The central goal of all salespeople is to close more deals and acquire more profitable business. To that end, it is essential to manage your sales opportunities in the best way to achieve the desired result.
Tracking your sales efforts is a necessary step in the overall process. What are some sales tracking techniques that represent best practices for small businesses? Here are seven essential tips for sales tracking:
Small businesses usually don’t have nearly as much bureaucracy as giant companies, and this is often a good thing. However, it also means that you and your employees can end up overwhelmed by trying to keep track of things that would normally be spread across several divisions. This leads to lost sales and missed opportunities as important contacts get lost in the shuffle.
Fortunately, there are ways to take control of the information that needs to flow into and throughout your business. Here are some sales tracking best practices for small businesses that will help you find out where leads are coming from and keep track of them throughout the sales cycle.
As we’ve covered extensively on this blog in the past, lead nurturing is crucial in any digital marketing efforts. Once you get your prospects into your database as leads, you need to nudge them slowly toward the sale in an effective, non-pushy way to maximize your chances of turning them into customers.
Most inbound marketers separate this funneling process into three steps: Top of the Funnel (TOFU), Middle of the Funnel (MOFU), and Bottom of the Funnel (BOFU). Today, we will consider how you should communicate when your leads are new in your database and have not yet heard much from you. Keep reading to learn 4 lead nurturing TOFU best practices, and how CRM software can help accomplish them.
Prospecting is a dirty word for a lot of small business owners. It’s intimidating. It’s hard work. And the deck is stacked against you: it takes an average of 18 dials to talk to one possible buyer, and more than 99 percent of cold call clients won’t call you back. That’s the bad news.
But the good news is that you have options for making prospecting easier. If you can manage to get an introduction before your call, B2B buyers are five times more likely to engage. And if you reach out to a prospect before anyone else does, you have a 56 percent higher chance of making the sale.
We all know that prospecting is largely a numbers game, and the 3:1 rule can give you a good indication of your prospecting success: 3 calls to 1 good prospect, 3 good prospects for every qualified opportunity and 3 qualified opportunities for every sale. Here are your best practice options for making the most of that ratio.
Your contacts are organized, now how do you market to them? This is a very good question, and there is an even better answer, invest in CRM software that has a fully integrated Email Marketing module. CRM stands for customer relationship management. While this software excels at tracking and archiving all customer and contact interactions, so that you are provided with a comprehensive overview of your relationship and history with each customer, it also does so much more. CRM can help you drive sales and increase the potency of your email marketing campaigns. Let’s see how.
When working with a large territory, especially ones that have many smaller customers, tracking your opportunities can be tricky. Balancing the time spent on following-up on opportunities with the time spent acquiring new business is difficult for even the most experienced sales professional.