.

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Tools to meet the needs

You might disapprove of what we say, but the real-life-based example shows that 5 different tools are better than 1.

At least to write and publish this article, to monitor and capture the leads takes us to use 5 different tools. The most important aspect of choosing the all-in-one solution is the fact that you just simply do not need it all. Let’s be honest. Does Dave from your sales department really need the same things/tools/features that Marry from marketing has? The different departments in your organization, as well as the different roles, have separate goals. Therefore, possibly they need to use the different tools in order to achieve these goals.

Ask your team leaders or managers to pick the right tools for their teams. Integrate them into one perfect solution afterward. Finally, if you are still not able to make it work, ask your providers for assistance. That is why we call it – SOFTWARE AS (AND) A SERVICE.

Get a holistic view of your sales

If you’re looking for a SaaS-based solution that gives you plenty of integrations, mobility and rapid development, an Inbound Sales CRM Teamgate offers a solution that can empower you to get a 360-degree view of the whole sales process. Also, it offers freedom of choice by giving you a 14 day free trial.

Have a question? You can always contact us or join our Facebook page to get an answer!

Before every rally competition drivers have a possibility to prepare for it – to write a route book.

Magical rally process highly depends on how professional are driver’s actions and how well co-driver interprets a road book. In short – driver operates vehicle using co-driver‘s instructions from a road book to reach the goal – team knows, what to expect around the corner.

Can you win your Dakar on sales? With sales forecast – for sure.

Forecast? Is it about the weather?

Yes, sometimes it even can be about the weather impact on your business. We are sure, you would like to know what happens to your sales results during a sunny holiday period or a snowy Christmas rush, right?

Will you be ready for ups and downs?

“Advanced maths” – you think.

No, just scientifically tested probabilities and processes.

Sales forecast is more about business planning, definitely not about accounting. Information which you get from sales reports and forecast has to be reasonable, but it doesn’t need to be too much detailed. Forecasting is much easier than you think and much more useful than you imagine.

Sales forecast will empower you:

To plan your future growths and declines;
To use sale insights for company‘s process management: cash flow, resources/workforce allocation;
To predict revenue;
To prepare for raising capital.

Forecasting of sales is the process of estimating future sales. Precise sales forecasts enable you to make wise business decisions and allow to improve short-term and long-term performance.

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You can base your forecast on historical sales data, market research information, regional trends, additional personal estimates and even weather forecast! This report allows you to see what your prospective sales are and how they look in comparison to actual sales.

It still sounds like advanced maths, right? Trying to run a business without a forecast is the same as trying to finish your Dakar without a road book.

No doubt, that would be much harder.

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Best practice tools to create right rally road book for your sales – insightful results with right forecast

If you’re still hesitant about forecasting your sales and think that it is not worth investing time to gather information from different reports, we have an excellent solution for you – Teamgate sales forecasting tool. It will empower you to take right insights and actions to reach the goal- finish your sales period successfully.

Teamgate sales forecast reports are based on two types of information: historical sales data and potential planned transactions – sales goals. It makes sales process simple and understandable. Using sales forecast report in Teamgate CRM you’ll be able to access sales future prospective in a very user-friendly way.

If you systematically bring together all the sales plans and results using CRM, you will need just a few mouse clicks to prepare your sales forecast for required period, person or product.

With Teamgate sales forecast you will have visualized „all in one“ diagram:

previous period historical sales results;
planned sales from your pipeline – opportunities;
sales results for current moment;
goal of sales.

Based on historical sales information forecasts show where you will be in end of period, what is very important for sales market insights to ensure your thoughtful actions in critical situations during the period.

For more information about Sales Forecast solution by Teamgate CRM please check our YouTube channel.

Don’t be afraid of sharp turn in your sales rally, be prepared for it.

You can be like professional rally driver with a perfect route book for navigation, because Teamgate Sales forecast report will empower you to be ready to face up the next month or year decade without big surprises.

We’re ready to tell you more about Teamgate CRM. If you would like to hear more how this solution can empower you to get a 360 degree view of the whole sales process, please contact us or join our Facebook page.

