Does it make sense to implement a Consistent Sales Process

After all, we all want to have a winning process, at least one that is effective, coherent and scalable. It is worth remembering that the sales process is a funnel, whatever it may be, more or less complex. Another point is that there may be only one funnel or several of them for each of the services or products we sell. In marketing, the funnel is more comprehensive, but in sales, it is personalized, varying according to each business. I usually say that marketing is in charge of the operation (strategy), while sales are in charge. That way, the marketing funnel attracts and the sales funnel engages. And selling is doing things differently, implementing a change. And it is important that this change is well done (efficient) and oriented towards what must be done (effective).

Today what we sell are the results we deliver always

With the drive to solve our customers’ problems or challenges. Having motivation to sell and not having a strategy is like having a headless chicken People excel at sales without strategies because they took action, not because they knew how. It is in the doing, in the right direction, that the results are found. Knowing about the process, having a lot of knowledge  Hospital Mailing Lists  and skills and not applying them does not lead to good gains. And the universe conspires in favor of action. Also, from my experience, it also makes all the difference to do more than is asked of us. A sales process basically  simplified 4-step format. I recognize that there can be many more steps; ideal until the process is complex and effective .


Whenever they ask me for a magic solution I answer like

If your process gives you results, insist and… If not, change something”. This is always based on the principle that the sales approach must also be creative – an excess of rigidity, most of the time, does not lead to extraordinary results. And remember: even before someone buys our product/service, they must buy us as people. This is the basis of the most EC Lists valuable currency there is – the “trust” factor (character and competence). The advantage of a well-structured model or process is, a priori, being able to close deals in a consistent format, giving the sales team a path to follow (a structured step-by-step). With a model, the sales/purchase cycle is shorter and can be measured, creating indicators for each of the phases. We only do what we measure and, if we are going to measure.

Is there a difference between the sales funnel?

The sales pipeline is a set of actions that must be taken by professionals in the field to encourage leads to advance in their buying journeys. In this article, in addition to better understanding what a pipeline is , you will see a step-by-step guide to structure yours and learn about the main performance indicators to monitor results. What is a sales pipeline ? The sales pipeline is a tool that gathers a company’s leads and organizes them according to the negotiation stage they are in. In addition, it defines what actions the sales team must take in each of these stages, with the aim of moving the lead forward in their purchase journey . Sales pipeline stages In addition to understanding what a pipeline is , it is important to know its stages. Each of them corresponds to a step taken by the sales professional in his strategy to turn leads into customers.

These are the stages of the sales pipeline

In this step the professional must qualify the leads to understand which ones are more aligned with the persona and which ones are already in more advanced stages of their buying journey, that is, closer to closing a deal; SAL ( Sales Accepted Lead ) : at this stage, the marketing team has already managed to define which are the ideal leads and they are already educated; Opportunity : at this stage, the lead agreed to talk to a sales professional after Australia School Email Lists qualifying the SDR and has great potential to close the sale; Meeting/visit : after selecting the most qualified leads , the sales professional must send personalized proposals, generating value on the offered solution; Negotiation : The goal here is to eliminate objections from leads . It is at this stage that the sales professional will contact the lead once again.


Final step of the pipeline Although the pipeline has phases

The lead does not need to follow linearly through all of them The purchasing process is individual. That is, things do not always happen the same way with all leads — after all, we are dealing with human beings, not robots. It may be that, in some cases, leads follow the journey linearly, going through all stages of the sales pipeline . However, the professional must be prepared to deal with non-linear journeys. Leads can, for example, go through EC Lists all the stages in one day or take months to decide on a purchase . It also happens that some leads skip steps. It will not always be necessary to follow up to move on to the negotiation phase, for example, just as a very determined lead can go directly from the follow up to the closing stage .

Market segmentation what is it and why is it important?

Why waste investment and energy from your company’s marketing and sales teams, with a wide audience and generic marketing campaigns, if you can do market segmentation and make your brand have much more return, focusing on the right audience? With so many needs, challenges, preferences and criteria, it would be difficult to meet all the . Demands of the total market without a direction in offers, messages and experiences. Want to know more about it? Keep reading the article and learn everything about market segmentation, from concept to practice. Learn what it is, why it’s important, what types of segmentation are, and how to segment your brand’s market without making common mistakes. Good reading! What is market segmentation in sales? Segmenting a market, or dividing your total share into smaller groups, is a marketing strategy that allows you to create actions in a targeted way.

Segmentation helps select focused portions

Of a target market to create messages, products and services tailored to those niches. The goal is to find the ideal customer for your business. After all, society is very diverse and your product or service is not intended for all audiences. By segmenting the market, you speak to a specific group, with its own characteristics, that will be served by your business. This is done by separating your market into “slices”, based on real data about your segment and considering various researched or observed characteristics. This is a great way to leverage Australia Physiotherapist Email Lists sales and marketing strategies and jumpstart your product or service development cycles. The 4 types of market segmentation and the criteria for each of them There are many different types of market segments that can be created. Here are four main methods: Demographic behavioral.



The more targeted the greater the probability

That the target customer will be reached, as your strategy will be based on exclusive characteristics, making it possible to develop more effective.  Efforts and find opportunities in your market. 1- Demographic Demographics is one of the most widely used market segmentation methods. It works by dividing the audience based on different statistical EC Lists data, observed in a group of people. This helps when targeting a product or service to a specific demographic. Market segmentation for B2C and B2B Some examples of data collected in the B2C market, with individuals as the end customer, are: Age, Gender, Income, Location, family situation, Profession, Schooling. As for the B2B public, the classification is based on decision makers, people within companies who have the power to decide whether or not to buy their product.

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.