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Market intelligence strategies to sell more

Monitor the market, gather relevant data, analyze and use this information strategically to sell more and expand your company’s competitive advantage and growth. This is market intelligence (IM), one of the most important concepts for anyone who wants to innovate and stay ahead of the competition. This strategy, in action, efficiently, together with marketing and sales , provides the commercial sector with the expected direction for the preparation and implementation of a plan that best meets the goals and objectives of the business. In the corporate universe, there is no way to maintain and stand out in the market without knowing your competitors well. Benchmarking is essential for anyone who wants to grow and show up . But the question is: how to apply market intelligence in sales efficiently? What to do with the information gathered to

Create good business opportunities and gain an

Advantage over the competition? In this article, in addition to answering these and other questions, we will explain what market intelligence in sales is , how this technique works and what are the main steps for your company to apply IM and for you to sell more. What is market intelligence ? Market intelligence is the collection and gathering of Australia Accountant Email Lists important data and information about the market in which it operates, competitors, the public and all the variables that involve the company, which will serve as the basis for marketing and sales actions, with the aim of achieving the objectives company commercials. The qualified analysis of this data helps, in a strategic way, in guiding the decision-making processes. This is a continuous process, consisting of the following actions: Daily market monitoring.

Capturing and collecting relevant data about the segment

In which your company operates; Analysis of the collected information; Application of the researched information, intelligently and aligned with the profile of the business and its public. All of this is done in conjunction with the marketing and sales departments , so that the data collected on: Sales and consumption trends; Market behavior; Products and services, for comparison purposes; Praticated prices; Customers’ opinion; Sale templates. And EC Lists how to get such data? Investing in human and technological resources. It’s no use concentrating efforts on one solution and forgetting the other, as they complement each other. Therefore: Train your team so that it is aligned with the company’s objectives and able to use the tools that will be made available; Provide systems and software capable of capturing information relevant to your operations and conducting market research. In addition, the support of companies specialized in this process is essential, so that the application of market intelligence in sales is really efficient. Importance of market intelligence applied in B2B sales The market is.

Strategic sales management learn how to apply

Strategic sales management is an increasingly recurrent subject in large corporations, given the increase in competition and the high level of demand from customers and business processes. Larger companies understood the need to adopt planning tactics to project growth and consolidate themselves in the market. Something that is being assimilated little by little by medium-sized companies, according to a survey carried out by Falconi consultancy, with 100 Brazilian corporations, with annual revenues between R$ 4.8 million and R$ 300 million. According to the study: 10% declared having a well-defined strategy, for a period of three to five years, with a vision, mission, objectives and goals defined for the development of the business; 47.6% said they do not have medium and long-term actions, but recognize that investing in sales management and building a high- performance team is paramount.

But how does strategy work in the sales sector

How to plan and manage a commercial team with results, quality service, differentiated sales and acting to achieve business objectives and strengthen the company? Before approaching the importance, benefits and knowing how to build strategic Design Directors Managers Email Lists commercial management , it is necessary to understand the meaning of this set of sales management practices, capable of increasing your company’s revenue significantly and profitably. What is strategic sales management ? Strategic management , by definition, is a set of practices and objectives that a company lists, aiming at the growth and robustness of the business, through a planned management of its financial, productive and human resources.

Applied to the sales environment strategic management means

According to the book “Introduction to Administration”, by Peter Drucker: “[…] to transform your business idea into real value for all the organization’s stakeholders through an action plan that includes objectives and goals that lead the company to profitability, competitiveness and market survival”. In other words, for the “father of modern management”, strategic sales management is the ability to turn ideas into action, focusing on results, for the success of the company and everyone involvedThe importance of strategic sales management EC Lists applied to business One of the biggest challenges for large and medium-sized companies is to structure a sales strategy with results applied to the business, which aligns the entire organization in the same direction: achieving the established goals and achieving the business objectives. This is only possible with team planning and management, conducted by the company’s heads.

