It’s easy to do the enjoyable sales calls. But sometimes the more difficult calls -- such as to resolve customer problems -- are needed to boost sales results. Here are tips to make this easier for your sales operations.
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1. Three tips to making the difficult B2B sales callsHow sales
managers, sales operations can help reps engage in the difficult
conversations
2. Its easy to do the enjoyable things.But sometimes the more
difficult things are needed to boost sales results.
3. Such as resolving customer problems.Problems with a customer
dont go awayunless the customer goes away.
4. What can you do when you dont want that to happen
5. Heres three tips from our experience. (We improve sales
performance via predictive analytics, sales databases and
CRM.)
6. To make difficult sales conversationseasier for sales
reps
7. Tip 1.Mix up the servings
8. Segmentyour customer portfolio based on buying cycle. Ensure
that sales reps call on all segments in some proportion that
reflects both gains in immediate sales and long-term relationship.
Use your CRM system to set up call blocks that are driven by
analytics, to ensureconsistent actions across the entire sales
force.
9. Tip 2.Demonstrate the loss from not making the
call
10. You dont want to leave money on the table. Your salespeople
DEFINITELYdont want to leave money on the table
11. so definea customer segment to call first (Tip 1).
Then identify actual sales revenue from sales calls made
previously to a similar customer segment.
12. Use this revenue figure to establish a per-customer
baseline of incremental sales generated.
13. Multiply this figure by number of customers in your to call
first segment.
14. Use this to show sales reps how much revenue may be lost by
not calling.
15. You can also extend this lost revenue estimateinto a longer
time horizon, showing revenue lost from what would have been future
repeat purchases.
