Breakroom Service Providers: Sales Tips to Finish 2021 Strong

Even though there didn’t appear to be much of a “summer”, the calendar kept moving. Not long ago we were writing about the importance of Qualifying Prospects During COVID-19 and What to Expect From Salespeople During this Time, and now fall has already arrived. Whether vacations were canceled, rescheduled or modified, working people hopefully took some time off to refresh and sales has become top of mind again. Let’s turn up the momentum as decision makers return from their “summer” vacations, eager to start the last quarter strong.  

Track your efforts and re-strategize. 

Identify the prospects you contacted these last few months, and ask yourself the following questions: During the shift to “work from home” that occurred with certain industries, did you make stronger attempts to go after blue-collar businesses that were more likely still on–site? Did you make ‘touch base’ calls by phone when businesses were adapting to the pandemic? Did you utilize any direct mail campaigns or email newsletters and monitor engagement? Did you attend any virtual networking events or conferences? Did you enter new contact information into your CRM or prospect Excel spreadsheet?    (more…)

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What B2B Sales Activity Will Look Like in 2022 and Beyond

What B2B Sales Activity Will Look Like in 2022 and Beyond

The last few years haven’t been easy for those working in the B2B sales industry due to many barriers, including working from home, the difficulty of meeting in person, and the obvious non-sales related priorities that have taken over the psyche of buyers.  At the beginning of the year, like any year, we were all optimistic about what 2021 would bring, but now we must figure out how to pick up the pieces that the pandemic has left behind.    (more…)

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What to Expect from Salespeople at This Time

What to Expect from Salespeople in the Vending Industry

As it has been for all, it’s been an especially tough few months in the breakroom service industry. Although some companies are seeing sales numbers return “back to normal”, that is not typical. The uncertainty of employees returning back to the office has challenged the industry and the services it provides. 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:   (more…)

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What to Expect from Salespeople at This Time

What to Expect from Salespeople at This Time

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:   

(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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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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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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Multi-Channel Marketing Builds Credibility

—Reprinted with permission from Professional Insurance Agent Management Services Inc.—

Multi-channel marketing, or integrated marketing, is the practice of networking with potential customers using a combination of indirect and direct communication channels—including traditional forms of attraction (e.g., outbound phone calls, direct mail, networking events, published articles or public speaking), and digital (e.g., website marketing, email newsletters, social media and more). (more…)

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Prospect Qualification for Breakroom Suppliers

Prospect Qualification for Breakroom Suppliers

One of the most important topics you can cover with your sales reps: the effect that a successful qualification call can have on the sales process. The impact is inimitable. Proper qualification saves the sales team time, so that labor that can be properly allocated to pursuable opportunities. This process prevents pipelines from getting filled with an abundance of unqualified, or more so underqualified, prospects that drain your sales rep’s time and energy. Imagine dialing in multiple times over to the same prospect that is estimated to have 120 employees, only to reach them and find out they actually have 22 on-site! Or making 6 calls over 3 months to Suzie, who turns out to be a “coordinator” – hardly a decision-maker.

Although certain criteria requirements vary from Operator to Operator, the importance of an effective qualification call remains constant.

(more…)
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Rekindling Prospect Connections

Rekindling Prospect Connections

How many networking events, trade shows, seminars, and conferences did you attend this past year? How many business cards did you collect? If you spoke with people at an event, gathered business cards, or connected for a brief moment on LinkedIn- you are now on your way to cultivating warm leads! The trick is to turn that connection into a sale. Writing down notes on business cards after meeting someone will warm up the introduction to the call or email when you reach out somewhere down the line. Distinct dialogue from that initial conversation will help them remember the time and build rapport. Attending various events are all great ways to meet people and gather leads, but without follow-up, how will you get closer to the sale? Those prospects will rarely come knockin’ on our door. Actively go after your target market through a conversation that uncovers whether there is a reason to pursue towards a sale. Here are a few tips to help you pick up the phone and start building and managing that relationship!

ORGANIZE YOUR LIST.

The day after an event, take time to organize and capture the new names you have collected on your prospect list. Add the names, contact information, where you met, and any pertinent information about them to a spreadsheet, if you don’t have a more sophisticated database management system. Highlight the “hottest” leads in red and call them first, or, insert a call priority field to notate the opportunity as A, B, or C. This activity will offer more clarity on how much time should be spent on any given lead. Then, use the sort feature so you can differentiate your leads based on call priority. (more…)

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