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What is the Sales Process?

Reinvent Yourself GearsWith 294,000,000 websites talking about the sales process, it's easy for any small business owner to want to know, "What is the sales process, exactly."

The  sales process is not selling alone. It is a combined  strategy that outlines the steps a business follows to keep the sales pipeline full and the business consistently profitable. 

The sales process is the pre-planned strategy you follow to:

  • Attract leads into the sales pipeline (marketing) 
  • Convert leads into revenue (the system of selling)
  • Continue to provide value to existing clients for backend sales (CRM or client relationship management)
  • Profitably utilize internet marketing, social media marketing and content marketing strategies

Without a plan in place that addresses these four vital areas you are following the wing and a prayer sales process

And  if you aren't measuring where your results are coming from, you are flying blind in a fog of assumptions that are often wrong.

What is the cost of not following a sales process plan?

Over 90% of small businesses are not following a sales process plan at all. 

The cost of not planning, measuring and consistently executing a sales process strategy ranges, on average, from $1,000.00 to $4,000.00 for every $10,000 earned (10% to 40%).

That means that a small business that generates $100,000 in annual revenue is losing $10,000.00 to $40,000.00 of new revenue every year because they are not following a well developed sales process plan.

Is sales growth is your goal in Q2-2012?

If you are committed to seeing sales increases now and want a "strategic" plan to accomplish sales growth, then your business could be a great fit for our sales process development test program.

All of the details of the test program are at: http://www.billgluth.com/sales-process-test.htm


Trust Makes Sales

Trust and Skeptic-Crp-Scott McLeodRecently, I needed a new, replacement keyboard for my Dell laptop. I searched online and found a few companies that sold them.

Then I checked Amazon and lo and behold, they had vendors who sold Dell keyboards as well. 

Who made the sale?

The company who was on Amazon.

Why?

Because I have purchased from Amazon in the past and found that the people who sell through Amazon deliver as promised.

Trust is a key to making sales work. But you have to establish that trust with each interaction.

For the first time buyer, deliver social proof that you do what you say so buyers feel comfortable making that first purchase from you.

That's something the other laptop keyboard websites did not do very well, while Amazon vendors excel at it. 

Image Courtesy: Scott McLeod


Wing and a Prayer Sales Process

Wing and a prayer- bixentroWhen it comes to your sales process, marketing and business development do you tend to "wing it"?

The good  new is that  if you do, it means you probably tend to be more creative. 

I'm with you. But here's something I've learned many years ago about "winging" your sales process.

It costs significant  revenue because your results are unpredictable. If you're looking to grow revenues or ramp up a new business, a plan, testing and excution (creatively done, of course) are needed.

To be more creative AND profitable with your sales and marketing:

  • Find a strategy that resonates with you.
  • Create a sales process plan that's based on tested results. 
  • Follow the plan daily.
  • If you modify the plan, retest to see if the results improve.
  • Implement improvement, discard things that don't work as well. 
  • Continue for as long as you own your business. 

Yes, running your own business is hard work. It takes diligence, patience, perseverance and tenacity.

Success comes to those who break out of their comfort zone consistently, embrace new ideas, manage change and implement proven systems daily.

But if it were easy, everyone would be able to do it, right?

Image Courtesy: Bixentro