Everyone sells: make collaborative sales easy

How do your prospective customers contact you first?

  • At the board number, where a receptionist picks it up? Or, a dedicated sales number?
  • Do they send an email to a marketing mail box published on your website?
  • Do they ask the service technician or similar unrelated to sales personnel, for a sales assistance?
  • What about website “Contact us” forms? Visitors who left their visiting cards in your trade fair booth? Customers who came to attend a seminar?

The answer to the question really is, “Most if not all the above”.

In an ideal world, everyone in your company must sell- in the less than ideal world, in which we live, you need to make it easy for your sales-people to get leads and convert them.

Capture –> Assign –> Convert

It is a collaborative process. Sales needs help from other functions. Start by putting together a process of sales opportunity capturing by everyone. Saleswah CRM is a sales collaboration software; it helps precisely in this and tracking those leads down the funnel of every single individual sales person.

Prospects are not predictable. They may choose any of the above methods. How you deal with the incoming stream is going to determine how many turn from prospects to customers. Prospects do not just call you; they call your compeition as well. Who will get back faster; and with the right and most compelling response?

First things first, do you have a way to capture all the leads in all the touch points?

Is your receptionist able to log a sales lead directly into CRM? And, know that it will be instantly assigned to the right sales person and the sales person will receive the details on he mobile on SMS?

Think about it. Why wait till the competition salesman has already been to the prospect? Get Saleswah Basic now for everyone in your company who has anything to do with client interactions.

Running a telemarketing operation? Get Saleswah

Do you want to improve lead conversion?

Are you running a telemarketing operation? Are you evaluated by how many sales inquiries your team sends to the sales team? Take a look at how you can improve lead conversion and help increase the conversion of leads into orders.

Running a call centre to improve Lead Conversion?Out of every 100 “leads” your team gets, perhaps 5 will become paying customers. Your team is paid to identify perhaps 20 out of the 100 who the direct sales team will call. That is all the more reason why need to improve lead conversion process, backed by a robust lead management software.

Leads comes in throughout the day; your telemarketing team works through the list to shortlist the best few. While it is important to not miss out a great prospect, it is equally important to not send the frivolous enquiries for follow up to the sales team. That is what Telemarketing teams do. They improve lead conversion.

How Saleswah Basic will help improve lead conversion

0. Get your entire sales team, telemarketing executives on Saleswah Sales (at around Rs 1150/- per month per user, the cost is incidental).

1. Assign your direct sales team (s) to territories.

2. Assign your telemarketing team to groups/ teams of direct sales persons.

3. Implement a lead qualification process that your direct sales people will only chase prospects (leads) that have been vetted/ qualified by your telemarketing team.

4. Achieve sales quota, productive team, higher sales productivity and happy boss!

As a bonus, see instantly updated reports on how many sales leads are being converted to deals (to be followed up by direct sales people), how many to deals are being converted into orders and even, how many orders came from leads your telemarketing team passed on to the direct sales team.

 

Bridging the gap between Marketing and Sales

If you are relying on marketing to generate the buzz, the excitement and leads, Saleswah Basic puts the focus on bridging the gap between marketing and sales. Capturing leads and managing them through the sales cycle is what Saleswah does.

What is the cost of missing a lead?

Let’s do the math- a classified ad in TOI Delhi for property costs about Rs 5000/- and those in online portals costs anything between Rs 1200/- to Rs 2500/-. A property dealer in hot markets like the Delhi NCR, Pune, Bangalore etc would easily spend Rs 50,000/- a month advertising. And these are dealers that have 2-3 sales guys and perhaps do 1-4 “sales” transactions and “2-5” “lease” transactions. In order to do this level of work, he has to make sure he gets at least 400 “leads”- folks who call him up and inquire about the properties he has a mandate for and he has advertised.

The trouble about advertising is not that 90% of it is useless spending; we know that. The trouble is, we do not know which 90%!

How do you get the leads anyway?

Do your customers call you/ email you/ sms you? How many walk in through your front door? And, surely, no one, no one these days ever writes in? Do they leave their details on your website?

What is your process of capturing a lead?

Once you get an sms, or a phone call or a email or queries forwarded from the website/ newspaper where you may have placed a classified, the fastest you can note it down and send it to your sales team to follow up, the better your chances of closing business.

What in reality happens is that you note down the call details or the number sent on email and send it to the sales guy in your team. “Most of the time”. And, your sales guys will follow through and make the connect- “most of the time”. And you will remember the leads you passed on to them in the morning by the time evening comes and you can review the day with your team- “some of the time”.

Do you want to guess what happens to the leads that get missed out on? They go to competition “all the time”!

