Sales Training Objectives

Improving Selling Efficiencies will Increase Profit

Sales Training Goals Focused on your Income Statement

Our company has sales consultants. This group, made up of experienced sales people, helps online sales software clients gain selling efficiencies. The group has 4 objectives which align with our sales software functionality.

Manufacturing Companies Increase Sales in Sales Channels

Build Distribution Sales with Communication

Sales Qualification Questions to Ask to Sell More

Better sales questioning techniques

Qualify your Sales Leads to Sales Opportunities 

Sales books are all over the place. And some offer sales lead qualification quesitons. The best ones are Solution Selling and the Spin method. Questions, by sales pros, get to the meet of the issue, if there is one. And best of all the prospect likes this direct approach.

Quallifying Trade Show Leads

I atended a tradeshow this past week. Several sales software clients were showcasing products and I spent time visiting their booths. I like to watch the interaction between prospects and sales people when I can. I learn alot. This was no different. The booths I visited were busy and I watched several sales people meet and greet booth visitors. It is fascinating to watch how prospects react to different sales approaches. I will classify the sales people as eager beaver, the know it all and the seasoned pro.

Online sales software and your income statement can be best frends. Your sales process accelerates and improves. The simplicity of the sales software powers user adoption way up. The sales software is easy to use and is designed to collaborate with your sales partners or in-direct sales people. With leadNET and OptyNET your sales team can be expanded to sell your products across the country or the world.

The payback is driven by 4 Factors:

On analysis of CRM projects you will learn that 54 % fail. This
analysis, done by technology consultant firm Gartner, surveyed CRM
projects over one million USD. I will bet the failure rate for smaller
businesses is higher. This is grim news for companies that see CRM as
the "fix." The fix for sales woes, for customer data integration pain
and for lousy customer support.

Marketing managers and sales managers lives are spent tracking leads and opportunities. Generating leads, routing leads, qualify leads and lead updates eat up time and money. Automating this process has several advantages first, you know the lead is passed to the right sales person quickly, second you know the sales person is working the lead. 

How much do you pay for sales lead? Say you go to packexpo, a big
packaging industry trade show and you are a packaging machinery
manufacturer. You make machinery that makes boxes or machines that
prints shipping data on boxes, and then you make machines that seal
said boxes. You spend 100k to get your machines into Packexpo,
including fees and expenses for 5 guys and a nice looking blonde to
stand there for 4 days. You get 500 leads. I have customers that do
this dance and 500 leads is a big number. That is 200 USD per lead.

I used to be a lead culprit. I would get a lead from a boss or
marketing person, I would call the lead and attempt to qualify. Many
cases the lead was frigid and with the weight of a big quota bearing
down I moved on to lower hanging leads to be picked off. What happened
to the cool lead, nothing. Now look what I do and what makes me money.

There is no software that automates the selling process until now.
Salesforce.com de-automates the sales process, leads360 does not offer
any process automation or workflow. Any tool can send a lead or route a
sales lead to a salesperson and the tool can force an expensive and
hard to use login for an in-direct salesperson to update the lead. this
does not work for manufacturers or sale teams that sell through
distributors.  The distributor will not sign into a tool and besides,
they probably carry 5 other lines that compete with the line that sent
the lead.