The world is divided into two types of people, those who think that selling is an innate talent and those who know that sales efficiency cannot be improvised. Selling has become considerably more complex and customers operate very differently today than they did a few years ago. You must evolve your methods to take these changes into account and sell more and better.
The sales team is the hero of the last mile, it is the one that makes the link between your products or services and your customers. It is also the one that transforms your opportunities into turnover. Most of the time, business development is summarized as: generating as many leads as possible, so that salespeople can manage as many prospects as possible and sign them. We get to hear things like “what I need are closers who can sell ice cream to an Eskimo”.
The reality is that your acquisition costs can get crazy with this method.
An optimized sales process enable you to decipher which opportunity have the highest possible conversion rate, as quickly as possible.
That's how you make sure your resources are properly invested in the right opportunities so that you maximize your sales results.
And for that, no secret, you need a solid sales process. The commercial strategy of a company, today, is an action plan which makes it possible to generate better quality leads, perfect control of the sales cycle, high-level commercial training for its team and the updating of availability of the best tools at the service of commercial activity.
Learn Sales Performance Management to Increase Sales
Business performance is the backbone of any business. It can make or break a business. To achieve good results, sales teams must be well structured, have a good sales strategy and be properly animated. In this article, we will define what business performance is, the factors that influence it, and how to improve it quickly.
What are the best B2B sales techniques?
BtoB sales are complex. Contrary to what some believe: it is a profession that can be learned. But then what is the best selling technique? There are several, each step of a sales process can be made easier by using the right methods. Here are the 9 essential sales techniques in B2B.
It is not the means that are lacking, often we are more blocked by the right way to use them than by the levers.
Structure your sales process
If I ask you what your sales process is and you say "it depends", chances are you don't actually have a sales process. It is common knowledge that the title of a web page can double its ability to convert, so imagine what a bad sales process can cause in terms of loss.
Master your generation of qualified leads
Without qualified leads, your salespeople have no raw materials. So of course, there are hunter salespeople, but from an accounting point of view, I much prefer that my salespeople use their time to convert opportunities on the margin, rather than spamming the whole world on linkedin.
Train your teams and retain them
We are not born “good salesman”, worse we can be good salesman in a company and bad in another. It is up to the commercial management to create favorable conditions for the performance of its team. This is essential both for the achievement of your objectives and for the retention of your talents.
Keep track of relevant performance indicators
It's much more complex than it seems. Indicators are essential, we only improve what we measure. On the other hand, be careful, the choice of an indicator will lead to efficiency biases. For example, choosing the turnover or the margin generated are two very different things. Bad indicators will lead to poor commercial efficiency.
You are deep in the weeds of your own marketing strategy and you don't know what you don't know. Give us a shot. let us help you solve your issues and get your marketing to the next level. You are one form away from getting the results you want.Contact us
Ok, that's all very well, but how do I improve our commercial performance? It's quite simple and it can be summed up in 3 steps
Don't let chance drive your sales pipeline any longer. Selling is a complex process and it must be handled with mastery and pragmatism. Structuring the sales process is a key step towards more commercial efficiency. For this there is a method, Q2C selling.
A profitable salesperson is a salesperson who will allow me to transform a prospect into a customer (and therefore into a margin). Depending on the product or service sold, not all lead generation levers are created equal. Ask yourself the right questions !
I am sorry to tell you that not the existence of a variable is not enough to motivate your teams. If you want a successful sales team, they need a coach, they need training and they need collaboration.
Vous vous posez encore des questions sur la stratégie d'acquisition client ?
It is essential to start by formalizing your sales process. He is the star of your commercial performance. It is thanks to it and its formalization that you will be able to quickly detect problems when managing an opportunity, it is also thanks to it that you will be able to progress and train your teams.
It depends. The answer will be different for each company, depending on your resources, your company culture, what you are selling a lever will be perfect or completely useless. In addition, do not make the mistake of believing that you have to bet everything on one, you do not bet everything on your website, everything on a single social network or everything on a single telemarketer.
When it comes to business development, you are the lead. There is so much to do that taking a step back is often very difficult. Moreover, it is illusory in such a digital world, to believe that we can do without marketing to be effective. Just as it is illusory, when we come from marketing to want to do without salespeople. Being well accompanied will allow you to go further, faster.
It's simple, choose us (I had to!). More seriously, I have a piece of advice: trust only those who apply what they are selling you. If they don't, it's either they don't really know how to do it or they don't really believe in what they're doing. And work with a company you like the way it does business. In our case it's easy, Nicolas Delignières, one of our co-founders, created the Q2C selling method which resulted in a book available in all good bookstores. Reading it gives a good idea of how we operate.
We frequently optimize the sales process of organizations of all sizes and budgets. There is so much depth to every single customer case that we can not make any generalization. The main thing to know is that it is paid off within a few months. That's how effective an optimized sales process can be compared to your current resuts. The best thing is to contact us, no taboo on this subject, we will give you direct details as soon as we have identified what you need. More seriously, I have a piece of advice: trust only those who apply what they are selling you. If they don't, it's either they don't really know how to do it or they don't really believe in what they're doing. And work with a company you like the way it does business. In our case it's easy, Nicolas Delignières, one of our co-founders, created the Q2C selling method which resulted in a book available in all good bookstores. Reading it gives a good idea of how we operate.
You are deep in the weeds of your own marketing strategy and you don't know what you don't know. Give us a shot. let us help you solve your issues and get your marketing to the next level. You are one form away from getting the results you want.
Do you have an ambitious marketing strategy? Want to boost your business efficiency? Or are you a little lost and trying to structure your growth strategy? You are in the right place.
We are constantly on the lookout for new ideas and new opportunities and carry out new tests every month for the benefit of our customers. Natural referencing strategy, No Code tool, Web stories we will always find an original idea to reach your goals faster and surpass your competitors.
A company can only develop by relying on solid and rigorous processes. No room for the approximate, you have to move quickly and do it in a structured way.
No excess of enthusiasm or naivety, the objective is to work on what has the maximum impact and which will allow you to achieve your objectives. We carefully select the acquisition levers that we deploy with you, we do not follow the latest trend of the moment but your balance sheet.
Vous avez une stratégie marketing ambitieuse ? Vous voulez booster votre efficacité commerciale ? Ou vous êtes un peu perdu et chercher à structurer votre stratégie de croissance ? Vous êtes au bon endroit.
Read these in-depth articles to improve your Sales Processes:
Sales Prospecting: How to Meet & Exceed Your Sales Goals
Sales prospecting is a challenge for B2B companies. Learn the 3 steps of an efficient sales prospecting process to grow your business in 2022.
Acquisition Strategist & Co-Founder
Compare all Sales Techniques to find out which one is best for you
What is the best selling technique? There are several, each step of a sales process can be made easier by using the right methods.
Acquisition Strategist & Co-Founder