To close sales you need your clients to take action. As the saying goes, “you can lead a horse to water, but you can’t make it drink,” so while you cannot make a client do anything, you can motivate them to take the leap from potential client to paying client.
To urge your leads to take the action you want them to take, your sales team must:
Continue reading “How to Motivate Your Client to Take Action”
Sales is the lifeblood of your healthcare company whether
you are targeting individual consumers (i.e. patients; B2C) or other
healthcare-related firms or care providers (B2B). Yet, maintaining (let alone
increasing) sales is becoming more challenging as competition increases and
regulations get tighter.
The solution may be to stop trying to increase sales on your
own. Instead, invest in outsourced sales.
Continue reading “How Outsourcing Sales Can Drive Your Healthcare Company’s Profitability”
have to have a sales team. But what kind of sales team will best serve your
company and fit in your budget? You’ve got two basic options—face-to-face or
phone sales. Sales Focus Inc. (SFI) puts them side by side to help you see the
difference and which may better fit your company’s needs.
F2F sales is what
it sounds like—a member of your sales team schedules live, in-person meetings
with decision-makers to close sales. F2F sales will likely entail your sales
team attending networking events to cultivate leads and relationships with
existing clients. For some businesses, there is no substitute for the human
At a glance:
Continue reading “Do You Need a F2F or Phone Sales Team?”
As a business owner, you want to do more than just sustain your business. You want to grow it. To expand your business and increase your profitability, you need to do more than just maintain your revenue stream. You need to increase your revenue stream and decrease the cost of sales so that more revenue translates to more profits. Sales Focus Inc. (SFI) helps you do that.
Continue reading “Win Without Pitching”
In order to continually improve sales performance, your company may need more than just more sales agents and sales leaders with sparkling resumes. You may need to add technical data-driven capabilities, and that requires Sales Operations.
Continue reading “Is It Time for Your Organization to Add Sales Operations?”
Everyone knows where good intentions get you. You don’t want your sales process to be one of those good intentions that stays captured in your employee handbook or sales manual. But how do you create a sales process that is actually put to use?
With more than three decades of experience in sales and a trademarked process, the professionals at Sales Focus Inc. have a few recommendations:
#1: Map Out Your Existing Sales Process
You do not want to risk wasting your time recreating the wheel, but you’ll never know if that’s what your sales process discussions will lead to if you do not first have a clear idea of what your current sales process is.
Map out what your sales process looks like and include some visual cues to show: Click to read more →
There’s no question that your business needs a sales team to be competitive. But, there is room to question whether or not that sales team needs to be yours—i.e., company employees.
Attracting, onboarding and retaining top sales talent is a costly undertaking. You could get the same results—improved sales performance—at a fraction of the cost by outsourcing your sales team to Sales Focus Inc. (SFI).
SFI implements our proven process-driven approach to identify, develop and execute customized sales outsourcing solutions—solutions that bestow these exclusive benefits:
#1: Hassle-Free, Customized Recruiting
When you choose sales outsourcing from SFI, you Click to read more →
The real value of what you offer is likely not in the products or services you provide or even the price. The real value is what you offer your customers and clients that your competitors don’t. Finding that value is essential to increasing your sales and growing your business.
Most of What You Offer Isn’t Your Value
It’s basic sales knowledge that you need to demonstrate your value to your prospective clients to make sales. It’s why you hear things like “features over benefits”. You need to show your prospective buyers that what you sell will meet their needs, ease their pain and provide the best value.
Unfortunately, most sales professionals go about demonstrating their value all wrong. They focus their attention on the areas where what they offer—the actual product or service or price—overlaps what their competitors’ offer. This is what we call the “parity area.” And this area of overlap—where you and your competitors are virtually indistinguishable—accounts for about 70% of your talking points.
To find your value, you need to find that 30%—the area where you stand alone, apart from your competition.
Your True Value
Finding your true value requires some creativity and out-of-the-box thinking. However, your value must be more than the product of imagination.
True value to your customers must be:
Novelty gives rise to value. So, part of your Click to read more →
“I can manage my sales team with my eyes closed and my hands tied behind my back,” said no sales manager ever. No matter how many years of experience you have, there’s always something you can do better. Those “somethings” are often leadership concepts, approaches and strategies you already know but just haven’t applied. If your sales team needs a boost in performance, these five tips might help you lead them to the next level.
Tip #1: Prioritize and Generate Enthusiasm about Training
If you’ve scanned our five tips, you’ve likely thought to yourself, “I already know this.” We’re not claiming to tell you something you don’t already know, but we are reminding you why these tips work so that you actually implement them. That’s the Click to read more →
Sales are the lifeblood of your business, but you need more than a sales team to ensure sustainability. To make the sales you need to thrive in your industry, you need to make sales cost-effectively, and the requires a strategy.
What Is a Selling Strategy?
By definition, a strategy is “a plan of action or policy designed to achieve a major or overall aim.” So, a selling strategy is an intentional, well-thought-out approach to how you are going to get more clients, sell more products and encourage repeat buying and up-sales so that your company can get an edge on the competition and grow.
Obviously, selling strategies must be tailored to each business and each business’ unique goals. They may include: Click to read more →