  • Do you know what proportion of your leads get addressed, which ones were followed up and which ones you closed?
  • Do you know where you got most of your enquiries from?
  • Do you know enquiries from which source are normally more productive?

Presenting Saleswah Basic:

Log and assign all leads, as they come: Saleswah Basic helps you quickly and efficiently log all incoming calls. Note down name, contact details – phone, mobile, email- as much or as little as is available or useful and click a button to send the details to your sales guy on sms. The incoming call logging can be done by anyone with an access to the system; your receptionist, your secretary, you, your marketing team member, the salesman himself..

Update lead status and track through stages, online: The fact that you have done this is remembered by the software; and when your team updates the status of the follow up, you get to see it too; online! The status of the lead, as it goes through stages can be seen by the The Sales cycle and funnel mapped to lead nurturingsalesman and his superiors.

Assign and schedule tasks/ activities: You can use Saleswah Basic for scheduling meetings, assigning work to your team – go pick up the cheque, schedule a site visit, draw up the agreement- whatever. And, track the status of the tasks as well.

Who is Saleswah Basic for?

Saleswah Basic works for sales teams, small and big – who depend on getting sales leads from new customers to make their target.

If your organization has an ongoing marketing programme for lead generation: you advertise in websites and newspapers, you participate in roadshows (in malls and in group housing societies etc), you participate in trade-fairs: then you should get Saleswah Basic for everyone of your sales team.

If you are selling credit cards, SIM cards, insurance policies, pest control services, dealing in properties, have a large number of repairmen out repairing white goods, trying to attract and enrol students to your institute of higher learning; Saleswah Basic will work for you.

Free to try, for a month!

CRM at Hanover Fair or at Pragati Maidan

Why participate in trade-fairs, if you have no follow up plan?

Have you ever participated in one of the large trade fairs? I mean, actually stand behind the counter? Man the booth?

What’s your takeaway from the fair? More awareness for your brand and/ or products? Hopefully. Some good partnerships signed up? Perhaps. A few large orders? Maybe. But, if you are in a competitive market and new customers are your lifeblood, then quickly having your visitors turned over to your sales people to follow up is important.

In a nutshell, that is what Saleswah Basic  does.

Think about it. Your prospect came to your booth, spent time looking at your exhibits and then,  either filled out a form or dropped his card in the fishbowl. If you wish to make an impact, sell to him when the visit is still fresh in his mind; not a week later, when the sales team gets handed out these “leads”.

How about following up the same day? How about calling his mobile as he is leaving the fair-ground, seeking an appointment to meet?

You sell automotive car seat covers? And you have tens/ hundreds of dealers? What if you could directly send the sales lead to the dealer best placed to serve him? What if, you did it right in front of the customer and told him, “the Monday after, when you go back to Cochin, please land up at this store where I have already made an appointment for you. And, someone will call you to confirm”. And, someone actually does?

Whether your customer is best served in Cochin or Cologne, Begusarai or Budapest, a delay in passing on the lead to your sales team is not going to help anyone.

Except perhaps the competition. Get Saleswah! Try for a month, absolutely free.

Never let go a sales for want of follow up

We all want leads, but it is important to track them through the sales process

Saleswah keeps the focus relentlessly on sales; the process including keeping track of the sales cycle and progress of the opportunity through it is important. As important as the activities that the sales team performs- send literature, meet and present, demo, collect cheque.

For small businesses, spending money getting noticed by customers and generating “enquiries/ leads”, it is important to ensure that

1. All enquiries immediately land up with the right sales person.

2. The sales person is able to log the stage and size of the opportunity, his chances of converting it into a purchase order and the customer influencers.

3. Furthermore, he should be able to log what the next action should be and schedule a task for himself in the calendar.

His boss knows it too!

Saleswah’s team management ensures that the salesperson’s manager always stays updated about

– the state of the sales funnel and the monthly forecast.

– the individual opportunities: their stage, status and chances and the actions- taken and pending.

How does Saleswah help convert your leads?

Saleswah is a hosted total sales lifecycle management tool. It allows you and your team to track a sales opportunity from start to finish, through all stages of qualification to close.

Who would use Saleswah?

Saleswah is useful for all businesses, big or small – with one salesman or one hundred- who want to track the sales leads that they receive and take appropriate action to close them. This can be property dealers, insurance agents, office equipment vendors, trade-show exhibitors, companies running seminars, those who primarily get their leads from vertical portals etc.

Want to know more? Call us.

What is a genuine sales lead?

What is a sales lead? What makes it more likely that a sales lead will eventually become an order? And, how do you identify them before your competitors do?
It is our view that simply following up on a contact list with no other information is useless.

Continue reading “What is a genuine sales lead?”