Becoming more effective at what you do is a beautiful thing to strive for, but how do you actually achieve that goal? Allow us to put you on the right track.
As the founder, owner or salesperson of a startup, chances are you have these two things on your mind right now: closing more deals, and closing deals faster. And while becoming more effective at what you do may be a beautiful thing to strive for, how do you actually achieve that goal? Allow us to put you on the right track.
3 Tips to improve your sales process right from the start
1. Collect the right data
The first step in your sales process: identifying leads and collecting their data. Save your prospects’ contact information, the value and origin of the deal, what product or service they are looking for and any other information you find interesting - such as all prior communication or email opens - preferably in one database that can be consulted and completed by multiple co-workers, or even automatically.
There’s two kinds of data you can collect:
Explicit data that your prospect knowingly provides, such as:
- Telephone number
- Email address
And implicit data, that your prospect is unaware he is passing on. Examples:
- Search word used on Google
- The webpage he was on
- The time
Storing all this information will ultimately have an impact on how successful your communication, your offer and your follow-up will be, especially once your organization starts reeling in more and more customers.
2. Measure your actions
If you’re not measuring which, how and why leads are converted into sales, you are basically just spraying and praying. But filling your sales funnel with leads doesn’t automatically mean that more sales will naturally be the end result.
How can you know when leads have passed one stage in your funnel and are ready to be moved to another? How many deals were lost in the process of moving from lead to customer? Is there a particular phase in the pipeline where you’re losing lots of leads? You could even analyse which company size your ideal buyer persona is, or which pain point your converted customers have in common.
Last but not least, keep the timing of your sales process in check. Set deadlines for every one of your deals so you have a timeframe in which to act. And don’t be afraid to give up on a deal that’s going nowhere.
3. Invest in the right tools
Having all information at your disposal is one thing, but what you actually need is a tool that is actionable. Being able to assign, delegate and execute actions efficiently will be the key to your success.
And to this end, a good CRM tool can help. How? By bringing all your customer information and sales data together in one easy-to-use interface. By helping you collaborate with team members. By helping you delegate. By helping you focus on what matters.
Besides, what could possibly be more efficient than using one tool to manage it all? Instead of having a spreadsheet with customer data, and your statistics elsewhere, CRM helps you centralize. Say goodbye to those inefficient spreadsheets - the process of converting your leads to customers will be more systematic, automated and smoother than ever.
Customer relationships are the lifeblood of any organization, big or small
We’re not the first to claim that customer relationships are the essence of any organization, regardless of its size. Most people working in startups never stop networking, but without a CRM tool, managing that growing list of connections can quickly become problematic. And of course, you’d prefer coordinating your activities before contacting leads and giving sales pitches - nobody wants to receive the same phone call from the same company twice.
From a customer’s perspective, this illustrates disorganization and lack of coordination, as if the right hand doesn’t know what the left hand is doing. And from a startup’s perspective, being able to effectively manage connections could mean all the difference between reeling in a big investor, closing a large sale, or missing out on what could have been a life-changing opportunity for your organization.
How does Teamleader fit into the picture?
Instead of spending time finding and collecting all your contact info, Teamleader allows you to focus on what really matters: actually managing your relationship with your customer. But Teamleader offers more than just collecting and storing data. By combining CRM, project management, invoicing and sales in one tool, we provide you with everything you need to streamline your processes from the beginning.
Discover Teamleader FOR FREE through the Startup Program!