Finding ways to meet or exceed sales quota is the most daunting part of your job. Here’s 10 techniques to help you prepare, execute and finish your quarter strong.
1. Map and analyze
Each opportunity in your pipeline is different, just as each salesperson has a way of doing business. Proper analysis and mapping can prepare you for each opportunity. Find the right balance between aggressiveness and innovation. Engage your subject matter experts to understand what is best for the customer in each opportunity.
2. Selling Methodologies
There are over 20 selling methodologies that can easily be found through a Google search. Your business may have adapted or customized a methodology based on your product/solution, or your target market segment. Embrace a methodology that suits you, and your opportunity base. Choose from one of these top methodologies.
3. Lead Generation
Lead generation is the job of your marketing team. However, if you do not have enough opportunities in your pipeline you are unlikely to meet your quota. Explore ways to re-engage your existing customer base and develop your own highly qualified opportunity pipeline. Consider using a b2b selling automation system to engage your existing customers.
4. Socal Media Strategies
Use social media. Most of your customers are online. Engage your opportunities on social media. This is another way to interact with customers without seeming too pushy or annoying.
5. Lead Qualification
Use lead scoring systems to qualify your leads coming from your marketing team. Why spend time on dead leads, while that time can be expended on active opportunities and engaging your current pipeline with information for decision making, and improving your pipeline conversion ratio.
6. Pre-sale Customer Service
You always put the needs of your customer first, obviously. Each customer in your current pipeline is often seeking information to make a decision. Be the first to provide that information to your customer. Anticipate their needs. Deliver expertise by engaging your team of subject matter experts. Share highly relevant information so your customer can take another step towards a positive decision.
7. Market Knowledge
Know your market, your customer's products and solutions, and their market, be up to date on the changes and learn about your customer. There is a lot of information on the web, use it, and be prepared to engage your customer, and their needs.