DON’T RUSH IT

No one likes being on the phone all day- speaking to one prospect after another about the same product or service can be exhausting. But when you speak to your prospect, don’t rush the call and rattle off a marketing speech that sounds rehearsed and jaded. Since you are not physically present, accentuate your speech, putting emphasis on what is important and using a tone which is assertive and professional. Take the time to ask your prospect enough questions, and be sure to listen and ask intelligent follow-up questions. Add enough pauses between your sentences so the prospect can understand what you have to say. Make your phone call stand out from the uninspired ones. Remember- you are on the phone, not face-to-face: so there is no body language, persuasive smile or powerful handshake you can rely on. Heighten your listening skills, enhance your tone and put thought into what you have to say.

PRACTICE MAKES PERFECT

This may seem silly, but it does help practice your call and run a few mock scenarios before you make the actual call, especially if it is a big prospect. This not only ups your confidence, but it also helps you focus on the important points of the conversation. Make a note of the key points you would like to cover and practice introducing those points in the conversation. You can also practice how to handle possible objections or questions they may have about your product. The more you practice, the less you will have to worry about how to respond when the call is in progress.

TRACK YOUR PROGRESS

An important aspect of telephone prospecting that should not be ignored is keeping track of your conversations. While email correspondence is already in your inbox and can be backed up as well, with telephone conversations it is up to you to remember what has been discussed, what needs to be done before the next call and whether any significant decisions have been made. If you do not keep track of the outcomes of each conversation, you will not be able to take the deal further the next time you make a call.

Keeping track becomes a cinch with Jesubi. Our simple one-click call screens allow you to log calls quickly and easily and can save sales representatives upto 90 minutes per day in logging activity. Save the details of each conversation; including the time, date, person spoken to as well as a short summary of the outcome- which means that the next time you pick up the phone to call, you know what needs to be done. Jesubi helps you easily track proposals, conversations and outcomes, so you can recreate the steps that lead to success.

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KNOW YOUR ‘NEXT STEP’

By the time you finish your sales call, you should have a tangible, practical ‘next step’ in place. Are you going to follow up in person? Are you going to send a proposal? Are you going to call back with more details and information, or are you going to bring your VP on-board to help cement the deal? After your initial interaction, figure out how you are going to take it forward and plan for it.

GIVE THEM SOMETHING TO CHEW ON

Give your prospect some additional information or useful material that can guide them towards a purchase decision. Then put the ball in their court – ask them to share thier views on the same, so that you can build on up from there. You are giving the customer something to ponder over, so that the process continues even though you are not directly speaking to them.

AUTOMATE

Some sales processes take a long time to come to fruition, especially if it involves a lot of decision makers and capital. Similarly, there may be some prospects who take a long time to respond or take a decision. In situations like these, putting your prospect on an automated campaign can help. Send them some interesting information or content which they find useful, or just an update on your activities, every month or quarter. This way, when it is time for them to make that purchase, you will be on their minds.

With Jesubi, you can keep your prospects engaged without missing out. Automated follow ups and customizable campaigns guide sales reps through exactly which touch points to utilize, which means that the guesswork of finding a suitable follow-up timeframe goes out the window. Jesubi’s programmatic selling approach ensures that no lead slips through the cracks and goes unnoticed.

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Most companies invest in a CRM (customer relationship management) system to help understand their sales process better. A common challenge most managers and sales reps face is learning how to use those CRM tools to their advantage. What should they be looking for? How should they measure success and productivity? Which stages should you monitor, and which stages are falling short of expectations? CRM tools should help you identify problem areas and troubleshoot inconsistencies. You should be able to tell, at a glance, whether targets are being met and if leads are falling through. But not all CRM tools are sophisticated enough to break down the metrics.

This is where Jeusbi comes in. Jesubi is a sales and lead management tool that helps you keep track of all the activity that is happening in the sales process and in your funnel. Jesubi allows you to easily track meetings, proposals and outcomes; and not just look at what is happening on the surface but dig deeper. Jeusbi’s easy call logging system allows sales representatives to record each and every conversation and interaction they have. They can specify the time, the nature of the call and the outcomes. Jesubi optimizes the human touch, focusing on getting you details about what is happening as sales reps interact with clients, so you know what tactics work and what don’t. Jesubi helps identify the metrics behind the sales call, which makes it easier to understand how well your pipeline is functioning.

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TRACK PROGRESS & MEASURE RESULTS

One of the biggest pitfalls of having several leads and prospects in your pipeline is the danger that some of them slip through the cracks because you have been negligent. With an interactive sales dashboard like Jesubi, sales reps and sales managers can view the progress of each sales rep at any given point in time, and do so at a glance. You can tell which prospects are close to closing, and who may need an extra push. Managers can track individual goals and targets versus results, as well as track how well a sales rep is performing. Plus, Jesubi offers automated campaigns which guide sales reps through which touch points to utilize.

CALCULATE COSTS & IDENTIFY BEST PRACTICES

Understanding the cost of customer acquisition can go a long way in streamlining costs and identifying best practices to win more sales. You need to know how much it is costing you, on an average, to close a sale. A sales dashboard can show you how much time was spent on a prospect, how many interactions took place and the nature of those interactions were (face to face, phone, video conferencing and so on.) When you compare that with the business generated, you can see how profitable that customer actually is- and whether you need to change your tactics. If you see that a particular campaign, methodology or sales rep is closing quicker and closing more, you can replicate those practices across the board to generate more sales.

