Sales Intelligence

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Corporate Sales 101: Boost Your Sales And Revenue

Corporate sales is often seen as the dark and scary side of marketing. It’s also the side of marketing that most people in creative roles would rather not think about. However, effective corporate sales is crucial to the success of any company, no matter its size or field of business.

From small independent businesses to large corporations, every company needs effective corporate sales strategies in place to succeed. Without these essential methods, a business risks stagnating and falling behind competitors who understand how to effectively sell their products at an enterprise level.

Read on to discover what is corporate sales and how to be an expert in it.

What is Corporate Sales?

Corporate sales is a specialized field of sales that focuses on selling to companies. Corporate sales professionals sell products and services directly to businesses, usually in bulk.

The term “corporate” can be used interchangeably with the terms “business-to-business” (B2B) or “enterprise,” both of which describe transactions between two businesses rather than between an individual consumer and a business.

How to be an expert in Corporate Sales?

Here are some techniques or tactics that you can implement to be an expert in corporate sales:

Know your product

Before you can sell, you have to know your product. Knowing your product inside and out is absolutely essential to being successful in sales.

You need to know the features, benefits, and selling points of the product or service that you’re selling; the competition (including their strengths and weaknesses); price; target audience; distribution channels for getting products into stores or onto websites; marketing strategy for launching new products or services.

It’s always best to have all of your knowledge at hand so that if someone asks a question about something specific (like pricing). Then they won’t catch on that they’re talking with someone who doesn’t really know what he’s talking about!

Build a strong database

One of the biggest mistakes that businesses make when they’re looking to grow their sales is not having a strong database.

It’s important to take the time to build a list of contacts, especially if you have a new business or aren’t sure who your customer base is just yet. One way to do this is by using social media sites like LinkedIn as well as newsletters and blogs.

Start cold calling

You can’t make a sale without a prospect. You can’t get a prospect without cold calling. If you’re new to sales, it can be a daunting task. But it’s also a very effective way to generate leads and grow your business.

Cold calling is the most effective way to build your sales pipeline and generate revenue. If you want to be an effective salesperson, you must be willing to make cold calls. It is all about getting through to decision makers and getting them interested in what you have to offer.

Schedule appointments

Waiting for the customer to call you isn’t the best way to close a sale. Instead, you should call them and schedule an appointment. Customer will be more likely to buy from you if they know that they will have time with you or your product/service before committing to anything.

An easy way to make this happen? Set aside 10 minutes on your calendar every day (or whatever “X” number of days) for appointments. If a customer calls in and wants an appointment, ask them when works best for them and set it up immediately – even if it’s just 30 minutes later in the week! Then hit send on your email confirming their appointment time as soon as possible so that neither one of you forgets about it later on down the road.

Probing

Probing is a crucial part of the sales process. You should be asking questions to get to know your customer, understand their needs, and understand their pain points.

Get to know the customer:

There are so many ways that you can learn about your customers that it can be daunting at first. If someone tells you how they’re using your product or service then ask them if there’s anything else that they’d like to do with it or any other features or changes that would make it more useful for them? If not, ask what else does this person do for work (if applicable) and how does this product fit into their workflow?

Keep your pitch ready

In sales, there is no such thing as “one size fits all.” You have to tailor your pitch to each client and situation.

As a corporate salesperson, you need to be able to pitch your products and services with ease. You need to know how to answer questions about your company and its products. And, most importantly, you must always be ready for any objections that may arise during the sales process.

Take regular follow-ups

Follow-up is the best thing to do with your prospects. If you have made an important point and have been able to leave a positive impression, then it’s time for follow-up. You should always keep in touch with them to know about their progress or any other queries that they may have.

Your customers are equally important, so don’t forget to keep following up with them as well. Try sending them newsletters or emails regularly so that they stay updated on all your products and services, thus making it easier for you to sell more of your product/service in the future.

Closing the sale

Closing the sale is the most important part of your sales process. A successful close can make your entire day.

It’s not just about getting a customer to say yes and hand over their money. It’s about building a relationship with them so they’ll want to come back again, tell their friends and colleagues about you, and refer business to you.

The best closers know how to position themselves as an asset to the buyer, rather than just another vendor. They get in front of the decision maker early on in the process, often before they have all their information. And they’re able to ask great questions that help them understand what is most important to buyers at this stage in their buying process.

After sales

After sales is all about increasing customer retention and loyalty by providing excellent customer service. It’s about going above and beyond for customers, making them feel valued and appreciated, helping them solve problems or issues with their products and services, and ensuring they’re happy with their experience with your brand.

Final Thoughts

So, there you have it: some of the most effective tips for generating sales with corporate customers. Remember that these tips are just a starting point; there’s no magic formula that will work every time.

You need to know your product inside and out, know what makes your audience tick so they buy into what you’re selling. Build relationships with people in your industry who will help spread word-of-mouth advertising, and keep track of all this information so that everything fits together nicely when making a pitch.

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How To Boost Corporate Sales

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Best B2B Marketing Campaigns To Empower Your Marketing Strategy

In business, out-of-the-box marketing strategies are what have made the difference between success and failure — those who get creative and those who don’t. Some of the most successful companies and brands in history have done so because they used “out-of-the-box” tactics to their advantage.

In this blog, you can find some of the best B2B marketing campaign examples. This will help you rethink your approach to B2B marketing campaign strategy.

Before we get into the campaign examples, let’s first take a look at what B2B marketing is.

What is B2B Marketing?

Business-to-business (B2B) marketing is a term used to describe the methods and strategies used by companies to market their products and services to other businesses.

It is even more concerned with reaching decision-makers and influencers within organizations who will be making purchase decisions on behalf of the company.

