thescovelosales-blog

[thescovelosales-blog]

website revamp

This video talks about how your website revamp process should be like? This knowledge will help you reach your digital goals scientifically

https://www.scovelo.com/

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Sales Training – Skills required

Thanks to the Internet and VOIP, any salesperson can reach anyone across the globe and can sell. This means that more competitors now have access to your customers that was once upon a time, available only to you and to a handful of competitors of yours. All websites look similar flaunting all functionalities in the product or capabilities in services

https://www.scovelo.com/skills-required-todays-sales-person/

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Negotiation Skills

The buyer is convinced that you are a capable organization that can solve their problems. They have asked you to submit a proposal and you have done it. They have now called you for a Negotiation.

https://www.scovelo.com/negotiation-skills/

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Hidden cost when a prospect is not qualified

You might be wondering what the hidden cost will be? 1) False Positives – The salesperson by seeing the sheer number of prospects in their funnel gets overconfident that they have so many prospects. This leads us to think that we have send so many proposals. This leads us to think that we have done an awesome job. We begin thinking about how hard it is for us to close a few deals from the multiple proposals we have sent. We tend to believe that we can hit our quota and we may end up not prospecting and fill the top of the funnel for hte period..However, we might not even realize sending proposals to unqualified buyers. .

https://www.scovelo.com/hidden-cost-when-a-prospect-is-not-qualified/

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Consultative Selling Stages

https://www.scovelo.com/consultative-selling-stages/

You were happy that the buyer is completely convinced about the solution and sometimes have told you “Wow, I never thought it can be done this way”.This can be accomplished only when you get into a consultative mode. Both of you opening up and discussing the various options.

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Building an effective sales team

https://www.scovelo.com/building-an-effective-sales-team/

This is important because the buyers in the targeted accounts need to know about the solutions, then feel the importance of those solutions and eventually move towards the buy button. It is the sales teams issue if the buyers do not even know about the selling organization.

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Sales Process Consulting

https://www.scovelo.com/b2b-sales-process-consulting/

This three to six months Sales process consulting is a time tested proven methodology to infuse science in the sales process. Areas of improvement are identified by analyzing every aspect of the sales process. The management / sales team is interviewed for finding the areas of improvement. A GAP analysis document is created based on the revenue goals. A sales playbook is made. The team is trained on the playbook. Effective reviews will be in place to ensure consistency in the sales process based on the playbook.

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B2B Digital Marketing Consulting

The two day B2B Digital Marketing Training will focus on getting the results better from every channel by the choosing the right keywords, writing the right blogs, developing the right format of content , sending the right types of emails, analysing the reports right and constantly evolving to make the digital channels perform better for you.

https://www.scovelo.com/digital-marketing-consulting/

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Building an effective sales team

Your sales team can engage with multiple new and existing contacts on a daily basis. You will have to work out the effort to result in ratio and the metrics and should manage the teams based on those. Attention should be taken to be consistent across all stages of the sales cycle.

https://www.scovelo.com/building-an-effective-sales-team/

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This metric will ensure that the salesperson spends active time selling into the prospects at all stages of the sales funnel. The activities towards the top of the funnel would be more towards emailing, calling, meeting, chatting, connecting on social media to let the prospects be aware of you.  This is the time, they begin spending time on non-selling activities that include

https://www.scovelo.com/managing-sales-metrics/

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Presentation to Multiple Buyers – Inside Sales Training The people who will be there in the meeting are from multiple departments. They may or may not have a direct impact on the solutions your solution will provide. They may also have their own perspectives on what they expect as business benefits.

https://www.scovelo.com/presentation-to-multiple-buyers/

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https://www.scovelo.com/competition-analysis/ Competition Analysis When to begin asking for competitor information? It makes sense to begin exploring them at the second stage. We will have no clue on which competitor would have done a good outreach or which competitor the buyer would search and find.  However, the find is important when you would begin the first conversation

[thescovelosales-blog]

Building an effective sales team

This is important because the buyers in the targeted accounts need to know about the solutions, then feel the importance of those solutions and eventually move towards the buy button. It is the sales teams issue if the buyers do not even know about the selling organization. You can then decide the market reach and the market penetration plan. You can then decide the quantum of efforts the sales team need to put in order to engage with the adequate no of prospects within a specified timeline to build a scientific pipe.

https://www.scovelo.com/building-an-effective-sales-team/

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Negotiation Skills

https://www.scovelo.com/negotiation-skills/

If the buyer will still negotiate, the best way to respond to that will have to be on value. It will be a weak and an easy way for the prospects to beat us down if we would take the route of cost of producing the solution to be high. Pricing based on cost is not the best strategy. It would also be sound Salesy if we would say that we would provide the best service as no other company will say that they will not provide the best service.

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Sales Playbook Design

A Sales process is a set of structured steps that a sales team takes in moving a prospective buyer from the Prospecting stage all the way to the closure. The steps can be designed by the sales team based on past success and failures. You can find out the best traits that got you the sale.

https://www.scovelo.com/sales-playbook-design/

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Presentation to Multiple Buyers – Inside Sales Training

https://www.scovelo.com/presentation-to-multiple-buyers/

If they would not open up because they are not sure about what to talk,  you can begin by stating certain issues you know companies of similar nature faces and the solutions you have offered for them. You can then check with them if these are issues that they would like to solve.You can make them open up at some point in the time during the presentation and try finding out what their priorities are and be contextual to as many of the buyers in the presentation. You also, with practice will have to be careful about the words you use.

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https://www.scovelo.com/needs-analysis/

Needs Analysis When a prospect begins talking, what should you as a salesperson do?? What would happen when you would just note down what the prospect says and respond to that. You might not be able to understand the exact pain point. You should begin asking the right questions to find out what they exactly want