How to sell more with a sales flowchart

.Drawing up a sales plan focused on results requires a series of actions for it to be completed successfully, that is, at a profit! One of these actions is related to the structural organization of the project, with the design of each stage of the sales process to be followed by the team. This drawing is called a flowchart . Through the graphic visualization of the operation of the whole process, where the stages of the sales cycle, the phases of the funnel, the lead in focus and the responsible teams, from prospecting to post-sales, will be defined, the result of the your planning. A flowchart elaborated in a strategic, clear, organized and well-defined way will be easily understood by the team and followed as designed. This is the objective of the solution

However, there is no point in having a modern tool that

Creates a sales flowchart if it is not conducted by strategic management, if commercial techniques are not applied in its construction and if it is not aligned with the marketing team and understood by the Sales team. So let’s show you step by step so you can create your sales flowchart. This is an essential solution in larger and more complex sales, such Quality Directors Email Lists as B2B. What is a sales flowchart? A sales flowchart is a graphic outline of the steps in a process to be followed. In this case, the sales process . It is through this visual representation that the steps will be organized, so that sales professionals can guide leads along the funnel. Flowcharts help the sales team understand a complicated process, visualizing each phase: past, current and future. This makes the team walk together, aligned.

According to a Salesforce survey business customers

Are more likely to buy from a company that demonstrates an understanding of the customer’s business goals. And that’s exactly where the flowchart helps. A company that adopts the solution and manages to implement it strategically, using good technological support, gains both in increasing efficiency and in improving process management. In addition, the EC Lists tool provides organization and synergy to the work, helping to boost sales even more and generate profitability. Through the flowchart, it is possible to visualize the tasks, those responsible for the teams and follow the stages of the process, and can even correlate the activities. 10 benefits of sales flowchart In general, we can list the following features and benefits with the adoption of the sales flowchart: Make the sales process visual and organized, like a script, avoiding.

know what it is and how to apply it to scale your company

The number of companies open for more than 3.5 years showed significant growth in 2021, according to the GEM (Global Entrepreneurship Monitor) 2021. The so-called “mature companies” can start thinking about more daring and well-structured strategies, such as the sales machine, indicated for this business profile, with scalability plans. But, before making any decision or hiring services, you need to understand what a sales machine is and the importance of this concept. What is a vending machine? Sales Machine is a concept used to create a scalable business model, based on cohesive methodologies, with the aim of driving internal growth and transforming your sales process . To apply the methodology, it is necessary to have the necessary knowledge in the subject and market expertise to avoid common mistakes. Contrary to what some believe, having good sales executives and formulating sensational offers is not enough to be.

Successful it is necessary to rely on the strategy

And tactics of a prepared and experienced team to scale a business in a healthy and well-planned way. In addition, it is essential to have a well-defined process, working on the 4 pillars of sales productivity : Law Suit Management Technology People It is no use just training and qualifying salespeople, but neglecting other areas of the company. This is Engineering Directors Email Lists a common mistake when thinking about sales productivity: focusing too much on the sales team, forgetting other aspects that interfere with the performance of this area. Therefore, the ideal is to carry out a systemic diagnosis of all the company’s processes related to sales, as we will see throughout this article. Vending machine benefits for business While scalability is the main benefit, it is not the only benefit within the sales machine. The method also improves predictability and increases profitability by attracting and retaining a greater number of .

Customers In this way we can highlight four

Primary benefits of the vending machine: Scalability predictability Customer acquisition and retention profitability In addition to these generated pillars, the sales machine is relevant for companies in many other aspects, including: Adaptability market dominance Increased sales brand reinforcement How to scale a business in a healthy way? To turn your company into a sales machine and scale without putting the business at risk, you need to set up a sales EC Lists process that is financially sustainable and aligned with marketing. It is the joint work of marketing and sales , in line with the company’s management and decision makers, which will coordinate the project and generate opportunities, while the sales team will be in charge of putting it into practice, executing the operations designed , in line with the areas of production, logistics and suppliers. But, before starting the task, it is necessary to measure the cost of creating this sales machine. This is only possible by answering two questions: What is the volume of leads you want to capture? What tools will be used? This dimensioning, carried out with adequate .

