Raybec Sales Effectiveness Blog

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Stay in Control of the Sales Process with These 3 Tips

Posted by Robert Beckerman

Giving your sales reps the tools to stay in control of the sales process can make a big difference in improving their sales effectiveness. When they have the tools and strategies to guide them, your sales reps will gain the confidence necessary for sales success.

It's not uncommon for sales reps to let the buyers take control. After all, the buyers are the ones making the decision. However, in today’s competitive environment with less and less access to customers and prospects it is more important than ever to effectively control the sales process.

The following three tips can help your sales reps to stay in control of the sales process:

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Topics: Sales Effectiveness, Building Trust, Customer Development & Retention, Sales Process & Performance

Understand Customer Value – Make or Break Sales Success

Posted by Robert Beckerman

We know closing the deal shouldn't end the relationship between the sales person and the customer. After all, these are the customers we can continue to nurture for further value. But what keeps them responsive to us and to our offerings? Delivering value! Engagement can't end when the deal is signed. Keeping customers engaged and providing ongoing value is essential for ongoing success. This holds true in b2b and b2c. In these days of waning customer loyalty, customer value helps keep your customers coming back for more.

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Topics: Building Trust, Customer Development & Retention

10 Ways to Make or Break Client Relationships

Posted by Robert Beckerman

When you're focused on the bottom line, it's easy to forget the importance of client relationships. Relationships can seem burdensome and time-consuming. On the other hand, you may find that client relationships can make your work less stressful and more satisfying as your clients become people you work with and not just business contacts you work for.

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Topics: Customer Development & Retention, Sales Process & Performance

6 Tips to Build Better Client Relationships

Posted by Robert Beckerman

Sales managers understand that a sale is so much more than just having a convincing pitch during a meeting and closing the deal. While strong skills to capture the order are certainly important, they only scratch the surface of what it takes to build long-term client relationships.

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Topics: Sales Techniques, Building Trust, Customer Development & Retention

5 Ways of Delivering Customer Value

Posted by Robert Beckerman

Customers perceive value differently during the sales process. Your new business efforts must provide value just as your products and services do after sale. If a sales associate is attempting to engage their leads without providing appropriate value, their communication will sound like a sales pitch and will be rejected.

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Topics: Customer Development & Retention

How Lead Nurturing Increases Customer Value

Posted by Robert Beckerman

Proper lead nurturing can make the difference between hitting and missing your sales targets. Lead nurturing is one of the most powerful processes you can provide to your sales team. Done correctly, lead nurturing provides your team with a steady stream of qualified prospects. Done incorrectly or, worse yet, not done at all, and lead nurturing can derail your entire sales process. Here are three reasons why lead nurturing increases customer value and improves your sales productivity.

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Topics: Sales Productivity, Lead Nurturing & Conversion, Customer Development & Retention

3 Lessons Learned About Customer Insight Selling

Posted by Robert Beckerman

If your sales team is still relying on solution selling to move products, you’ve probably noticed some problems with making targets. While solutions selling was the go-to method for many years, it simply isn’t as effective any more. Customers are doing their own groundwork, and researching solutions long before they start sending out RFPs. They no longer feel like they need advice and guidance, just a great price on their chosen solution. This turns your sales team into little more than estimators. If you continue to rely only on solution selling, you’ll be entering into a constant bidding war with other vendors around the world. If you are striving to be a valuable asset to your clients, then you should learn these three lessons about the Insight Sales Process™.

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Topics: Insight Sales Process, Customer Development & Retention

How Important is the Customer to You?

Posted by Robert Beckerman

Customer relationships are, and should be, a top concern of your sales team. If your clients and prospects don’t feel that your business values them, they’ll simply move on to another company. However, there must be a separation between relationship building and always agreeing with what’s important to the customer. Focusing only on reinforcing the customer’s perspectives can keep your sales team from providing real value to clients and prospects. The definition of a customer relationship is in a state of flux, as is the role of the salesperson. By focusing on outdated notions, your sales team could be missing opportunities to provide clients with exceptional value—the kind of value that leads to return business. If your sales team is missing targets, you may need to re-examine what customer importance means to your team.

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Topics: Sales Effectiveness, Customer Development & Retention

Is the Customer Always Right?

Posted by Robert Beckerman

For far too long, salespeople have been operating under the belief that the customer is always right—even when they’re wrong. It wasn’t considered “good business” to argue with a customer, or to point out their mistakes. While it’s not a good idea to insult a customer, differentiating your team may be enhanced by your willingness to point out a customer’s mistakes or oversights. If your sales team is having trouble meeting goals and hitting targets, it could be partially due to an outdated view of their role regarding the customer. If they’re still acting only as problem solvers, then you’re the one with the problem. The role of the salesperson has greatly expanding and those who don’t keep up will be left behind.

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Topics: Sales Training, Insight Sales Process, Customer Development & Retention

The 3 Best Ways to Build Trust in Sales

Posted by Robert Beckerman

The state of the economy has made buyers more reluctant and risk-averse, and this can be a huge obstacle to your sales reps' success. Risk-averse buyers are more skeptical and less willing to put their company's problems in the hands of an outsider. What's needed in this situation is an increase in trust, and fortunately, there are ways for your sales reps to build trust with potential customers, leading to more sales and greater success.

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Topics: Sales Rep Performance, Customer Development & Retention