Usain Bolt, the 30-year-old Jamaican sprinter, is regarded as being the fastest man on the planet. He is an eight-time Olympic gold medalist as well as holding the world’s 100m record. According to him, there is a simple rule when you run a distance – the faster you run, the faster you reach the finish line. Being an entrepreneur or a sales representative means that you too will always be part of a competition. As experienced business consultants and sports lovers, we can see the parallels between the experience of running a distance and running a business.

As soon as you stand in the same starting line with your competitors, your secret to success can be an absolutely unique service, a niche market, a commitment to hard work, the best team available, or a well-organized sales process. But when Usain Bolt has been asked about how to be the world’s fastest human, he simply replied: “I don’t want to be the second best”. So, if you have already made the decision to run a business, your choice is clear – you have to be the first one.

Speed up your sales process to be the first one

Time plays an equally important role in both cases: whether running a distance or running a business. A business sales process means specific, step-by-step actions are made in order to close a deal; too-long sales cycles prevent you from making those sales. Unfortunately, there are no precise rules, no clear diagrams or methodologies as to how exactly you should be doing things. However, there are three TOP negative factors (or we would rather say – mistakes) which may delay the closing process:

Poor follow-up

One of the most frequent mistakes sales reps make is poor planning and lack of initiative. At first, sales reps usually think about their own sales steps instead of prospects. It means that the sales team cannot control what is going on with a prospect after their sales steps have been carried out.

Let’s take a typical sales step within a Sales Pipeline named “Commercial offer”. The most common mistake made by sales reps is to send an offer to a client and then do nothing; still expecting to receive a positive response/feedback sometime later. Unfortunately, on the basis of various studies, clients do not read an offer 10+ times in order to make a final decision. In this case, the sales reps loses the advantage of speed as well as the chance to be the first one across the line and sell. Meanwhile, it’s possible that your prospect is dealing with your competitor.

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Delayed evaluation

Each step of the whole sales cycle should be measured by time in order to immediately improve it. Just try to remember how time-consuming the qualification and closing stages are. In order to run faster, sales reps should determine the length of time spent on each stage of a sales process. Furthermore, only these steps which sales reps are able to measure by time should be set in your Sales Pipeline.

Pending deals

Indeed, according to experts, the majority of a sales reps’ time each day is spent on hardly-closed deals. It means that these deals are suspended, or marked as pending, with many explanation tags within your Sales Pipeline. However, if you do not want to be second best again, get rid of it! Your sales reps should start to follow the approach “No more pending deals in my Sales Pipeline!” by focusing on the end results, and enabled-to-close deals.

Empower your CRM software to be the first one

Client relationship management system (CRM) has proven very effective for many sales actions, but it is not enough to simply have it. No doubt – it is an advantage. But if sales reps spend too much time receiving lower-than-expected results, it is time to seriously reconsider your sales process management tool. The robust sales software solution is like your running shoes. You should feel comfortable by using it and the most important – it should help you to win! So, try to count how long it takes for your sales reps to answer the following questions:

How long does the opportunity stay in this step?
When the opportunity has been moved into this step and how long does it take in the previous one?
Which opportunity hasn’t been moved to the next stage today/this week/this month?
How long does it take to close an opportunity? Does it fit into your sales cycle timing?
What are the bottlenecks of your spent time?
What kinds of deals are pending by needing quick attention?

If it takes just a few minutes to understand and answer these questions, it means you are already further on in the sales race compared to your competitors. Though it will take some time you probably need to spend more time in order to reconsider your current sales tools. To achieve best-in-class productivity, sales reps have to realise the need for a really easy to use and understandable Sales CRM tool.

Follow the best examples to be the first one

Here at Teamgate, over the last few years, we have had a normal practice to prepare the various sales reports for the sales team, managers, board, investors, etc. As all of these reports are automated, it is easy to show the goals reached, the forecasts, the status of lead qualification, the sales funnels, the sales activities and even more differing insights needed on a daily basis. However, we had one continuing issue which couldn’t be solved during this time. Therefore, we tried to solve this by handling the situation manually and because of this lost much valuable time. Finally, we decided to set a TOP KPI on purpose to make our sales cycle significantly shorter.