Check out the highlights of the fourth day of the event

The fourth day of Inside Sales Week 2022 brought several insights into Remote Sales. The day’s lectures were once again led by Daniel Baunds, from Inside Sales Academy. The discussions had the participation of big names, such as the business consultant José Carlos F. Pereira, the CRO & Partner of Moskit Eduardo Rodrigues and the Founder of Plural Sales, Nara Vaz Guimarães. Other guests of the day were the Head of Sales at Ploomes, Octavio Garbi, the consulting partner of DNA de Vendas, Rogério Silva, the Head of Sales of Solutions in Latin America on LinkedIn, Sandro Carsava, and the Founder & Chairman of AA-ISP , Bob Perkins. Check out the main points covered on the day below! Neurobiology of Sales The first lecture of the day explored the theme “The neurobiology of sales – chemistry in action”, with business consultant José Carlos F. Pereira.

In the chat he explained which factors usually

Move buyers on the buying journey and how neurotransmitters can work in sales processes . He explained that neurotransmitters are chemicals that stimulate our neurons in order to make decisions. In this sense, the expert mentions that some of them can be called “neurotransmitters for sales”, such as dopamine, serotonin and oxytocin. Dopamine R&D Directors Email Lists has a functional benefit, related to what the product provides. Serotonin, on the other hand, has an emotional bias, focused on the relationships we have with others. Then, oxytocin is linked to the value generated for society. José Carlos F. Pereira also pointed out that the relationship of trust at the time of purchase is probably the most important factor. “Trust can be built, but it is much more earned than built. It is a set of situations that are not visible ”, he defined. In this perspective, he highlighted the need to develop trust based on information and also on the lack of it.

In addition to pointing out that trust is simultaneously

Emotional and rational. The specialist also said that one of the main mistakes made by sellers is to start selling early, without considering the level of maturity of the client. “There are moments that are for sale and others that are not. This precipitation leads us to not having results”, he warns. Therefore, the most appropriate moment to start the sale is when EC Lists trust is already established, according to the business consultant. Finally, José Carlos F. Pereira also answered a question about the difficulty of receiving negative feedback from customers and how to face this challenge. At this point, he said, generally speaking, people say “no” to what was presented to them, not directly to the salesperson themselves. Never consider that the ‘no’ is directed at you. Eduardo designed a manual with steps to optimize processes, from the funnel stages to qualification and traction. First, he believes that the sales funnel would actually be the opposite, and that a kind of “engine” is needed to make it work.

Succession of family businesses and the challenge in the Sales area

After discussions on Demand Generation and Management and Strategy , the third day of Inside Sale Week 2022 brought debates on Prospecting and Pre-sales. Once again, the day’s keynotes were led by Daniel Baunds of the Inside Sales Academy. The event had guests such as Paulo Krieser, CEO of Econodata, Denis Tassitano, managing director of SAP, Felipe Spina, co-founder and CEO of Maestro ABM, and Marylou Tyler, founder of Strategic Pipeline,. The third day of the event also brought Marcondes Farias, sales director for Microsoft Brazil, Bruno Beneduzzi, sales director for CIAL and Guilherme Barcellos, account manager coordinator for Take Blip. See in this article the main highlights of the day! Prospecting with gamification The opening lecture of the day focused on “Call Blitz: Prospecting with Gamification generating Results”, with the managing director of SAP, Denis Tassitano.

The expert highlighted the importance of creativity

To create call blitzes a term linked to sales gamification that refers to a highly focused period of calls involving the team. Initially, he highlighted the need to set up a kind of production line before starting a call blitz. Denis indicates defining roles for each of the professionals involved in the process, in addition to making lists and profiling to map accounts and Manufacturing Directors Email Lists identify customer pain points. With this, it is possible to have a kind of “Excel chat”, as he defines it, having data that will help in the initiative. “This whole process is done before entering the call blitz, because when you enter the call blitz, you don’t waste time”, he explains. At this point, SAP’s managing director recommends that from the SDR to the president make calls. “Of course the president will make more accurate contacts. You have to call. It doesn’t have to be Batman’s phone, the one that only receives”, he compares.

