Sales and Marketing: Ideal Partnership for a Successful Lead Generation
Posted by admin in Uncategorized on January 7, 2012
It’s the never ending battle between two related departments: sales vs. marketing. The latter running a campaign which generates tons and tons of leads, and then simply rests on its laurels. Sales, on the other hand, grumbles that none of those leads were interested in the product or not even qualified. Until various interests are associated, these 2 departments may never see eye to eye. Subsequently, there are actually some trouble-free steps that sales and marketing can do in order to make campaigns more efficient for all. Here are some tips.
Coordinate department metrics. A winning marketing campaign must be calculated not on the number of leads generated, but rather on the number of qualified leads were handed over to sales. Firms must also monitor the expected money or the percentage of income in the sales pipeline which resulted from a marketing campaign. The initial step in coordinating or aligning these two departments is for leadership to lay out KPIs (key performance indicators) based on shared success. This can help make sure that each one stays focused. During lead nurturing, it’s advantageous to monitor the different “marketing touches” a prospect has acquired to gauge which campaigns aid in pursuing a new lead from an interested party to a genuine sales opportunity.
Sit down and discuss about it. Once the objective-accomplishing the new cross-department goals, has been recognized, sales and marketing can then begin to plan how to attain mutual success. Yes, it helps if everyone have a meeting in a conference room and listen to each other’s ideas. For instance, marketing people can start by outlining what they are looking for when they have a targeted business lead generation campaign, and sales could contribute if they think the proper criteria are being employed. Come up with a list of your ideal customer and begin to form one or more personas for marketing in order to work on targeting.
Show them what’s going on. For a different team building approach, get into the sales and marketing tag-team, buddy-buddy system. Then, have the marketing members to tag along with the sales people during sales demos. This can be an encouraging process, enabling the marketers (who are commonly detached from the field) to see and feel what it is like to be out “there”. This educational experience would both let them get a feel for the concerns and issues of their target market, and then see how their sales team performs in action.
Read the rest of this entry »
Closing Sales – 7 Steps to Plan and Prepare Your Sales Call
Posted by admin in Closing sales on January 7, 2012
This is the first of my series of 20 articles on Closing Sales and Becoming an All-Star Sales Person. This article is an overview regarding how to structure a sales presentation. There are seven steps. Some you already know, so it will be a refresher or reminder. Some you know, but didn’t know that you knew it. This will make you more conscious and confident. The rest will be brand new, and as such will excite and motivate you.
The new knowledge is a foundation for adding new skills that you’ll develop and this will increase your confidence and enthusiasm and ultimately make you more successful. These steps will help you develop rapport, understand your prospect better and help you be more persuasive.
1. Prepare
2. Approach
3. Probe
4. Present
5. Close or complete
6. Post-close
7. Alternate Close.
I’ll review them with you in more detail, and subsequent articles will give you even more in-depth information you can use to be more successful.
Step one, Prepare. You have to plan first. What do you want to accomplish, who’s going to be there? What can you expect, what research can you use? You want to be prepared for every possible contingency. We’ll go into more detail in subsequent articles.
Step two, Approach. What is it? It’s what you say to get started. What’s the purpose of a good approach? It establishes your credibility and builds rapport. Regarding small talk, some people like it, others don’t. That’s the advantage of learning as much as you can about your prospect as part of your preparation.
Step three, Probe. Why probe? Well, to understand your prospect, to learn about his needs, his priorities and his decision making process so you can relate better to him when you make your presentation. In addition you demonstrate that you’re interested in him. It helps you build rapport and build credibility.
Read the rest of this entry »
Starting A Cleaning Business Franchise
Posted by admin in Cleaning businnes on January 7, 2012
Today, if one cannot find a job, one can always start their own business without having to spend a lot of money. One of those businesses that can be started without shelling out too much capital on is to start a cleaning business.
Now, everything gets dirty and someone or some people have to clean them. In fact, people will look for people to do their cleaning for them. It does not matter if it were a private home or a business office, fact of the matter is, there is always going to be something to clean up.
There are two market groups involved here, the commercial and the consumer.
• Consumer – this is the residential market where the maid services are sought by those who can afford but do not have the time or energy to clean up homes are needed. This may be a less frequent market but this should not be the only market to target.
• Commercial – this is the one that is more frequent and has a bigger market. These businesses need to have window cleaning and carpet cleaning. This is usually a high traffic type of area and may need more equipment, but with the basic equipment like the vacuum cleaner and the handy brooms, then this is also just as easy to handle.
What is important is looking at the whole idea of a cleaning business from an objective point of view. If you do not mind cleaning, then go ahead, make money. But if your pride is too much, do not get involved in this type of business, even if it can bring in the dough.
Read the rest of this entry »