Qualifying sales prospects more important post COVID-19; how to prepare

Published on June 8, 2020 in Vending Times

 

As locations start to reopen for business following the COVID-19 quarantines, now’s a good time to strategize your sales calls.  

Companies that do their homework about their prospective customers before calling them usually have better results, but in an environment where businesses are in a reopening mode, customer research is especially important. 

Businesses that employ people need refreshment services, but they might have other priorities at the present time. In addition, they might not know how many employees they will be rehiring. How can you best “break the ice”? 

It’s all about the “warm” call over the “cold call”: research your prospects. Research will allow you to have a better understanding of the company you’re calling on, which will lead to a successful conversation with your prospect.  (more…)

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Advice for Employees: How to Identify Your Skills and Strengths During This Pandemic

Your company, like many others, is trying its best to navigate through this pandemic. Maybe you have seen a dramatic decrease in your workload or, due to this decrease, have been let go for the time being. If you have been let go, however, the Paycheck Protection Program may have facilitated your call back to work. But, just because you are back on payroll, does not mean your company’s usual workload will be restored. Your company may now have the time and resources to work on projects that a typical workload would not allow for. Also, once the loan runs out, what skills can you offer your employer as business continues to pivot?   

So, now is the time to think about what you can bring to the table. What skills do you have that are related to your position, or skills related to one that you would like to grow into? Now is your chance to showcase what sets you apart. If you have trouble identifying your strengths, consider the following tips:    (more…)

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How To Adjust Your Outbound Sales Approach During This Time

How To Adjust Your Outbound Sales Approach During This Time

Life as we know it has been completely altered as a result of the current scenario and, because of this, our professional life has changed quite a bit too. If you’re in Sales, your outbound prospecting approach will need to be adjusted. Authentic rapport-building was always a paramount skill in sales, but it is now even more important. In that introduction, give your prospects peace of mind, embracing a positive outlook that life will return to normal and that you will be able to provide your services as usual once again, when they are ready. As you have likely already given some thought to your sales approach during this time, consider the tone and content of your message.    (more…)

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Promote good mental health article

How To Promote Good Mental Health Practices Within Your Company During This Time

The coronavirus pandemic has turned all of our lives upside down and it is taking a toll on more than just physical health. According to The Washington Post, nearly half of the people in the United States feel the coronavirus is harming their mental health. A study conducted by the Kaiser Family Foundation, found that 45 percent of adults say the pandemic has affected their mental health, while 19 percent say it has had a “major impact” on their mental health.   (more…)

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Strategy and Innovation Opportunities to Come from The Paycheck Protection Program

Strategy and Innovation Opportunities to Come from The Paycheck Protection Program

The havoc created by the coronavirus has turned “business as usual” to anything but usual. Millions of workers have been laid off and many small businesses are struggling to stay afloat. In recent weeks, however, the Paycheck Protection Program (PPP), which is part of the stimulus package passed by Congress, has offered a glimmer of hope for small businesses during this trying time. The Payment Protection Program, according to the U.S. Small Business Administration (SBA), is a “loan that helps businesses keep their workforce employed during the Coronavirus pandemic.” Obviously, during these rather trying times for us personally, this is good news for those of us trying to keep our small business alive. If you have seen a decrease in your clientele or find yourself short on work, the PPP can provide many employees in your company with opportunities to work on things that you’ve “never had time for”, which ended up being shelved in deference to higher-priority items. Before we look at the strategic and innovative opportunities the PPP can provide, let’s take a deeper dive into what the PPP is.    (more…)

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4 Challenges & Solutions to Managing Remote Salespeople

1. Identify what’s working and what needs improvement.

Hold weekly conference calls. Create an open discussion among your sales reps where they can provide thoughtful feedback from their WFH and outreach experiences.  Discuss and explore potential strategies to fix what isn’t enhancing your team’s activity sales performance.  

2. Encourage salespeople to combat the lack of face-to-face communication. 

Skype, Teams, Zoom, GoToMeeting, still allow us to connect through video and phone. Encourage your team to use the technology at hand to build rapport with these tools – it’s as close to “normal” as we can get right now, while face-to-face is not an option.   (more…)

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Insight on Cold Calling in the Vending Industry: Interviews from the front lines

Insight on Cold Calling in the Vending Industry: Interviews from the front lines

Written By: Elizabeth Clark, Sales & Admin intern 

MarketReach Inc. specializes in B2B appointment setting and lead generation, as well as list development services. We develop prospect records for the majority of our customers, which involves identifying decision makers and validating contact information in a specific region. The marketing department offers alternative services such as LinkedIn awareness campaigns, email newsletters, marketing collateral and more. During my internship, I was curious to learn more about the mechanics. I interviewed Campaign Managers Chris and Roy who oversee every phase of the process at MarketReach, and they have provided insight into 4 specific questions around coffee, vending and micro–market lead generation. They have collectively been at the company for 20 years and oversee the lead generation team in every step of the Introductory call journey.    (more…)

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8 Positive Things That Have Happened in the Midst of the Coronavirus Pandemic

During these trying times, finding the good in the world has become increasingly difficult. Despite all of the bad things this pandemic has brought to our lives, there are so many good things happening that have been overshadowed by news of the coronavirus. In an effort to spread some light where it seems there is none, here are eight developments that have happened to spread some well-needed positive thoughts and allow a few moments of escape. 

 

1.  Scientists discover the smallest dinosaur ever known, approximately the size of a hummingbird  
  
2. For the first time, a gene-editing technique, CRISPR, was used in an attempt to cure genetic blindness. Results will be known in a month  
   (more…)
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Can our Small Business Troubles Induce Feelings of Grief?

Reflection from our Owner, Amanda Puppo

I could not really put my finger on it. Why was I feeling a deep emotional loss when the rest of the world was experiencing confusion and loss right alongside me? And I thought, “how dare I” have feelings of depression due to the current state of things. I have not lost a loved one to this disease. Then I read this piece from Harvard Business Journal, “That Discomfort You’re Feeling is Grief”. It offered me the perspective I needed to write this article.

What I lost is my business. I mean, not really; in the depths of my logical brain, this is temporary. Though the weight of what is behind us and in front of us still seems insurmountable. I started this business when I had just turned 26, nearly 20 years ago. It was my first “baby” for sure.  

Anyone that has ever started a business from the ground up and has poured their heart and soul into it may be feeling the same way.

(more…)

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The Ultimate Guide to Understanding & Implementing SPIN Selling

SPIN Selling is based around four main areas that involve questions to funnel down information that is received from the target. This method was created by Neil Rackham in the 1970’s when he was determining what would set apart one salesperson from another. He coined the term SPIN Selling, which utilizes open-ended questions that help the target come to conclusions on their own, without having the seller being overbearing or assuming the current circumstance of the company.  The idea is to make the target feel comfortable to share information, which then allows the salesperson to ease into more in-depth questioning. SPIN questions are formulated to ensure that the prospect does most of the talking. At MarketReach, we refer to these as Needs Analysis Set-up, Needs Analysis, Features & Benefits against challenges the prospect is facing. Let’s explore the SPIN Selling method. (more…)

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