Raybec Sales Effectiveness Blog

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5 Steps to Delivering Customer Value

Posted by Robert Beckerman

The best way to provide excellent customer value is to hire excellent sales people. What should you look for in good sales people? Is there a tried-and-true method of searching them out? Whether you’re building your team from scratch or training your current team, use the following five strategies to increase customer value.

1. Encourage Responsibility

Imagine a team of sales people in which members all take responsibility for their tasks, customers, preparations, schedules, and mistakes. They all look for solutions to their own problems, chip in when they see holes in the team's efforts, and do their homework before meeting with customers. Such a team could provide excellent customer value and propel your company to new heights.

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Topics: Sales Effectiveness, Customer Development & Retention

Insight Selling and Why it Works

Posted by Robert Beckerman

If your sales reps are just not getting the results you need, it's time to use a new approach. Traditional sales processes often fall short today because B2B purchasers have changed. They don't count on sales people to engage in effective discovery for them and then come up with intricate solutions. Many companies handle these tasks themselves, and if you don't understand how your sales reps fit in to the new B2B environment, your reps may come across as annoying.

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Topics: B2B Buyers, Insight Sales Process, Customer Development & Retention

3 Ways to Build Trust with a Customer

Posted by Robert Beckerman

Relationships based on trust are longer lasting and more fruitful than other relationships, and this is as true in sales as it is in other aspects of life. When you can train your sales reps to build trust with a customer, you unleash great potential for growth and influence in your company.

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Topics: Customer Development & Retention, Sales Process & Performance

3 Reasons Why You Are Confusing Your Client

Posted by Robert Beckerman

A good sales rep would never intentionally confuse a client, but clients are confused all too often when sales reps send mixed signals. Sales reps may try to sell products or services that the customer doesn't need. They may try to step into the buying process long after the customer needed guidance. They may simply offer valuable advice without giving any practical solutions.

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Topics: Customer Development & Retention, Sales Process & Performance

How to Handle Customer Complaints in 5 Easy Steps

Posted by Robert Beckerman

Customer complaints are inevitable; it's what you do with the complaints that really make a difference. Your reputation as a company can be greatly affected by how you handle customer complaints. When you handle a complaint well, you can earn yourself a long-term loyal customer. On the other hand, if you handle it poorly, you could lose not only the complaining customer but also many more if the customer spreads the word about your sub-par customer service.

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Topics: Great Customer Service, Customer Complaints, Customer Development & Retention

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: Networking, Customer Development & Retention, Sales Process & Performance

3 Ways to Boost Sales Effectiveness

Posted by Robert Beckerman

If you're company is not reaching its goals, it may be time to actively search for ways to increase sales effectiveness. It's easier said than done, but with the following three tips, you can make measurable progress toward reaching your goals.

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

3 Ways to Making Lead Nurturing Easy

Posted by Robert Beckerman

The relationship between sales people and their prospects has never been more important for creating new business, which means that lead nurturing to strengthen relationships with prospective clients should be front and center for sales people looking to increase sales. As better ways of automating this nurturing are becoming available, more sales people are realizing that nurturing leads does not need to be as time consuming as it once was. This may leave sales people who are not adopting workable nurturing processes at a competitive disadvantage. Following are three ways to make lead nurturing easier and more effective without detracting needed time from other important sales tasks.

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Topics: Sales Effectiveness, Lead Nurturing & Conversion, Pipeline Management, Customer Development & Retention

How to Turn Leads into Long-Term Clients

Posted by Robert Beckerman

When working leads, for many the focus is on turning those leads into new business. Yet there is a more powerful way to view those leads that can result in more and larger sales, and that is looking at all new leads as potential new long-term clients. Long-term clients can become a stable revenue source for sales people and their organizations and lead to stronger sales numbers through continuing sales and by becoming an important source of new leads through referrals. Turning leads into long-term clients therefore merits the additional effort spent in the early sales stages to realize optimal returns after client conversion.

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

5 Tips to Building Your Client Relationships

Posted by Robert Beckerman

No matter what type of business you're in, building client relationships is a critical component of success. Even the best offerings of goods or services can only take you so far without a strong client base to support them. So how do companies transition new customers to engaged and loyal clients?

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Topics: Building Trust, Lead Nurturing & Conversion, Customer Development & Retention