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How to Engage
the Sales Team
Around Business Developm
ent
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What’s a highly
engaged sales team?
An engaged sales team is actively working with the manager or owner to improve individual and team performance.
The conversation is always about surer ways to win more business.
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What gets a Sales Team to
Engage?
You need to give salespeople proven tools and ways to develop new business.
Salespeople want surer ways to win more deals.
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Everyone in sales,
knows how to sell …
…if they can get to the buyer!
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The First Prospect
Conversation
Ask any salesperson, what’s the toughest conversation to have in sales, and they’ll tell the first one!
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Outbound Prospecti
ng
Prospecting remains the most important activity for success in (B2B) sales.
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Prospecting is no longer as simple as Cold Calling
Today, a salesperson needs a Prospecting Plan.
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Equip the Team to Prospect
Build a Prospecting Plan.
Find and Organise Prospect data.
Handle Outbound Conversations.
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Get your Sales Team involved
in your Prospecting
Plan
We find that salespeople will work as a team to devise and execute a prospecting plan.
So long they know, they are doing things that work.
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Sales Conversati
ons
One of the most effective tools for a B2B salesperson, is having a set of sales messages, that they know works.
This is not the same as knowing your product.
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Engage the Team
Devise sales messages with the sales team.
Otherwise, sales conversations will end up sounding unnatural.
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In a highly effective
sales team …
Everyone is saying the same thing – in their own words.
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Selling Skills are
over-rated
Salespeople don’t take well to being taught sales skills.
They engage with people they respect, sharing what works.
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Pulling it all together is
the manager’s
biggest task
How do you create a sales team, that is on-message, saying and doing the right things, maximizing selling time, and making the numbers reliably?
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You need to pull it all together
You need a common language that describes what the sales job is.
And nothing beats visualizing the workload! 16
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And when you visualise the
workload, you can have a
useful conversation
about progress
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The one thing
effective managers do
in sales
They have a quick, focused, relevant, useful and supportive conversation with each sales person, about sales progress that drives results.
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The one tool effective
managers have
A one-page view of progress using the company’s common language.
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Technology can really help you
engage the team
Salespeople will respond when you give them better tools. And easy, useful sales tools are now available.
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Our Board SystemTM has been used by 10,000
companies
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We have a Proven Path for Engaging
Your Sales Team
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Contact Michael McGowanwww.visuforce.comp: IRL & EMEA: +353 1 9081298 | U.K. +44 207 1830165 | U.S.A +1 914 265 1260 | Mobile: +353-87-9449521e: [email protected]