Jesubi offers users a sales dashboard that is informative, interactive and easy to understand. View the total activities report to understand where your reps stand in relation to their prospects, and dig deeper using our refinement tool, so that you can view metrics by rep, prospect or time frame. With the appointment management report, you can uncover how many calls it takes to close.

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MAKE A PERSONAL CONNECTION

Mass mails do not have the same effect as a personalized message. You may be writing to a number of leads who fall into the same category, and have similar needs: but in addition to your email, incorporate one personalized strategy to reach out to them- from a phone call to snail mail or a personal visit or video conferencing. Your leads will also appreciate the fact that you have gone out of your way to connect with them on an individual level.

TAP INTO DIGITAL CHANNELS

Social media is a great way to scout around for prospects who may be genuinely interested in your product or are ready to buy. Post useful content and information on your social networking sites, engage with readers and respond to their queries and concerns. Since they are coming to you directly, you have a chance to educate them about your business one-on-one.

INBOUND MARKETING

Inbound marketing is the current favorite in the marketer’s toolbox. Instead of spreading your message and advertising the benefits of your products through traditional campaigns, inbound marketing relies on the creation and publication of content related to your business which is then published online. When intelligent, relevant content with the right keywords is created, people searching for your product or service eventually find their way to your website, may leave a comment, browse around or even sign up for a newsletter subscription- which means you can create a relationship. The leads that fall into your lap via inbound marketing are genuinely interested in your product or service.

ALWAYS KEEP TRACK

Once you land a qualified prospect, it is in your hands to keep them engaged, informed and to keep the conversation flowing. Neglecting prospects and their needs will lead to some of them slipping through the cracks and taking their business elsewhere. Prospect management becomes simpler with a tool like Jesubi. Jesubi has an easy to use one-click call screen, which allows you to record important calls, conversations and interactions. Then you can pick up where you left off and see where you stand in the pipeline. Jesubi’s sale force automation software can cater to companies large and small. Plus, Jeusbi has the added advantage of being able to integrate with several popular software suites for best in class lead generation and prospecting solutions.

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FOLLOW THE NEWS

Sometimes, you follow up with a prospect and receive a lukewarm response, even though they were very interested in the beginning. This may not be because of budgetary constraints or a sudden change of heart- your prospect may be genuinely busy or the company may be going through some major changes. This could be anything from the launch of a new product or business to a merger or acquisition. It always helps to keep track of your prospects activities. Read the news, check their website for corporate updates- there may even be a chance for you to win more business.

TRY SNAIL MAIL

Try sending across a holiday greeting, a print newsletter or the latest report from your firm. Since people are using snail mail less now, the chances of junk finding it’s way into snail mail boxes has reduced. Plus, there is no fear of your mail getting relegated to the spam folder! Send across something useful. This way, you can give your prospect a little heads-up so they know that you are thinking of them and their business.

AUTOMATE

A great way to keep the conversation and the relationship going is to use automated campaigns and follow-ups. This way, even if you are busy chasing negotiating with existing customers or  uncovering new leads, the prospects in your pipeline will not be neglected. Jesubi is a sales automation software that helps you eliminate the guesswork behind suitable follow-up timeframes. Automated follow-ups and customizable campaigns guide sales reps through exactly which touch points to utilize. No lead slips through the cracks with Jesubi’s practical approach.

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VALUE OF THE PIPELINE

You have set your targets and forecasts- but how are you faring right now? Your dashboard should give you an idea as to how much value exists in your pipeline on any given day. How many leads have been touched; how many have converted; as well as any sales activities that are overdue or coming up.

INEFFICIENCIES AND BEST PRACTICES

If something is going wrong in your pipeline, you should be able to gauge it early on. Your dashboard should allow you to quickly check the success rate of a campaign, an individual sales rep or a method of functioning. When you can easily identify what is working and what isn’t, you can rectify what is wrong and replicate the steps that lead you to success and more conversions.

SPECIFIC METRICS

Once your business is up and running, you should set some specific metrics which help you measure efficiency, productivity and success. Your dashboard should display how your sales reps and your business are faring based on these factors. If your dashboard shows your important metrics, key performance indicators and conversions and fluctuations, without giving you details about the causes for the same, then your dashboard is not giving you enough.

When you use Jesubi, you get all this and more. Our software allows you to easily track everything related to the sales process- meetings, proposals, phone calls and outcomes. You can narrow down your search and look into success rate by rep, campaign, time of day and day of the week. You can see, at a glance where critical calls, referrals, appointments and meetings take place. You can pinpoint exactly where your sales representatives are facing trouble and where they are accelerating. Save time and sell more with automated follow-ups and useful reports.

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IDENTIFY THE RIGHT LEADS

First and foremost, you need to fill your funnel with quality, relevant leads. You may receive leads from marketing, via referrals from existing clients or through inbound marketing. Have a close look at those leads and determine whether they are a right fit for your business and your product or service. Some leads may just not be your target customer. Others may be a great fit, but not looking to buy right now. Sift your leads so that you can deal with them effectively and actively pursue those who have a good chance of converting.

STREAMLINE THE PROCESS

TIMELY RESPONSE

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