Question Then is how to find the balance

Between making a successful succession and keeping the company’s heart beating: the sales machine! This is where many companies get lost! Specialized Consulting in Productivity Increase DNA de s is a consultancy specializing in increasing Sales productivity that supports the succession of companies, strengthening and specializing the successor EC Lists in the areas of Sales and Marketing. But why rely on a consultancy in this process? What we have seen in dozens of our clients, here at DNA, is that the great challenge is to find a successor who knows all areas of the company, thead the commercial area. Therefore, with our consultancy working in the commercial area of your company, it is easier to plan the succession process, generating a success story and growth in your business! Free Ebook: Everything You Need to Know about Family Succession: The Sales Challenge.

Sales Objections What They Are and How to Overcome Them

Who never started a sale or arrived in the middle of the process, or even in the final stretch of closing a contract, and came across a barrier placed by the customer, preventing the conclusion of the deal? These obstacles presented by consumers during the purchase of a product or service are called sales objections and can occur for several reasons: doubt, cost, lack of interest and, mainly, lack of information about its solution or brand, among others. It should be noted that objections can occur at the beginning, middle or end of a commercial process . Despite being common in sales processes, there are techniques and strategies capable of circumventing a situation where the sale could be lost.

To begin with you need to understand consumer behavior

what is the threshold that makes your lead decide or give up on a purchase? What factors are involved in this process? Reasons that most lead B2B customers to give up or decide to purchase A survey carried out by Merkle Loyalty Solution, with North American companies on factors that impact B2B sales, showed the main reasons that lead customers to Media Directors Email Lists decline a purchase. The report presented the following results: 65% said B2B marketers and salespeople are much more concerned with selling than listening to their audience’s needs; 31% responded that marketing and sales professionals do not understand their needs or their company (32%). In Part 2 of Merkle’s report, research indicated that other factors played a role in shopper loyalty: 77% said reliability keeps them.

That is most of the time the objection arises

Because you did not understand the customer’s needs in depth and presented a proposal that does not match this reality. This is the first step. In addition, knowing the customer’s needs, it is possible to map all the possible objections that will arise along the way and study them. After all, you will only know how to get around them if you are prepared in EC Lists advance! Know the most used sales objections and the best techniques to get around them A company with a well-structured commercial team, based on the 4 pillars of sales productivity (processes, management, technology and people), has everything to be successful in business. However, if special attention is not paid to the quality of the team, with adequate training so that professionals know how to deal with the different customer profiles and the difficulties posed by them, some contracts may be lost.

External seller what does this sales professional do?

Face-to-face negotiations, presentations and constant presence in meetings are the main activities carried out by the external salesperson. In addition to these, more practical, this professional is responsible for assisting in the sales strategy, monitoring deliveries, preparing commercial proposals and even doing after-sales, in some cases. Therefore, it is important that this professional be assertive in his approach and have great knowledge of sales techniques and persuasion triggers. In addition to some behavioral skills , there are at least five essential characteristics that every good outside salesperson needs to have in order to perform their activities efficiently and, consequently, sell more and more . If you want to implement external sales in your business or know what it takes to hire a good external salesperson, we’ll tell you everything in this article.

What does an outside salesperson do

The external salesperson provides customer service, but in person, outside the company. Being constantly on the move, the external salesperson is a highly sought-after professional by commercial representation companies that also need to expand their client portfolio in times PR Directors Email Lists of expansion. Objectively, the external seller is the employee responsible for: perform face-to-face service participate and conduct all negotiation procedures prepare commercial proposals Prospect new customers and finalize sales The external sales professional needs to be always looking for information about market trends , products and services with which he works, in addition to keeping up to date on sales techniques, persuasion and other skills that are necessary to execute a good sale. What are the duties of an external salesperson? A good outside salesperson is not just about presenting products, following up on the sales stages and getting to closing.

