Amy Keuper, Initial Call's VP of Sales, recently appeared on a local radio show titled Changing People’s Lives. Host Roy Butler and Amy discussed a few important principles for sales people:
- Accept that your audience members are busy, overloaded, and distracted. Examine your habits and modify your tactics in order to break through the noise and keep the attention of your prospects.
- Avoid these common pitfalls:
a. Lacking a definition of your ideal customer. Map out who is a fit for you so you can focus your work on the right kinds of targets.
b. Missing key metrics about your sales cycle. Document your distinct sales stages as well as the length of time it takes to close new business.
c. Focusing on volume of sales activity alone. Make smart, meditated calls to your prospects rather than a multitude of hurried or careless activities.
- Adopt a CRM system to manage your sales efforts for increased visibility and effectiveness.
- Update your sales approach with the following tips:
a. Hone your value proposition. Make it about the problem you solve rather than about your business.
b. Shorten the length of your emails and voicemails—drastically!
c. Simplify your closing process and make it easier for your prospects to buy.
Click here to listen to the interview.
Posted on
Wed, January 18, 2012
by Catherine Brown