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Your Greatest Weakness is Your Greatest Strength!

Sales People are by far the only ones who do not stop learning. Yet they feel inadequate and identify areas of improvement. And continuously they upgrade, refine & groom themselves.

Your Greatest Weakness is Your Greatest Strength!

Identify your Greatest Weakness / your business’ Greatest Weakness and you will be on your way to achieving Great Success.

Some thoughts to help you identify your weakness:

  1. Customers are smart. If you fit the bill, you are in. Else, you are out. It’s that simple.
  2. It is all about Perception. How do customers perceive you? What you think about yourself does not matter. What matters is what other people think of you.
  3. First impressions last longer. So work harder and give a good first impression to your customers.
  4. Dressing up well to give a Professional outlook. Or having a sparkling office that readily proves your worth.
  5. Giving respect to Customers.
  6. Asking for feedback.
  7. Your knowledge on your Product or Service.
  8. Being in tune with times.
  9. Customer Experience. In every step of the buying process and beyond.
  10. Being Sincere.
  11. Showing utmost seriousness in solving customers’ problems.
  12. Ensuring that the excitement that you created around your Product / Service stays forever. Or work on that and keep the excitement on.
  13. Delight: Always having something to surprise the customers.
  14. Easily accessible, no waiting time, more parking space, to the point, forward looking, well meaning, helping & solving problems.
  15. Adding Value. Don’t you want to move up the value chain?
  16. Working with you & your business adds to the Customer’s Brand Value.
  17. Do your existing customers vouch for you?
  18. Meeting your existing customers regularly.
  19. Does your Customer Service team meet the demands of your customers and generate more business from them?
  20. Are you an early adopter of Latest Technology?

Do you have any thoughts on this. Share your valuable thoughts with us.

Happy Selling!!

For any help in Marketing, Sales, CRM please contact:

kannan@zignalytics.com

 

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Sales is not a sprint but a marathon!!

I happened to watch a portion of a documentary on marathon running. What I learnt is that it calls for more preparation than what is required for a sprint. Endurance is key for a marathon.

While speed and agility are important for a Sprint, one should save energy and stay in the game at a consistent pace, to be successful in a Marathon. But both require stringent practice. It’s needless to state that the training is completely different for each.

What can we learn from these and apply in our day to day Sales situations?

  1. Sales is not done on a level playing field.
  2. Techniques are for short term whereas in the longer term these simply don’t work.
  3. While a good start can give us a boost and make us look confident, it is only consistent performance that is going to keep us in good stead in the long term.
  4. Practice makes us perfect. So, let’s start practicing.
  5. Each situation is different. It may be a well laid out road / a pathway / a narrow path filled with stones or thorns / an uphill or downhill and it may rain / shine. Just like running a marathon, Sales situations also call for using our judgement on the ground.
  6. We should use our limited resources in a rationale manner.
  7. Let’s be prepared for the long haul.
  8. We may have to incorporate changes [slowing down or picking up speed] as we go along.
  9. We should focus on the rhythm and keep going forward.
  10. We should have less burn out for maximum productivity.
  11. We should know the route map well and be prepared for the encounters on the way.
  12. Most importantly we should enjoy the journey.

Some portions of a marathon resembles a sprint. So, the techniques will come in handy. We must be trained to handle such sudden sprints as well. And we should respond with speed and agility when the situation demands.

So, Sales is not just a marathon but a “series of sprints” as well. Success in one sprint or couple of sprints don’t guarantee success in the marathon. Marathon is a different ball game altogether.

If we know how to enjoy it, it will be a breeze.

Happy Learning!

Happy Selling!!

Contact us at:

sales at zignalytics dot com

#sales #salestips #crm

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What should your dashboard show?

Dashboards have been in use for more than two decades now. Initially, it was available only for the CXOs to stay up to date on their teams’ performance and targets. But it is now important for each one of us to use a dashboard to stay focused and reach our goals.

Let us take a quick look at how dashboards can help Sales folks:

  1. To get the focus back on deals that really matter.
  2. To get instant intelligence on deals.
  3. To know the Opportunities, Activities & Tasks – that calls for your attention.
  4. Reminders and Notifications: those missed deadlines, targets, largest open opportunity, some opportunity staying in one sales stage for longer than usual [velocity issues] etc.
  5. Your personal assistant of sorts: Suggestions and advice for you to take action before your manager gets to know about it.
  6. Closing possibility: what deals can close this month?
  7. Revenue level: what are the big ticket deals that are in the pipeline?
  8. Total open opportunities Vs YTD [Year to Date].
  9. New leads – created, qualified, lost etc.
  10. Weighted / Unweighted / Balanced / Ranked / Won Target – the various ways to look at the sales data and take action.

