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Common Questions and Answers
Rapid scalability in business is the biggest concern for startups. To ramp up your sales vertical for 10x growth, your business should first focus on having a defined sales process. In the majority of cases, companies tend to overlook this important aspect and even if they do, it’s not done well at all.
A defined sales process is the optimal method of how your prospective customers land on your website, resulting in a valid lead that eventually converts into sales. The prospects then become valuable and long term customers for the business. To be able to pull off a 10x growth, the business along with its team members need to be tremendously focussed.
Start the process by minutely scrutinizing each individual component of the sales process and aim towards re-building each one of them by 10x. Take a look at these smart tips that will help yank up the process.
Designing this document can be complicated. It is best to start on a note that is simple and keep adding layers of complexity to it. As you progress, you will discover information that will help to fill in the gaps and add clarifications where ever necessary. Additionally, using a cloud-based knowledge management platform allows easy access to the document for all relevant teams.
Generally, a buying process should include specific steps to help prospects convert into customers.
1. Recognize the current stage of the prospect in the sales funnel
2.Figuring out the essential aspects that need learning and accomplishing in this stage
3.Understand what is required in order to prepare the prospects for the upcoming stage and how to divert them towards that
By defining the sales process at this stage, it is important for the business to have a method of tracking and progressing the leads through sales funnel. A customer support knowledge base tool along with a CRM software comes in handy at this level. The sales team can plan their next series of actions based on how each lead moves through the sales process.
Any business with a sales target needs to have a system in place to track the movement of prospects, leads, and customers. It is also necessary to monitor how customers are interacting with the sales and marketing efforts. While a CRM is a recommended platform, Sales Enablement Software too can be implemented here.
An automated, yet user-friendly system works best for the sales team. The idea is to focus on keeping a track of upcoming opportunities and subsequent conversions, along with scheduled tasks, meetings, and communications such as phone calls and emails.
There are some fundamental stages in the customer lifecycle that has to be defined while setting up the customer tracking system. The next step involves designing the pipeline stages where your deals will be located after importing the data. The third stage consists of the contacts being imported either using their email ids or phone number database. It can even be on an excel sheet that the sales team may have used to track customer movements.
Following contact imports, the next stage is creating the deals and assigning them to the right customer contacts. Additionally, you may attach notes, documents that need to be a part of any particular customer in the system.
Make sure your system has a way to track these things:
The sales team has already outlined the buyer’s journey through the sales funnel. At this stage, the marketing team needs to jump in and ensure that collaterals such as web and landing pages, published collateral, email templates, and content offers, and deals, are readily aligned with each and every stage of the buyer journey. A business should keep developing new collaterals as long as they are targeting to acquire new customers.
Sample marketing collateral types include:
It is important to get every concerned team member to follow the same guidelines in order to attain 10x sales growth. For this, implementation of the system along with complementary collaterals needs to be done throughout the sales team. Accomplishing this stage requires some form of training and onboarding which the business can analyze and finalize on what really works best for the organization.
Issues are bound to crop up even after the sales process has been implemented. This is also the stage where your sales and marketing teams get together to evaluate, assess and take decisions to readjust their campaigns targeting customers. To achieve 10x growth, will take a significant amount of time. Once the broken links have been fixed and the gaps filled appropriately, attaining this goal is more streamlined and becomes a real probability.
Discuss with your Sales team to find pain points, answer questions and revise and adjust plans as required. This can be done after a couple of weeks.
Evaluate the campaign with the sales team and other concerned departments to take suggestions and inputs to maximize performance. This review can be conducted in a month’s time.
Ideally, following these tips should be able to fine-tune customer conversions in greater numbers. This can only be accomplished when both the sales and marketing team can collaborate between them and treat the goal of 10x sales growth as a joint venture.
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