Last year, I held a seminar on ‘Mastering B2B Sales & Negotiation’ for one of the leading MNCs.
The attendees were mostly from senior management.
They were responsible for driving the company’s revenue.
I asked my audience, “What do you want FOR your business?”
They said, “We want more customers!”
“What do you want FROM your customers?”
The most common response was, “More sales & more profits!”
“And how do you get all these things?”
Most of us know what we want from our business; but we don’t always know how to do it.
What is the secret to increasing sales?
First step: prospecting right.
Get a solid system in place for lead generation.
Option 1: We focus on the output with no plan, or in some cases the BEST plan can be hiring sales reps with only “industry relationships”
Option 2: We focus on creating a robust system which treats revenue generation as a science.
We do this by consistently focusing on three important elements of a successful sales strategy which closely monitors:
1) Number of Leads
2) Percentage of conversions ( also known as strike rate of your sales)
3) Consistent improvement of average ticket size ( Deal size)
What is your secret to increasing sales?