If you want a dashboard, please contact us:

sales at zignalytics.com

#sales #data #dashboards #targets #CRM

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America, August, Apple, Amazon – A’s & the Aces!

You must have read the news, I am sure.

Apple became the first $ 1 Trillion company in terms of market valuation in August this year, followed by Amazon, the second $ 1 Trillion company.

What makes Apple & Amazon tick?

One thing I am sure, they are focused on Customer Experience & making lives simpler for their customers.

Daniel Martins, an independent researcher says: “It’s too high of a bar to assume that they’ll succeed at everything that they do.” “But at the same time, I think Amazon is the best combination in the world of the scale of a large company and that entrepreneurial DNA with the spirit of a startup.”

So, that’s the secret.

It is reported that Apple took long to reach there whereas Amazon sprinted to get there. Amazon took 3 months to cover the last 200 billion whereas Apple took 15 months to do the same, news agencies reported.

Apple was founded in 1976 & Amazon in 1994.

Amazon generates an annual revenue of 178 Billion & in 2018 it may make a paltry sum of 8.5 Billion as profits. It employs around 550,000 people worldwide.

While there are differences between these two Trillion Dollar Giants, the common thing is this: They both know how to market and sell.

Jeff Bezos = Bill Gates + Warren E. Buffett, in terms of Net Worth.

Between Apple and Amazon, one sells at a premium whereas the other lowers prices consistently. You know who.

Some ideas to follow:

  1. If you do Marketing right, everything will fall in place.
  2. Create great Customer Experiences.
  3. Create excitement – on your products & services – and for people to work with you
  4. Have an entrepreneurial DNA.
  5. Have the spirit of a start-up.
  6. Be agile. Respond faster.
  7. Make lives simpler, better & a lot easier.
  8. Sell your dreams. Products will follow.
  9. Create a community of believers.
  10. Last but not the least: You can even start today. And Create. [I didn’t say “Compete”, for a good reason.]

Happy Creating!

Happy Selling!!

#sales #startup #ideas #marketing #branding

Contact us at:

Sales at zignalytics .com for any help in Marketing / Sales / CRM.

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Don’t feel shy to ask questions to your Prospects!

Prospecting is not researching about Prospects. It is nothing but validating if the Prospects are going to buy from you or not. Whether there is a product fit or not. It is about finding if it is worth spending that time with them. You can fight competition. But you cannot fight “no fit” or “no need” or “no funds” or all of them put together.

Some questions for you to ask them:

  1. What is your problem statement?
  2. How soon do you need to do this?
  3. Where is the money going to come from?
  4. What benefits will you derive if you do this?
  5. What bottlenecks do you foresee for this project?
  6. Who are the key stakeholders?
  7. Who are the people who are going to benefit from this?
  8. How will it affect your business?
  9. What will happen if you don’t do this?
  10. What are the attributes or qualities that is essential on the part of the vendor?

Happy Prospecting!!

Happy Selling!!

#Sales #CRM

Contact: kannan@zignalytics.com

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Why do Customers buy what they buy?

Have you ever asked your best customers why they bought from you. This is essential to position your product or service.

Some of the reasons why customers buy what they do:

  1. They perceive a value in the product or service.
  2. To improve their productivity.
  3. To increase ease of doing business.
  4. To improve their profits.
  5. To build their brand image in the market.
  6. To beat competition.
  7. To be ahead in technology adoption.
  8. To streamline business processes.
  9. To improve employee satisfaction and morale.
  10. To satisfy the investors.

Happy Selling!!

Contact: kannan@zignalytics.com for any help in #Sales #Marketing #CRM

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I was asked “What is a CRM” and this is what I answered…..

CRM is not anymore a buzzword. It is not just another acronym that an IT Professional builds skills on to grow in his / her career. CRM, as you are aware, stands for Customer Relationship Management. When someone says CRM, they refer to an application software used by Sales, Marketing and Customer Service departments of a Business entity. Typically, CRM has these three modules – Sales, Marketing & Customer Service. Analytics is either offered as another module or as part of all these modules.

Coming to the Sales module, the App helps Sales people of a business close more deals. The Sales CRM application helps in Account Management, Activity Management, Lead Management, Contact Management, Opportunity Management, Pipeline Management.

