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Monthly Archives: May 2017

Sources of Sales Leads

The customer who let your contract lapse or failed to include you in their selection process did so for any number of reasons. Yes, sometimes your company made an unforgivable mistake or did something equally fatal. Often, it’s subtler. Either way, if you give up on them, they’re likely to remain former customers forever.

If you take the initiative and reintroduce yourself, you might find out-

Your company was perceived to be unsuitable for a reason that is not currently valid. (Your prices weren’t competitive; now they are. You didn’t offer a one-stop-shop experience; now you do. The salesperson who used to cover that territory was abrasive; his/her replacement is well-liked.)

Or the decision-maker who blackballed you or was unshakably loyal to your competitor is no longer there.

Or the person who used to routinely include you in the company’s selection process has moved up or moved on, and the new person doesn’t know you to include you.

Possible outcomes: a renewed relationship, news that you truly aren’t a match anymore, or a frosty shoulder.

WHY YOU SHOULD REVISIT FAILED SALES

Similarly with failed sales, they may not have chosen you when a particular decision was made. That doesn’t mean they’d never consider you again, but it’s your responsibility to stay on their radar. If they are marketed to by a sufficient number of companies in your category, they might not include you the next time they open their selection process. By writing them off, you turn “no” into “never.”

WHO SHOULD REACH OUT?

Some companies are very good about asking departing customers for an exit interview and asking failed sales for a post-selection debriefing. Unfortunately, many of these companies assign this task to the salesperson or account manager the customer or prospect just rejected. That’s cruel! Think about it:

It’s very difficult for one adult to say directly to another, “This is how you disappointed me,” or “This is where you fell short.”

If a former customer or failed sale is willing to be candid, the average salesperson or account manager is likely to get defensive in response. In other words, they reward candor with an argument.

Instead, feedback from lost customers and failed sales is better solicited from the VP of Sales or Account Management (or Operations). What at first blush sounds like an unwise use of very valuable time turns out to be the best way to isolate root causes and reduce the number of future lost customers and failed sales.

Info of Reliable Solutions to Plan Inventories

A different set of environment is required for forecasting which includes inventory optimization, planning for supply, demand planning and lot more. There is a workflow which different companies follow. Some make their own rules and plans and some follow a different set of rules already planned. A lot of patience and energy is required to get the job done but it’s a different experience which these online companies are giving people now a days. With all these things there are a few more things that can be done. Such as leading time can be reduced, the expanding cost can be reduced, proper management for co/by products and even raw material levels and safety stacks need to be optimized.

When it comes to planning your ideas you need to synchronize eyes with your brain so that everything is crystal clear with a single blink. There are different expectations like demand factors, volatile supply, planning and thinking environment and lot more. Focus is the key to plan any idea you have in your brain on every key point and essential data. Many things have changed such as plan utilizations which are optimized, reduction of overtime and lot more. The supply chain planning and multiple locations can be achieved after synchronization.

Online companies give you a whole new experience of learning they tell you about the on-going strategies in the market and give you a fair chance to try it in the real market. Different companies have different resources and different planning strategies. A plan is set on different stages, reduction of inventories, enhancing responsiveness and many more only by strategizing with small and productive plans and ideas. Various ideas can be synchronized and can be worked on by taking different time frame. It is very important that the total plan only contains essential and very vital details to be worked on.

Design to work upon an idea:

• Plans should be made quickly and only the constraint-based ideas should get the focus.
• Reduction of lead time is very important.
• Open work orders, excess inventory and overtime should be reduced.
• The planning for equitable inventory should me made easier by simplifying the idea.

Tackle Common Sales Mistakes

1. Experience attributes: As most of the business people are highly experienced, they tend to overlook sales process, which is planning in advance. This mistake might prevent them from calculating the ways to optimize it, how much success they would initially and later on. Without any advance planning, they will not be able to realize the importance of the clients. They are going to meet, what their common interests are and what areas of businesses they are focusing to build a better rapport to have a better business network.

2. Tunnel vision: Often, business people who are well versed in effective sales techniques stay very focused on their business goals and forget about the other aspects related to it. It is important for them to keep looking to grab any positive opportunity that comes their way, in order to be highly successful. So, it is important for the business owners to discuss about the other options with the people they meet and within their business contact circles to land in a perfect opportunity, while it prevents before them. They must also be patient enough to analyze the good and bad side of a new opportunity and resist the temptation of rushing towards it.

3. Hasty business decisions: It is true that as the owner of a business, one must take decisions quickly to handle the challenges and other issues immediately. However, one among the best sales techniques tips is that business people will be able to emerge successful only if they take the right decisions at the right time. It is essential for them to weigh their decisions, its aftermath effects and how it would reflect their sales and marketing. Make sure that all issues are resolved in an expert fashion so that both the parties are happy about the outcomes of your decision. Do not give into the pressure caused by a crisis situation, as hasty decisions can lead to several damages to the business.

4. Selling too much: When a product or service does not sells well, then avoid the impulse to perform over selling and avoid promoting it a lot. Focus on initiating certain changes to the product to make it much appealing, provide better value for the money and offer it as a feature rich product. These changes would assure the business people that their products are sure to delight the customers and would give them a lot of reasons to buy it.

Customer Relationship Management Training

Customer relationship management training programs

Customer relationship management is about equipping yourself with the skills that help you reach out to your customers, offer them great service, and keep the costs in check.

Today’s evolved customer relationship management programs help you understand the psyche of your customers, and how should you reach out to them, and build relationships for continued, profitable interactions.

Where to look for these customer relationships management programs?

Get in touch with a professional customer service management training provider. Based on your training needs, the trainers are likely to offer you customized programs.

Usually, a professional training company will not only conduct a needs-diagnostic study to see what you or your people are good at, and where do you need to up your skills, but also measure the impact of their training programs once the program ends and the participants get back to their desks.

Identifying the best customers

CRM or Customer Relationship Management not only enables you to service your customers, but also help you identify your best customers to target your best marketing strategies on.

Who is your best customer?

Ideally, your best customers are the ones who come back to you often. They think high about your brand or product, and make their friends and family to try out your offerings.

With CRM, you can recognize your best customers and thank them for their patronage. For example, Mr. Dipin Dutta runs a spa, and is thinking about rewarding his frequent customers. So, what he does is look up to his ‘appointment booking tracker’, and immediately comes to know customers who are frequent to his spa for the last couple of months. He arranges a free spa session for these customers, and also offers them percentage-off coupons which they can use on their next visits. This is CRM in action.