Author Archives: jodyseivert

Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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# 11 High-performing sales teams invest in sales enablement strategies and technology

Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.

Salespeople  upgrade
I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales results! Or salespeople who populate CRM’s with data and nothing happens with it…either they don’t take the actions that they schedule or their sales manager doesn’t look at the activity and results and coach from it. At the very least, use Outlook for upcoming actions and appointments if the company doesn’t use a CRM. Don’t let your success be at the mercy of the technology that your company provides.

Sales Managers                                                                                                                   Seriously?
There is no excuse, including cost, that keeps sales managers from having a structure for managing sales opportunities and actions. SalesForce, HubSpot are 2 affordable solutions and are easy for salespeople and sales managers to use. And if they are too expensive and cash is really tight, use Outlook for scheduling and Excel for client databases…but use SOMETHING that forwards sales follow up actions and manages accountability.

 

oxo,

Jody

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Part 10 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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10. Mobile sales make up 30% of all US eCommerce

Making website material mobile-friendly and having trained salespeople ready for web sales is crucial to your bottom line. If you’re not keeping up with the mobile and tablet movement, you will be left behind.

On-line Shopping and Network. Vector Illustration.

Salespeople

Consider getting a second line on your phone so that your customers can call you, or become facile with your tablet so that you can use it for sketching, web searching your competition, scheduling appointments, etc. If you aren’t living in the technology that is current today, the world will move beyond you and you won’t see it happening. Be up to date with the technology that your customers and prospects are using so that they see you as a ‘resource’ and not just a salesperson.

Sales Managers

I listen to owners and managers who don’t want their salespeople to have their phones with them on the showroom floor…seriously??? Their phone is a computer, a camera, a calendar and can access mobile data. YOU need to live in this techno world and make it HOW you and your team do business. Check out what your competition is doing with their website and how hand-held technology is impacting the customer experience – GET to that level THIS year and go beyond it next year.

oxo,

Jody

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Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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9.  Salespeople are 9x more likely to convert web leads if they respond within 5 minutes

Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.

Salespeople
This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are effective. If you can, get a phone online-saleappointment to discuss the prospects desires and project…otherwise, it’s just filling a data request.

 

Sales Managers

If you don’t have a dedicated salesperson to manage this, you need to assign or hire one. AND they need to be trained in this kind of engagement…otherwise they become service responders and not salespeople. Be prepared to engage them with the marketing department as this is a different sales process and communication than a retail opportunity and needs to be managed as one.

Now go sell something!

oxo,

Jody

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