During this time our sales reps had been trying to report to the sales director with the status of opportunities, explaining every situation and so on. Believe us – when you are doing this on a daily basis it is a tiresome and time-consuming process. Finally, we came up with a simple idea to show in detail, each opportunity and its movement in a real-time perspective. Since that time we have started to focus more closely on the opportunities at hand.

With this absolutely simple decision, we have made our sales cycle twice as fast and all within a couple of weeks. Finally, we started to focus on the minutes instead of days or even weeks.

Related: 7 CRM Best Practices for 2017

Be the first one who crosses the finish line

To be number one in sales depends on many factors, but you can start by following these prescribed tips:

Set up your Sales Pipeline in the way which your prospects would buy.
Make sure you are able to measure the time for each of your sales steps. Don’t forget to set the time duration for each step!
As your Sales Pipeline should be clear and clean, try to avoid pending deals.
Review the movement of your Sales Pipeline. Install a TV screen on your wall with live streaming – it really helps!
Split your products or services into different Sales Pipelines.
Don’t forget to set goals for win conversion and try to beat 9 out of 9 records!

A free personal presentation: Learn how to win 9 out of 9 deals

Join Teamgate CRM Senior Sales Manager Amber Gintare for a free personal presentation and learn the best practices on how to improve your sales process and close more deals, faster.

The sales department is the most important department in your company.

How can it not be when your sales team is responsible for driving the majority of revenue?

Most businesses, especially marketing agencies, SaaS businesses, and professional services, hold their sales team directly responsible for supporting the growth of the business.

Not only are they responsible for driving new revenue, but they make sure your customers view you positively.

They’re the guys sitting at the forefront of your industry, which puts them in the position to be the best advisors for new innovation and strategies.

The best way to build a successful sales strategy is to take a look at those who are successful.

The most successful sales strategies are the ones that align their sales processes with their customer resource management (CRM) (Related: How to Win Friends and Influence People? Vs. What is CRM?).

And having a strong prospect management process is at the heart of getting the most out of your sales people and their time.

According to Salesforce, high-performing sales teams use nearly 3 times as much sales technology than underperforming teams and are 8 times more likely to be heavy tech adopters than under-performers.

As a Sales Director, it’s your job to make sure the sales team performs, and that your sales technology operates efficiently along with your processes.

There are many reasons your sales model could be failing…

In this guide we’ll go over some of the most common things we see standing between struggling sales team, and huge breakthrough success companies:

Spending too much time on data entry

One of the biggest common complaints of failing sales organizations is that their teams are spending too much time on data entry.

Manually entering prospect and lead information into the database isn’t something your sales team should be spending a lot of time on.

The right CRM will do a good job of collecting data from leads, and updating their information simultaneously so your sales team doesn’t have to spend time doing so.

You’re spending too much time generating sales reports

Sales reports are the main time suck for Sales Director. If your data is being entered manually because your sales technology isn’t in alignment with your processes, pulling reports is going to be a time consuming task.

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The minute you’re asked to produce a sales report on this month’s success, and your sales technology doesn’t align, two negative things could happen:

The first is the hardest to swallow – your sales numbers are reflecting worse performance than your team is delivering.
The second – your numbers are inflated, which looks suspicious if your numbers aren’t matching up with revenue.

Either way, you’re going to be in trouble when this happens.

And I can almost guarantee that…

You’re spending extra time on your sales reports because of this.

You’re pipeline visibility isn’t accurate

When your data isn’t clean, or your manually entering data, you’re not tracking key stages into prospect lifecycle. This is a problem, because you won’t get real visibility into your pipeline.

Without real visibility into your pipeline, you won’t be able to accurately track your team’s sales process in real-time.

Why’s that important?

Well, if at only the end of the month/quarter/year you take the time to gain an understanding of where you’re at, you’ve already lost the sales game.

Sales teams that have real time visibility are 42% more likely to meet quota than those that don’t!

That’s huge! But think about it…

A successful sales organization knows whether or not they’re going to hit their goals ahead of time, and adjusts in real-time in order to make or surpass those goals.

Your sales tool doesn’t support internal challenges, or a modern day sales process

The worst thing that a sales tool can do is try to pigeonhole you into the process it believes is best.

