By putting someone in charge of removing "marketing speak" from content and including educational information alongside sales pitches, sales personnel can improve the quality of generated leads. Address customer concerns head-on, and earn your leads with high-quality efforts instead of quick fixes.
CRM tools can help sales departments track keywords from conversations and how leads interpret the challenges they face, allowing them to improve their performance, writes Hellen Oti. Furthermore, CRM systems can be used to uncover purchasing trends that can be capitalized on in the future.
Selling to today’s empowered buyers is demanding. Sales stars are able to clearly articulate what hell looks like without your product because they know that before they can close the value gap for your product, they first have to open it.
If you want people to support your idea, you must show how the idea can support their objectives, writes Dan Perry. You should incorporate an emotional appeal into your pitch and help other stakeholders manage risk, Perry writes. "Create a rigorous implementation plan. Ensure ongoing support and advice," he recommends.
Salesforce.com is enhancing its Service Cloud for mobile shopping and banking, permitting users to access customer service from within applications, Barb Darrow writes. "The goal is to bring the sort of in-app experience folks now get from advanced web applications -- co-browsing, in-application support, chat as well as easy access to knowledge bases and support forums -- to their device of choice," Darrow writes.