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Sales force must use five sales strategies to face a tougher competition,better educated clients and fierce economic recession.

Organizations face stagnant or decreasing sales try sometimes to search for other markets and products to face the challenges while  new sales strategies approach are available to answer though market situation  Sales force must change change their way of approaching clients to prevent from collapsing in the coming 5 years.

A study , by Mc. Kinsey quarterly , show that Organizations identified three primary sales trends:

  1. Customers have become more demanding
  2. Companies are exploring lower-cost ways to make clients happier and to generate sales growth.
  3. Organizations large and small are following the lead of business-to-consumer such as Amazon.com by making smarter use of customer data to predict behaviour drive sales

 

Organizations are requested to adapt and face the market changes and modify their sales approach to prevent from collapsing in the coming 5 years.

For this matter we detect 5 sales strategies to help the sales force increasing their sales.

Strategy 1- New Prospecting

Finding leads is harder, it takes nowadays more than 15 times to reach a CEO. Cost per lead are higher and time consuming struggling. That is why in the last decade organizations change their way of searching for leads and approaching them. Leading organisations takes actions through the following list of prospecting sales strategies:

      • Attract on-line traffic to their web through blogging, seo, social networking
      • Insert call to actions to their articles and websites
      • Use networking techniques on LinkedIn, Facebook Google, etc.. to get in touch with maximum prospects
      • Write article on their Blog and communicate daily with social media through platforms like hootesuite
      • Educate leads and customers
      • Bring the best of the industry trends and news to position themselves as leader in their field and beat their competition.
      • All the above mentioned actions if used all together will boost a high volume of interested hot leads to the sales force.

Strategy 2- Approaching leads never been that easy!

Usually, whenever the sales force receive a request, they get in touch with fresh hot leads using classical mediums such as  phone and emails. While nowadays it is much more easy and powerful to keep in touch with prospects all the day long through social network, Skype or Google  and be able to reach them at any time. One the sales strategies approach is the mix between all the following mediums to bond with your audience:

  • by phone,
  • mail,
  • skype
  • Social network LinkedIn, Facebook…
  • and direct smooth interaction becomes king!

Strategy 3-  Have a sales conversation strategy and follow-up

The management of the incoming leads is crucial. If you received a request from a lead it means that your solutions, products or services are needed. When you reach this point, the questions that you should be asking yourself are:

  • How to convert leads to clients?
  • What are the questions you should be asking to identify quickly in the process their compelling reasons to buy?
  • How much they are willing to pay?
  • Who is the decision maker ?
  • When they want to buy?And why?

What if the sales force approach prospects with a great sales conversation but they are not ready to buy now?

Strategy 4- Nurturing leads strategy for 30% increase in future sales

Nurturing leads that are not ready to buy becomes a crucial step in the new selling 2.0. keeping the conversation going with prospects is essential to be present when they are ready to buy.

Today there is on the market many platforms that help you design and nurture your leads and prospects without a hassle. Once you design your a email strategy the system will automatically send these pre-set messages to the list, filter they answers and nurture them. Organisation should notice an increase of leads conversion to clients up to 30%.

Strategy 5- Evaluate your sales force potential. be sure the sales force is ready for it!

With a nurturing system in place, prospects will come back with a follow up request when they are ready to buy. Then the sales force should you use all the techniques that are essential to close directly the prospect and cash in. But are they ready to to face tough questions and close deals?

sales force evaluation answer a of questions among them:

  • How to increase the sales force closing rate up to 50% ?
  • what sales skills to they need to boost their sales?
  • how can they grow their sales by 20% in the coming 12 months?

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