For example, if your sales method is founded on inbound leads, you may purchase a tool that only allows leads to move through the pipeline in one direction – forward.

This may be a challenge for you when you stumble upon those exceptions to the rule, or prospects you might have to nurture a little more to move them through the pipeline.

Now you’re stuck in a CRM where you can’t move leads backwards in your lifecycle stage. The system is assuming it knows the solutions to your problems better than you do.

BUT… Your sales tool should be able to support these problems, not try to fix them for you and force you into processes you don’t want or need.

Related: 7 CRM Best Practices for 2017

Your tool isn’t reliable when your sales team needs it most

Your sales tool needs to be there for you always.

At some point, there will come a time where your sales team needs support working with your sales technology. And If you’re working with a sales tool that doesn’t have an office in your country, has limited support hours, or can only be contacted in limited ways – they’re not there for you.

It’s in these instances where sales teams get the most frustrated.

They need their tool to work for them now, so they can move on with their day, update a lead, view a report etc.

So, If your sales technology isn’t reliable, you’re wasting time.

Your customer lifecycle stages don’t mirror reality

Some sales technologies force you into lifecycle stages that you don’t have in your organization.

For example, some out of the box CRM lifecycle stages include MQL, SAL, SQL and so on.

If you run a smaller organization, you might be skipping the conversion from SAL to SQL, but have to go through the conversion process anyways because your sales technology is forcing your hand.

If your lifecycle stages aren’t mirroring reality, this is also giving you unrealistic visibility into your pipeline and will affect reporting and optimization tactics.

Your sales solution isn’t mobile

Fact: Sales people don’t usually sit at their desks all day.

They’re mobile workers.

They’re working trade shows, going to sales meetings with potential clients, and traveling often. Having a mobile application for your sales team to lean on is key to monitoring real-time success and pipeline movement.

If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.

So can you imagine the power that comes with being able to access everything you need about a contact right then and there?

Conclusion

The right CRM can help assist you with all of these points that may be causing your sales processes to fail.

In fact at Teamgate, we pride ourselves on helping businesses all over the world streamline their sales process, so that they’re selling to prospects the same way they like to buy.

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Read that again, because it’s incredibly important.

Sales has changed, and you need to start selling to prospects the same way they like to buy. This starts by making sure your sales CRM solution supports all of the above:

Get automatic data entry – stop wasting your time here
Produce sales reports in seconds – not several days
Real time reporting on sales pipeline – increase your chances of hitting quote by 42%
Avoid human error with a solution that keeps you in process – never drop another lead again, and have them think you’re a mind-reader!
A reliable tool your team can access anytime, anywhere – Remember, 5 minute follow ups increase chances of a sale by 900%!
Make sure your lifecycle stages match reality

The bottom line – you need a CRM that can work for you, not against you. The right sales tool is the solution to your failing sales model, and will help you get your team back on track with a focus on what they do best – selling.

How do you plan to maximize your productivity? No matter what your business is, you sure would be looking to make the most of the resources at your hand. And one of the best ways to do it is by having reports and summaries with you.

But how can reports and summaries help?

Each day matters in business. How you plan your day and how you execute it eventually determines how successful you are in the longer run.

And this is where reports and summaries help, as you can see all that you need to do every day, in one place.

For one, you would need to keep a periodic record of the progress of your business goals. Reports are a great way to do that. Know how daily progress has been. Note the recent developments. Keep track of employee progress. Keep a check on whether you are in alignment with your overall goals at all times.

Summaries, on the other hand, help you know the to-do tasks for the day. You can keep yourself updated at all times, and have better time management.

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How Can You Use Summaries and Reports To Get the Best Results?

Here is how you can use summaries to do more with your time.

Know the Sales That You Are Going to Make

Sales and Marketing teams can use summaries and reports to keep a tab of the sales that they are making with time. Each day, a new goal can be set. Enquire at whether Facebook and other social media sites are profitable for you. See if you are converting potential customers into real ones. And review your cash and profits margins daily.

