When any business is not performing as expected, it is essential to look for the reasons behind the drop in revenues. The department which gets the maximum pressure is Sales department. It’s true because No business can survive without sales.
Sales professionals specially in B2B are under stress currently. Pandemic has pushed B2B Sales professionals out of their comfort zone. The taken for granted approach that meetings and visits are essential to generate sales, has been demolished.
Organizations are struggling to meet their turnover targets and hence willing to reduce prices. This makes the competition fierce, and makes the job more difficult for the sales professional. Working from home has challenges too. It can be distracting for those who are used to travel and visit clients, and invest time in building inter personal relationships.
If employed, there is increased pressure to deliver, and there is a hanging sword of being fired due to cost cutting and underperformance.
The gap in the performance can be extremely stressful and has a long term effect on personal life as well as career growth.
In this podcast, I am going to suggest the things that you can do to get out of the rat are of aiming for the targets. I mean.. why chase the targets if you can exceed them. That too consistently.
Stay ahead of the curve.
I will share some small changes in the way you connect and sell. These small things go a big way in achieving results.
So grab your notepad and pen.. you may need to write some of these down.
It’s not a secret .. prospecting is one of the least liked part of the sales persons profile.
In my experience, b2b sales professionals would like to start their sales cycle with warm leads on platter.
Who wouldn’t right?
Imagine.. if you are a sales professional and you wake up to find that there are 10 inquiries from potential clients. Wouldn’t you have a big smile on your face?
You would be in a great mood, and you would probably have a little bit of an elated ego, knowing that there are customers dying to buy your product or service. You will have little or no stress considering your monthly sales targets. You will be high on optimism too.
But this is rarely the case in todays world. Unless your organization has a monopoly or the product or service is much desired in market and in the growth stages of PLC (Product life cycle), or if there is lot of money invested in advertising and lead generation campaigns. Then you can expect warm leads flowing your way.
For 85% of the Sales professionals this is just wishful thinking. They can only dream of this glorious situation. In their real world, they have to hunt for potential clients… everyday! And it is definitely not easy… it can be really frustrating.
Most products and services have competitors. Competitors keep coming up with offers, and try to grab the market share. Customers have become smarter. They do due research before approaching any seller. Plus the market conditions are such that cold visits are challenging and not encouraged. Events have reduced drastically.
In such scenarios, how do you generate a pipeline of prospects?
In this Podcast, I will share 4 tips to get prospects line up for you.
Tip 1 - Create Prospect Magnets
Tip 2 - Plan your Communication
Tip 3 - Invest time in Cold Canvassing
Tip 4 - Never Forget To Ask
In today’s world, B2B sales professionals, Real Estate professionals, Entrepreneurs, Business Owners and Independent Consultants are facing a mammoth challenge - to be profitable.
The competition is ever increasing and are willing to reduce prices or do extra things to snatch away your existing and potential clients.
Furthermore, pandemic has pushed people out of their comfort zone. The way prospecting and meeting used to happen has changed drastically.
During this time, sales people should not depend of luck or miracles to achieve their ales targets. A robust approach of sales needs to be adopted to ensure consistent and profitable sales.
I have created a 6 step sales domination framework to accelerate b2b sales growth. This framework has been used by many organizations and sales professionals to generate millions in revenues.
Step 1 - Adopt Sales Mindset Mastery
Step 2 - Measure And Scale
Step 3 - Redefine Customer Relationship
Step 4 - Develop Structured Sales Pipeline
Step 5 - Win Big In Negotiation
Step 6 - Master Your End Game
If you follow this 6 step approach, it will:
Remember … Nothing Changes, If Nothing Changes.
You can visit my website www.mihirkoltharkar.com and find out more details about my upcoming webinar where I share more details about these 6 steps.
Stay tuned to my podcast as I will be sharing many valuable insights on sales and negotiation.
Mihir Koltharkar
Mr.Sales
Top B2B Sales And Negotiation Trainer
Featured in TOP 20 Global Sales Trainers 2021
Glabal Award Receiver - Training And Development
Author - Impossible Sales
TEDx Speaker - Twice
21 Years, 11 Countries, 2000+ Sessions
