the 5 keys to new sales development in 2014
TRANSCRIPT
John Duvenage www.smbgrowthstrategies.com
5 KEYS TO NEW SALES DEVELOPMENT IN 2014
THAT WORK - IF YOU APPLY THEM!
#1. KNOW WHY YOUR STAKEHOLDERS BUYYOUR PRODUCT ORSERVICE.
How?
• Ask yourself what would happen in a stakeholder’ business life if they suddenly didn’t have access to you product or service?
• Knowing the in-depth answer to this question helps you create strong value propositions for each person typically involved in your sales cycle
John Duvenage www.smbgrowthstrategies.com
John Duvenage www.smbgrowthstrategies.com
#2. Focus 100% of your sales and marketing efforts on prospects who are highly likely to buy your product or service.Why?
• Typically around 3% of targeted companies have an active initiative to buy a product or service like yours.
• There’s another 20% or so who are dissatisfied with their current situation and will need a product or service like yours in the future.
• Get in early and help your prospect see the value you offer before your competition is even aware of an opportunity.
John Duvenage www.smbgrowthstrategies.com
Why?
• Some people say they like to ‘wing it’ - they don’t feel ‘natural’ using scripts.
• Nonsense. Do the best news anchor people ‘wing it’ when the go on the air? Do they sound scripted? No.
• It’s no different for salespeople. They have a few seconds to make a first impression that creates interest and not resistance, and that helps their prospect understand that they have something to offer that is going to improve their business situation.
# 3. CREATE CALL AND VOICEMAIL SCRIPTS SO
YOU DON’T WASTE ANYONE’S TIME AND
UPSET YOUR PROSPECTS.
John Duvenage www.smbgrowthstrategies.com
# 4. SET UP A PROSPECTING
SYSTEM
What?
• Email Templates for the different stages of the buy cycle• Conversation guide / play book for each stakeholder• Common push-backs with responses• CRM system for data capture and sales execution.• Tools like LinkedIn, Get Response, Sales Loft etc.
John Duvenage www.smbgrowthstrategies.com
# 5. SET UP A LEAD NURTURING
SYSTEM
Why?
• 50% more sales-ready leads• 20% increase in sales opportunities• 9% increase in salespeople making quota• 10% decrease in new salesperson ramp time