Reports and summaries can help you know:

Whether the sales margins are increasing
Whether your marketing campaigns are yielding the results you need
Check the daily tasks you need to do when it comes accomplishing your marketing goals

Check the Audience

The right strategy will also help you know if you are building on customer loyalty and improving brand image over time. You would be able to better understand your audience. This includes the ability to understand how customers are generally behaving. For instance, if you own a restaurant, you can use summaries and reports to understand the following.

What are the typical ages of customers who normally visit your restaurant?
Do your customers have a specific liking for something or share any common interest?
What is the most popular food item?

You can then create summaries every day to check you are getting the reports you need. For instance, you might want to know if your customers love chocolate more – and if they do, you might want to introduce newer chocolate dishes.

Be Clear to the Requirements

Be clear as to what you need from your summaries and reports. It all depends on the role that you are handling within the organization. A CEO’s summary and a report will be different from that of one who is in the marketing and sales team. For instance, as a CEO, you might want to have summaries that consist of things like the following.

How is the marketing and sales team progressing?
What meetings do you need to be part of that day and what are your expectations regarding it?
What are the common employee problems that you need to solve?
Measures that will help you deal with customer touch points.

Beat the Work Overload

Summaries and reports can help you beat the work overload easily. You would not have to worry about missing deadlines, and you would be able to understand the business pain points easily. You would also be able to be focused and keep you organized.

When writing summaries, keep pointers to keep a to-do list that you can use easily. When writing your reports at the end of the day, you can also have some pointers so that you can compare them with reports of the next day.

Allocate the Priorities

Sometimes, you will not be able to do all that you write in the summaries. So, it is a good idea to prioritize and write according to the things that are more urgent. You can also write ‘A’ for the task that is more important and ‘F’ for the one that is less important.

You can carry out all the necessary tasks, and you would not get stressed by the large number of jobs that you have to deal with.

Why Is Time Management So Important In Business?

Time management helps businesses power ahead of the competition. You will be able to do more, and get the best results by creating the right summaries and reports.

If you have a lot of many tasks to do the next day, which you can understand from your reports, change the task when you begin to get bored. Take it into account when you are creating the summary the next day.

To manage time effectively, set an achievable goal. Do not set an unreasonable goal that would lower your confidence. Irrespective of the type of work, plan each day’s summary according to your priorities. Creating a schedule will also minimize last-minute deadlines.

The next step would be to prioritize your tasks with summaries. Unimportant tasks such as chatting on social networking sites consume a lot of your day. Research shows that setting the color scheme to black and white would make the sites look boring and make you uninterested in using them.

Evaluating is also an important aspect of time management. Use summaries to maintain an account of how you spend time. Knowing the time estimates for each work will help you plan in a better way.

Before you evaluate the day’s reports, take a short break at regular intervals to the task, as it will help regain concentration and ensure you do not make any mistakes.

For any business, the ability to manage time with unmatched efficiency can help produce quality work in good time. And summaries and reports can just make the process a lot more efficient.

Teamgate Introduces ‘Morning Muffin’

In October (2016) Teamgate will introduce its newest Summary-building feature – ‘Morning Muffin’. With Morning Muffin you can choose to receive a morning email with the most important updates from the last day:

Lead update
Pipeline update
Today’s agenda, including your meetings, calls and tasks.

Users will be able to turn on ‘Morning Muffin’ in their Teamgate Account settings bar. All daily updates or just a few of them can be selected. The start of the day supposed to be productive!

If you do not have Teamgate account yet, you can sign up for free here.

Selling does not have to be a number’s game. Companies and salespeople can improve future sales by studying the lost sales. When you imagine the number of hours and energy you have put forward, the only thing that you can be proud of is a call from a prospect telling you that he has changed his mind.

We all have been there. But the truth is, as a salesperson, you have the capability of closing almost every sales deal just like the top 1% of salespeople do. If you have been losing more sales than win, this article is about to show you a couple of things that you can start doing today to close more business.

1. Take Serious Study on the Sales System

Selling is a system. If you follow the sale system or circle, you will know the weak areas that you are performing poorly. If you have happen to have lost the sale in the past, all you need to do is study that particular sale from the presentation stage to the closing stage. From there, you will know the weak areas that are making you lose the sale.

