ten ideas to help you develop a successful inside sales plan for 2015
TRANSCRIPT
Happy new year!
But last year’s sales figures are now
consigned to history – the sales target clock
is reset back to
zero again!
Possible Plan A!
I could wait for my existing clients to reorder and bring in a large slice
of my annual sales target?
Hope is not a good sales strategy!
If you are waiting for existing customers to contact you to reorder, don’t hold your breath!
I’m all for taking proactive steps
but will the phone ring often enough
with this approach?
…This idea might never fly!
Select sectors where you already have credibility
• A proven track record
• More expertise of their world
• An extensive contact base
• People who can provide you with introductions
* Remember, your offering might not be a fit for every sector regardless of whether they are on your target list. So fish where you have caught fish in the past!
Prospect where the odds are in your favour already. Pick sectors where you have …
Develop relationships with representative organizations
in that sector
That could be
A Professional body
Or
A trade association(Example: If you sell to HR Managers - Chartered Institute
of Personal Development –C.I.P.D.)
Consider ………
• Writing for their publication
• Giving speeches at their seminars
• Provide resources for their website
But do this
Leverage Client relationships – where those clients are well networked
How can you find out how well networked they are?
• Check their LinkedIn account for your sales targets
• Ask them who they know!
• Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!
How do I ask for the introduction?
In 4 easy steps….. Ask your client …..1.How well do they know your sales target.
2.Would they be comfortable introducing you.
3.To ask the sales target to accept a call from you.
4. ‘To ‘cc’ an email to both the sales target
and yourself with contact details.
Target up to three individuals within each prospect company
The more people you target in a company …
• The better the odds of making a connection with one of them.
• The higher the chance of you finding a mutual contact to introduce you.
Pick three different type of stakeholders
* For example
– User buyer
– Financial buyer
– Technical buyer
You can always move laterally
towards the correct buyer regardless of
which of the five targets you initially
meet with!
Follow their• Comments
• Groups
• And watch out for mutual contacts• Answering of questions• Create your own visibility in their groups - post
resources ,articles and answer questions
A complimentary solution provider
Is a supplier who Targets the same people you doIs not the competitionCompliments your offeringIs well networkedWill share informationWill swop introductions
CSP’s
For example: if you sell CRM software to contact centres to customer service managers - a CSP might be a contact centre specialised recruitment agency
Strategic networkers
• Identify correct events
• Get attendance lists in advance
• Ask organisers for introductions
• Ask questions to understand
• Follow up sincerely
• Build trust with new contacts before asking for help
A thought leader is someone who
• Shares ideas
• Writes articles
• Answers questions
• Makes speeches
• Provides insight
• Anticipates new trends
Via Social & Other Media
Stay in touch – long roads always turn at some point!
• Be helpful • Support behind the scenes• Keep them on distribution lists• Send free resources• Be LinkedIn with them• Things don’t stay the same for very
long!
Put targets and measure results for all your sales related activities inclusive of everything we
mentioned in this presentation