9 Sales Tactics That Will Help You Exceed Your Quota

My Post (22).pngAt the start of your sales career, it’s easy to let ambition take the wheel. Discipline and skill are important, but you focus on doing whatever it takes to convert leads. You’re so eager to close the sale that you can exhaust yourself chasing a promising lead. Introductory training programs and shadowing sessions will give you insights into how experienced reps sell. Along with that education, however, you need to learn more strategy and sales tactics in order to consistently bring in new accounts.

For those who have already established their sales careers, they see how fast the market is changing. The needs and expectations from buyers change rapidly based on a number of factors, including their company’s health and the strength of the economy. Operating with the buyer in mind takes salespeople back to the basics of building relationships and creating win-win situations.

Below, we list nine of the best sales tactics to help you manage fruitful customer relationships and sell more effectively. For more advice for sales leaders on growing revenue, check out our guide: 5 Sales Strategies to Fuel Recovery and Revenue Growth.

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1. Follow through on your commitments

Stay true to your word. Whenever you outline next steps in the conversation, as well as discuss the deliverables you promise to provide, make sure to live up to that expectation.

In cases when you see that a deliverable may be delayed, proactively notify the customer with an email, a call, or a text message. That way they know you’re working on it and respect their time enough to let them know.

When you stay consistent in following through on your commitments and keeping lines of communication open, clients tend to trust you more because you’re a reliable partner.

2. Take advantage of customer referrals

The most opportune time to request a customer referral is after your client has generated a meaningful return on investment from their relationship with your company.

To determine this, periodically ping them to see how they’re enjoying the experience so far. Uncover the reasons why they love your product and identify any opportunities for improvement.

Once you gauge their overall satisfaction with the product or service, ask if they know of other businesses that would also benefit from your solutions. If needed, offer a referral bonus as an added incentive. When you’re patient about asking for referrals, you demonstrate to customers that you’re first invested in their success. Then you can seek out ways in which they can help you hit more of your sales goals.

3. Actively listen to what customers do and don’t say

Most salespeople listen to exactly what their customers say in order to identify expressed needs. This isn’t a sales tactic, but just a part of what’s required to do the job well.

Highly skilled reps, on the other hand, actively listen, but also work hard to read between the lines to uncover any latent needs. A good sales tactic is to ask questions throughout the conversation. Salespeople should relay their understanding of the situation in order to see if they’ve fully grasped the client’s challenges, or if they need further clarifying details.

This enables you to suss out more information so that you can find different ways your product or service can help fill gaps in their operations. When you have a complete picture of your customer’s expressed and latent needs, you can tailor your sales pitch. – Read more

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Secure the Funding Your Small Business Needs Now

My Post (10).pngAlthough 57% of customers believe small businesses can adapt to the extraordinary circumstances of the COVID-19 pandemic, it’s harder than ever for small businesses to maintain cash flow and make ends meet.

Here’s a look at fresh, creative, and reliable funding sources to help your company thrive in unstable times.

Does your small business need more funding?

Signs your business needs outside funding include:

  • You need help staying afloat due to shutdowns. Global changes to how we work and live may have forced your business to adapt, which can be costly in itself.
  • You need specific equipment, talent, or space to run or expand your business. Additional funding may be the boost your business needs to reach its next stage of growth, regardless of economic uncertainty.
  • You need a boost to get past break-even. Tools like the U.S. Small Business Administration’s (SBA) break-even analysis template can help small business owners determine their break-even point or the point at which revenues equal expenses.

How to start your funding search

Search close to home

Consider crowdsourcing or asking friends and family for loans, or visit your local bank to learn more about their small business options. Many cities and state governments can help — visit this state-by-state small business resources guide to find a program near you.

Update your business plan

Any business that wants to apply for grants needs to have a clear, concise idea about what they need, and why. Evaluating your current business plan, and where it could expand and evolve with more capital, will help you build a strong case for that funding.

After that, focus on the following steps:

  • Determine how much money you need how much money you need.
  • Compare multiple funding options to determine which best fits your business.
  • Update your business plan to reflect how you’ll apply the funding.
  • Apply to the grants you selected, and ask mentors to review your application.
  • Get clear about why you need funds and what you’ll create with the extra capital. This information is key for securing funding — and making the right decisions with it.

Federal grants, loans and loan forgiveness programs

The right business grant can help your company survive uncertain times, retain employees, or kick-start a new product. Small business grants can be found at sites like Grants.govChallenge.gov, and GrantWatch.

Search for grants through databases like those linked above, or by searching for terms like “small business grants” or “grants for [your type of business]” via your preferred search engine. Many public libraries also maintain subscriptions to grant databases like GuideStar or provide free training on how to seek grant funding.

SBA funds

Small businesses directly impacted by COVID-19 and the economic downturn may be eligible for certain funds through the Coronavirus Aid, Relief, and Economic Security (CARES) act. This law, enacted by the U.S. Small Business Administration (SBA), dedicates $376 billion to aid workers and businesses affected by the pandemic.

The following funding programs are still accepting applications:

  • Economic Injury Disaster Loans (EIDL): Businesses experiencing financial difficulty from coronavirus can receive up to $10,000 through this loan advance program. This advance doesn’t have to be repaid.
  • SBA Express Bridge Loans: Any business with a relationship to an SBA express lender can use the SBA Express Bridge Loans to receive up to $25,000 promptly.
  • SBA Debt Relief: This program helps shoulder the burden of financial debt by paying principal, interest, and associated fees on outstanding loans.

The Small Business Administration also manages a network of several lending institutions that can provide business owners with quick access to money in difficult times. Through the Lender Match program, the SBA can connect business owners with lenders within 48 hours of application. – Read more

 

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How to Accelerate Your Sales Process with High Velocity Sales

 

Sales reps can see all the information they need with High Velocity Sales. The app includes the work queue, which prioritizes the next steps reps need to take with prospects. Plus, with Lightning Dialer, email templates, and call scripts, reps can communicate confidently with prospects in a fraction of the time it took before.

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