If you have had past success, you can also take a close look on how you sealed that deal. If you start studying both the winning and losing sales, you will get a market gap that you are not fulfilling. It can be like you changed your presentation with the new deal that you lost. Or, it can be that you became so confident that you scared away the prospect. Taking both studies is the beginning of closing more business in the future.

2. Get Through Feedback from Your Previous Client Whom You Have Won the Sale

You have heard it a lot that you need to get feedback from past clients whom you have lost the sales. It is right. But, chances are only a few of those clients will be bluntly honest with you. Others will give you vague generalities like, ‘the product or services is not good enough’. You will not get a real answer that can help you close more business in the future. The only people that can help you are your previous customers, who have bought your services.

You can start conversation by telling them like:

“You are one of our most valuable customers. Now, my company wants to improve your life even better with this product or services. Why did you buy our product or services? What excited you about it? Is there anything that you would want our company to introduce or include in the service or product that can make your life easier and more comfortable?”

You can always get more creative and ask more questions. Now, depending on the answers that you will get, take a study of the kind of words your customer is using to describe your product or services. You will notice that they are using simple words, not corporate words that many salespeople use when doing their presentation. If you get the right words they use, this can help you change your presentation a little bit and use the exact words when doing a presentation to a new customer.

The exact words that the customers use are usually the hot buttons. Now, if your customers tell you that your company needs to improve in certain areas of your product or services, you need to be thankful because these customers will be buying from you for life. It means you can sell them more your product or services and they will be willing to buy. And you can always tell them how your product or services perfectly fit what they are saying.

As a sales company or a salesperson, it is so easy to get to know the concern for your existing customer so that you can see a way of selling to new customer.

3. Know Your Competitors

Chances are there is something unique that they are doing to close more sales deals. Your job is to study that. You begin by knowing their product or service better. Then your job is to come up with a major difference, which can be a great selling point. That difference is what you need to sell to the customer to close the deal. For you to get this, let me give you a short example about a pizza shop.

“Do you like pizza? Our competitor will tell you that they can create fresh mozzarella, but they don’t tell you that they buy it pre-shredded in a big plastic bag. At John’s Pizza, we hand-shred our mozzarella every morning. Our competitor will tell you how convenient their home delivery service is, but they won’t tell you that their average delivery time is over an hour. John’s Pizza delivers in 28 mins or, your pizza is free.”

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If you can get this difference from your competitor, you can win more business deal. You can win more sales deal than your competitor. All you need are these 3 tips that can help you change your marketing approach. It does not have to be that. You need the determination and commitment to make every sales deal count. If you can think through these ideas, you can improve your sales. Because now you have found what your focus is to spot the weak areas and see how you can serve that market better and efficiently.

The sales company and salespeople struggling today lost most deals in the past and moved to the next without doing a flashback of what happened. That is the key difference between top 1% of the salespeople that make it and the bottom 80% that are struggling.

Seamless integrations

Freedom of choice

Mobility & mobile apps

Rapid development & delivery

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Tools to meet the needs

Get a holistic view of your sales

Forecast? Is it about the weather?

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Best practice tools to create right rally road book for your sales – insightful results with right forecast

Speed up your sales process to be the first one

Do you have a CRM that keeps you organised?

Empower your CRM software to be the first one

Follow the best examples to be the first one

Be the first one who crosses the finish line

A free personal presentation: Learn how to win 9 out of 9 deals

Spending too much time on data entry

You’re spending too much time generating sales reports

You’re pipeline visibility isn’t accurate

Your sales tool doesn’t support internal challenges, or a modern day sales process

Your tool isn’t reliable when your sales team needs it most

Your customer lifecycle stages don’t mirror reality

Your sales solution isn’t mobile

Conclusion

Do you have a CRM that keeps you organised?

Do you have a CRM that keeps you organised?

How Can You Use Summaries and Reports To Get the Best Results?

Why Is Time Management So Important In Business?

Teamgate Introduces ‘Morning Muffin’

1. Take Serious Study on the Sales System

2. Get Through Feedback from Your Previous Client Whom You Have Won the Sale

3. Know Your Competitors

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