Typically sales people get leads from Marketing department and start validating those leads. Sales people also generate their own leads as well. Starting from a cold call, qualifying a contact as a lead or validating the leads passed to them and then finding an opportunity with that lead and converting that lead to an opportunity and taking that opportunity through various Sales Stages – for example from Needs Assessment to Closing and beyond, the Sales CRM helps sales people perform their job more efficiently.

CRM is unlike traditional applications used in an enterprise. By traditional applications, I am referring to the transaction oriented applications – say for ex, Financial Applications [that is used to track the finance from order to pay or purchase to pay etc] or Enterprise Resource Planning [ERP] application that helps in the back office business processes. These applications capture limited customer information – order and payment details of customers and cannot satisfy the requirements of the sales people.

Sales people are the face of any business. They occupy and run the front office. They are the point of contact when a customer walks into a business. They handle all the customer inquiries that are received through various channel. This is inbound traffic. Customers get in touch on their own and express interest in a product or a service. While sales people handle this inbound traffic, they also run outbound sales to identify customers who may be a good fit for their products or services and can benefit from them. The sales people do a number of activities to acquire new clients.

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs, Apple

Coming to Sales CRM, it captures customer data in detail and it is mapped to the Sales Process of an Organization. The sales process of an Organization is the process followed from the first contact with a prospective customer till the order closure. It starts with the sales person contacting a lead, understanding the needs and evaluating the needs, checking product fit or service fit, budgeting, Mapping Customers Organization Structure, Identifying Decision Makers / Budget holders / Influencers, Demonstrating, Proposal submission, PoC [Proof of Concept], Closing, Following-up.

The Sales CRM captures all the data through this entire process. It is a complete salesforce automation. Contact management is the basic feature that helps sales people to keep all customer contact details in one place. They can map social media accounts of their contacts as well. They can even create a field to capture the news feed about the customer’s organization from the web.

Sales CRM captures all the leads. Allows one to convert those leads into opportunities as they get qualified. The opportunities then follow a predefined sales process through various sales stages. And sales people can then visually see which opportunity is in what stage. A series of opportunities in various sales stages is a pipeline. And sales people can have multiple pipelines – one each for a specific product or a business entity or a division or a geography.

Sales pipeline management is critical to success of any organization. The low hanging fruits will be taken care of. But it is those warm leads that needs to be nurtured for long term success of an organization.

We sell Pipeliner CRM. It is a Pure play Sales CRM. You can visit this link to download a trial: http://www.pipelinersales.com/crm/free-trial/?referral=926.

Pipeliner CRM is a visual CRM. That is, at any given point, the sales people will be able to see which opportunity is in what stage and the app has a Sales Navigator that intuitively tells where the sales people should focus their energies and what should be done with all the other opportunities and other leads as well.

CRM is useful for any business with either one sales person or 200 sales people. Whether it is a B2B or a B2C. Regardless of whether it sells a capital intensive product or everyday use product. Whether they sell directly or through the distribution channel. Whether they sell online or offline. Whether their sales cycle is long or short. As long as they sell and want to grow by selling more, they need a CRM. CRM is an essential tool in today’s competitive world. Without that, businesses will be doomed.

It is not anymore a buzzword.

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How to choose the right CRM for your Organization

GetApp-CRM-Ranks

A thoroughbred CRM Consultant will ask you a number of questions before suggesting the best CRM that would suit your organization. From your organizations perspective, you may start documenting your requirements.

  1. List down the features that you cannot live without [Must Haves or Mandatory]. These are the core problems you are trying to solve.
  2. Then list down the Should Have category of requirements. These are High Priority items.
  3. Then list down the Nice to Have features. These are low priority items. These may become the deal clincher if all other things remain same with your final list of vendors.
  4. Then list down the features you are NOT interested in right now.
  5. Skills required for implementing such a solution. Is it available in-house or have to be hired ? Skills availability and/or training duration to get up to speed.
  6. Duration of the implementation cycle.
  7. Total Cost of Ownership including License Costs/SAAS Subscription Costs, Integration Tools Cost, Implementation Costs, Training Costs and Support/AMC Costs.
  8. Feature upgrades: Frequency, impact on business.
  9. Ease of use.
  10. Adoption Rates.
  11. Customer References, Industry Case Studies, Reviews.
  12. Road map, Profitability, Financial Standing of the vendor.

For Q1 2015, GetApp ranked Pipeliner Sales CRM as No.1 in the overall ranking. Feature-wise [User reviews, Integrations, Mobile App, Media Presence, Security] ranking [out of 20] is also listed above.

Get in touch with us to know more.