Presentation of solutions The sales professional

Must know the product and/or services he sells in great detail, so that he is able to prepare presentations that highlight the solutions and advantages of each product/service. Elaboration of commercial proposals Each potential client will have specific needs and, therefore, the sales professional, in addition to knowing his products/services well, must analyze the reality of each client in order to be able to prepare personalized commercial proposals, aiming to solve the pains that were raised at the EC Lists moment. of analysis. Follow-up of deliveries Depending on the type of product, the external seller must also monitor the order delivery process for all the customers it serves. It’s no use doing efficient prospecting, being able to sell more , but ending up having all the work hampered because of failures in delivery.

know each tax that may be levied on your company’s commercial transactions

Learn about each tax that can be levied on your company’s commercial transactions SUMMARY Sales tax: what taxes does your company need to pay? This content was written by NFE.IO , a company that offers complete invoice management platforms. There’s no way: every company is subject to the payment of sales tax. For each product sold, part of the value is destined to a series of municipal, state and federal taxes. And, for this to be properly controlled and investigated by the government, it is necessary to issue an invoice. And the weight of the tax burden on the invoice will depend on factors such as the type of merchandise sold and the taxation regime chosen by the company. To clarify your doubts about this important topic of your sales process , we have prepared this article listing each sales tax that may be levied on your company’s commercial transactions.

Corporate Income Tax Tax on Services of Any Nature

ISS Tax on Circulation of Goods and Services – ICMS; Contribution for the Financing of Social Security – COFINS; Social Contribution on Net Income – CSLL; Social Integration Program – PIS; Tax on Industrialized Products – IPI. So, we invite you to continue reading this content to Communication Directors Email Lists understand the taxes that need to be paid and included in the invoices so that your business model remains in compliance with the inspection bodies. Sales tax: what taxes does your company need to pay? Having knowledge about each sales tax is extremely important so that the company can carry out solid tax and financial planning and, thus, keep its tax obligations always up to date. That way, you avoid fines and other complications that can cause headaches for your business. With that in mind, see below which taxes your company is subject to pay.on the permitted list.

Corporate Income Tax IRPJ The Corporate Income Tax

Is one of the main taxes that Brazilian companies need to pay. It charged monthly, quarterly or annually, depending on the company’s tax regime. Those opting for Simples Nacional, for example, pay in a single monthly payment all the taxes. They are responsible for, including the IRPJ, whose rate varies from 0.27% to 0.54%. Therefore, many companies opt for this type of EC Lists special taxation. However, not everyone is eligible to participate. It is necessary to comply with certain rules, such as, for example, having a turnover equal to or less than BRL 4.8 million per year, in addition to being an activity that is on the permitted list. Some are prohibit from participating in Simples Nacional, such as financial institutions, for example. 2 – Tax on Services of Any Nature – ISS The second sales tax on our list refers to the provision of services.

Online sales training updating and evolving sales teams

Thanks to the advancement of technology, video solutions, streaming resources and the development of specific software , sales training done digitally has become much more practical and with a more accessible investment, allowing even small sales teams to specialize. Online sales training accelerates the updating and evolution of sales teams In a world in which the sales area changes at high speed, investment in training the sales team is vital to develop the knowledge, productivity and general skills of those who work at the front end. Executives and sales leaders are well aware that the sales process is much more complicated today than it was 5, 10 or 15 years ago. The reality is that, today, most complex sales professionals need to convince an average of 5 “decision makers” to close a sale, which makes outstanding performance even more difficult.

This happens for two reasons first because both the

B2B and B2C audiences are more “disputed”, mainly because they have more options to close deals. The second reason is that the ease of the internet has brought more search power. This way, the new audience has more information about your product and the market in general. Another point concerns the sales area itself. If before selling depended exclusively on a persuasive Business Development Directors Email Lists speech, today this is just one of several techniques that can be learned and practiced. Over the years, selling has become a science , in which it is necessary to master the theory in order to be able to practice well. In this sense, online sales training is a way to accelerate the learning process, bringing faster results than if it happened in .

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To receive communications. I want to check Learn the benefits of online training for sales leaders and executives Many executives and sales. Leaders are still prejudiced against online formats . The justifications are the same: close contact is needed, it is not possible to absorb the subject so well or it is easy to get distracted. The truth is that these arguments no EC Lists longer make sense. Today, online courses and training are designed exactly for the digital format, using all the potential that this medium can offer, such as more interactivity, quick access to extra information and always having the content fully available, if necessary. In addition, it is possible to find benefits that only this type of format can offer. Find out what they are below.

