The past few months have been filled with ups and downs for salespeople. Although some businesses are seeing sales numbers return “back to normal”, that is not the case for all companies. Sales numbers are usually a good indicator of success, but now that your salespeople most likely aren’t making as many sales, what should you expect from them? Perhaps you’ve furloughed some employees and have brought them back with your stimulus check (even though your usual workload has not returned). So, if they can’t perform their main role of selling, what expectations should you have for your salespeople? Here are some aspects to consider:
Latest Updates, Trends and Topics
The Paycheck Protection Program Loan was Extended – What This Means for Small Businesses
Within the last two months, we’ve heard a lot about the Paycheck Protection Program (PPP) loan, which was passed and signed into law at the end of April. The loan has helped countless small businesses stay afloat during these trying times by providing them with the funds to stay in business, promise job security and bring back their employees. But, despite all of these benefits, the loan has also come with a number of stipulations regarding how it can be used and when it needs to be used by. On Friday, June 5, the Paycheck Protection Program Flexibility Act, an extension for the usage of the loan, was passed by Congress.
Let’s take a look at how small businesses were affected by this tight deadline, prior to the extension, why the loan was extended, and what this means for small businesses moving forward.
Innovate New Jersey – MarketReach
MarketReach has recently been featured in InnovationsoftheWorld.com’s Innovate New Jersey published book! Here is our story below:
Telemarketing Done Properly Is Among The Only Marketing Methods To Incite Two-way Communication.
MarketReach tackles the important but time-consuming task of acquiring those coveted in-person or phone sales appointments to help grow their client’s business, faster! Additional integrated marketing techniques help support the entire sales pipeline by offering clients a leg-up to get in their prospect’s door through multi-channel marketing activities.
It’s a new decade and yes, Cold Calling still works
The prospecting side of sales is a restless and evolving component of the total sales process. It could not possibly sit around and remain the same. Change in sales processes were inevitable, whether we liked it or not.
Modern-day buyers no longer have to rely solely on the information given from a salesperson since research is at their fingertips. Information on a company’s reputation or client reviews are just a click away. However, the transaction of the sale, particularly in B2B, is still often made between the vendor and buyer.
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…)
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…)
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…)
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…)
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…)
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…)
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…)