SAAS sales and Cold CALLING, Uncategorized

Is Cold Calling Dead? 4 Step method to make cold calling successful!

QDDD-Method

Qualification – Qualify your target before reaching out to them , see in linkedin or on their corporate website who the decider is the ,CEO or the department Head you need to speak to pitch on the phone. Otherwise your cold call is lost before it even started and you potentially pitch either the wrong person or to early in the sales process and the person that receives the pitch wont put you forward. Your aims is to pitch at the right moment to the right decider to bring your benefits forward. Dont sell in first place, instead inform what you could do for them, spark interest as example; ” We can help you to make your sales team more efficient so they spent less time on admin and more time on actively selling ( as example if your product is a crm tool that automates parts of the sales process) your pitch could be received well as the product could be of interest.

Decider: Pitch the decider the benefits not the tool your aim is not to sell, your aim is to book in an appointment for another call, online presentation to make him get to know you and the product. Now the cold lead becomes a warm, qualified lead.

Demo: your are prepared for the online presentation/ demo. Do not make it another boring product pitch, relate relate relate. Relate the benefits your products brings to their company and specific needs. At the end of this appointment you want to know the potential deal value with the client and next steps and timeline. How many sales people could increase their productivity through this tool? Collect Feedback to see what could hold them back to go forward? Lead the next steps on as example iam going to prepare an offer for you for xyz licence so we can see how much time i can already save your team to be more productive ( special discount, to get him started). Book in a realistic time slot for a follow up so he is expecting you to either make the sale happen for a smaller package ,if hes not ready yet or up sell him. Send him the offer together with the appointment with the next call in an email , so he pencils you in in his diary.

Decision: You already pretty much close the deal in the demo, your call now is either to have buy if he hasent done it during the time between demo and now or if you make him an offer , make him feel special, special discount works (even if its standard discount everyone gets) and try to sell him more licences.

Sales Process B2C Lead

Sales funnel and process to penetrate a B2C Lead in Online Brokerage

New Acquisition Sales Procedure:
Target Call rate:
● 100 Calls/Dials per day or 2,5 Hours time spent on the phone
Balance your efforts across Demo leads/Applicants/Accounts/Retention and you should be effectively using “My Tasks” within Sales Force to manage your pipeline.
1.1 How to work on leads?
● 1st Lead assignment to CR:
Within 1 Day of the lead creation date/lead assignment call client. KYC Questions, so we know if they are a Novice Trader or Experienced (notes in the Sales Force CRM System about call topicsmade or attempted call essential). Send email with contact details and further information.
● 2nd After 4-7 Days Follow up Call:
Sales Speech more aggressive to figure out what the clients need to be ready to open real
account, discuss Premium Products and increase of deposit
● 3rd After 10- 14 Days Follow up Call
Sales Speech
● 4th After 17-21 Days Follow Up call
Every Prospect in my experience 70% will open a Live Account after this Period

Sales Closed/Account Opened:
● 1st Welcome call after within 1 day, confirm client received login details and funding
instructions
●2nd follow up call 1 week after account is open if the client has not started to trade
1.12 Correspondence recording

All correspondence with a prospect or client must be logged within the Sales Force CRM as follows;

Demo Leads
Into call: First call to client within 1 day of lead assignment.
Demo1 call, Demo2 call… etc (3,4,5…): All follow up calls to convert client to an account
Accounts
Welcome call: 1st call to new account holder
Funding call: call to encourage client to fund their account
Follow up call: all relationship building calls

Every Call must be followed by an email and sent from SalesForce.com

1.2 Lead conversion; Your target conversion rate 35%, latest to convert a lead is 4-weeks. All leads that haven’t been converted within 1.5 Months beginning from the headofsalesde logocreation/assigned date by the Sales/CR will be distributed to the rest of the sales team.

looking to scale your startup sales

Looking to Scale your Business ? Main reasons why start ups fail to scale!

Either you struggle with your existing sales team to produce the needed results and success or starting up with your company. Your product is ready after a long development process and now is the right to setup the sales team, new business, partnership and retention.  But when is the right time to start to invest money in a permanent head of sales or just start of with 2-3 junior sales mentored by you founders to get the first sales.  First realization here is  have seen dozens of startups and smes try to get the founders team in leading a sales team, while being in charge of running the overall operations. Which is leading to failure and inefficiency. Do not try hire and setup a sales team without the right guidance, sales strategies and a streamlined process to make your sales agents as efficient and productive as possible. The only thing a sale agent should focus on is closing deals or leverage existing clients to built up the profitability per customer.  In addition this will bring creativity up in your sales team to find more ways to increase sales through potential key partnerships. Making a key-hire such as a Head of Sales or Chief Sales Officer can be a costly and time consuming process for a firm that needs to focus on productivity. I will help you to find the right sales strategy, processes, sales pitch and best way to scale your business and get your sales off the ground. A Head of Sales as a Service. When iam finished with your project you can decide if you still need to hire a head of sales or have a outperforming junior sales by than that is loyal and wants to make his way from a junior to a teamleader .

Good company in a journey makes the way seem shorter. — Izaak Walton

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