Sales Speakers How to find the Ideal one for your Event?

A company or the leader of a team, you have certainly come across the need to find good sales speakers. There are many reasons that lead to this search: conventions, corporate conferences, the need to impact professionals in a motivational and technical way, the desire to bring market information into the company… Whatever your need, when carrying out a search you will come across a universe of possibilities and different speakers available on the market. However, faced with so many professionals who call themselves the best at what they do, how can you hire a sales speaker who exceeds the expectations of the company and the people who will attend the event? That’s what we’ll talk about next! Here we go? What is a sales pitch? Sales lectures can have different objectives, from generating motivation, promoting reflection and enhancing.

In this sense sales speakers seek to transmit

Knowledge about methodologies, techniques and behaviors, which, once incorporated by the company’s professionals, accelerate their journey towards high performance in sales . However, the impact of a lecture on the company’s sales indicators is usually somewhat Purchasing Directors Email Lists subjective, both from a technical and behavioral point of view. This is due to the fact that leaders generally do not follow up after the lecture, in order to ensure that the insights provided are incorporated into the sales team ‘s day-to-day activities . What is the difference between a sales lecture and a sales workshop? As it is a short-term event, companies usually hire a sales speaker with objectives more focused on motivating the team, promoting some impact – usually of an emotional and reflective nature – that makes people increase their level of enthusiasm or think about aspects related to the execution of your work in sales.

Precisely because the application time is short

Sales lectures are usually expository, where there is little interaction and knowledge flows in one direction. In these situations, the speaker needs a lot of skill. So that the participants do not disperse, especially in times of social networks and “multiscreen” people. And the Sales Workshop? When we refer to Sales Workshops , the objectives are different, as their purpose is generally aimed EC Lists at developing some competence of professionals or specifically of leadership. Workshops usually range from 4 to 32 hours, depending on the knowledge, skills and attitudes you want to introduce to the team, in order to build a competency that is identified through visible behaviors and measurable results. When to Hire a Sales Speaker? Before thinking about hiring a sales speaker, it is essential to identify what the real needs of the sales area.

understand the advantages for your business

One of the biggest challenges for companies is knowing how to keep employees engaged and motivated, improving productivity, the organizational climate and, consequently, results. But how to do this through corporate education? Understand how it is innovating people management, aligning it with effective results, both in large and small companies. As we know, good salaries and top positions are no longer enough. It is necessary that in addition to the financial gain, there is alignment between employees and the company’s strategies. And that’s why corporate education gained strength. Because in addition to motivating and engaging employees, it increases productivity, brings innovation and efficiency to the business routine, improving business results.

Interested Let’s better understand what corporate

Education is, its advantages and how it can be applied in your company. What is Corporate Education? Corporate education is a corporate strategy that aligns people management , knowledge management and business results . For this, it seeks to develop employees’ skills, achieving the sustainable development of the company in the long term, through pre-established strategies for building Sales Marketing Directors, Managers Email Lists rganizational knowledge . What we need to clarify is that it does not only aim to train employees individually, but to align this training with business objectives, so that there is continuous training of business skills , making them materializable and replicable. This means that the knowledge acquired is absorbed by the entire company and not just by employees. Impacting the productivity of the business, the structuring of processes and the competitiveness of the organization.

In other words corporate education is directly

Rlated to knowledge management. OK! You understood that, but let’s see what knowledge management would be like in practice? Knowledge Management and Corporate Education Knowledge management is a way of identifying and systematizing the company’s intangible resources. Like this? Initially, it is necessary to identify which are the individual and collective competences that the EC Lists organization already has, and which ones are necessary to acquire for the operation of the business. That done, it’s time to materialize this knowledge, through processes – for example, so that it can be standardized and replicated. In knowledge management, everyone involved participates in the construction of learning and is the holder of knowledge. According to Nonaka and Takeuchi , the objective of knowledge management is to configure tacit knowledge into explicit knowledge, and this occurs through interaction between individuals.