Moreover, the primary reason to focus on B2B marketing is that it’s the most efficient way to hit a large potential market with your product or service.

Important Elements Of B2B Marketing Campaign

When it comes to the B2B marketing campaigns that perform best, we’ve learned there are three elements that are important: messaging, positioning, and voice/tone.

Messaging

Messaging is all about how you let your potential customers know about your company. Your marketing materials, website, and sales/customer service reps are all part of this.

Remember, messaging should be consistent across channels. If your website says one thing about your prices and another thing during a sales call, it’s confusing for your potential customers.

Positioning

Positioning is about how you stand out from the competition – what makes you unique? What do you have to offer that others don’t? This can change as time goes on, or it can stay relatively static. But it’s important either way because it tells people what they can expect from working with you.

Voice/tone

Voice/tone is one of those elements of a successful campaign that’s often overlooked because it’s so subtle. But if you get creative about how you speak about your products and services. Then, you can set yourself apart from other companies in the market.

Successful B2B Marketing Campaigns

Successful B2B marketing campaigns can be powerful examples of the ways in which well-executed marketing tactics can drive strategic business goals.

Here are just a handful of inspiring B2B Marketing Campaigns that will empower your own marketing strategy:

Google: “Search Like a G Series”

Google kicked off its 20th Anniversary celebration with the ‘Search Like A G’ B2B marketing campaign. The goal of this campaign was to show entrepreneurs and business owners how Google can help them reach their target audience. This campaign was a humorous series in four parts featuring BBC’s popular comedy character Chabuddy G.

IBM: “Every Second Counts”

IBM’s “Every Second Counts” campaign used a mix of video and images, which directed users to their landing page. The usage of mixed media throughout the campaign helped the audience to have a highly engaging experience with the campaign. The company also used social media effectively to push the content forward.

GE: “Instawalk”

GE’s Instawalk event was a unique way to bring the company’s fans together and deepen relations with them. In this event, 6 Instagram influencers and 6 GE aviation fans were invited to its aviation facility in Peebles, OH where they took innovative photographs of different facilities and machines.

Moreover, to make it engaging, GE held a contest on Instagram to choose the aviation fans where users had to comment on GE’s InstaWalk post with one sentence on why they were the biggest GE aviation fans.

TE Connectivity: “The Science Behind Science Fiction”

If you’re in the B2B marketing industry, it’s more than likely that you’ve already heard of TE Connectivity’s The Science Behind Science Fiction campaign. In fact, this was one of the best B2B marketing campaigns of 2019.

TE Connectivity, a global industrial technology leader, leveraged the power of Hollywood to reach new audiences. This campaign helped to keep TE top-of-mind among the next generation of engineers working at start-ups and big names in the manufacturing industry.

Shopify: “Let’s Make You A Business Campaign”

Shopify’s “Let’s Make You A Business” campaign encouraged everyone to believe they can have their own business. And with the help of the company, they can also grow their business.

The campaign targeted potential investors in small businesses. And helped them see how Shopify services can make their product lines more effective and efficient.

Shopify provides resources such as e-commerce apps and templates, sales funnels, and product pages that are built to convert. Thus, it offers an easy way to create the right image for their brand, build trust with customers, and sell more of their products.

Oracle: “Digital Bank of the Future”

Oracle’s “Digital Bank of the Future” Campaign generated 350K new leads and estimated revenue of $28 million in the pipeline. Oracle teamed up with a B2B marketing agency MOI Global to bring greater awareness and influence among digital banking decision-makers through multi-channel platforms.

Both the companies produced in-depth research pieces on the disconnection between consumer expectations and banking practices. Moreover, the campaign was also shortlisted for the B2B Marketing Awards 2019.

Dropbox: #LifeInsideDropbox

The main goal of Dropbox’s LifeInside Dropbox Campaign was to attract talent by showcasing the company’s work culture. The company featured its employees and their diverse passions, interests, and experiences under the hashtag #LifeInsideDropbox.

In fact, to make its content stand out on feeds, the company’s posts tend to include striking visuals. As a result, the hashtag has motivated user-generated content.

Final Thoughts

To sum up, the fundamental purpose of any business is to make a profit. This is a concept that drives marketing in all businesses. Business-to-business marketing can be highly complex and involves planning, research, and knowledge of the target audience to engage them with the brands.

We have looked at some cutting-edge B2B marketing campaigns to get an idea of how to make an impact on your audience using digital media. These examples provide direction and inspiration for your next B2B marketing campaign.

Want to reach out to the decision-makers of the companies, but struggling to get their contact details?
Try our contact finder tool, Mr. E by EasyLeadz

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What Is Sales Prospecting? – Techniques & Expert Tips To Succeed

Imagine you’re standing in the middle of a desert and don’t know where to find water. You have to search and dig around until you find it. Now you’ve got a sense of what sales is like without any prospecting strategy.

Prospecting is one of the most important parts of any salesperson’s job. It’s what helps you build relationships with new customers. It can ultimately mean the difference between whether your revenue is up or down this quarter.

Moreover, the best prospecting techniques help you connect with the right people at the right time to generate more leads for your sales pipeline.

In this growing sales landscape, we’ll explain what is prospecting in sales and why it’s vital for business growth and success. We’ll also share expert tips for successful prospecting that help you reach more potential customers and close more deals.

What Is Prospecting?

When you’re in sales, it’s vital to find customers who need your product or service – people who will buy from you, not your competitors. This process of finding potential customers or buyers for your products or services is called “prospecting” or “sales prospecting”.

Sales Prospecting can be done in many ways and through different channels, including:

  • Cold calling/emailing out of the blue to companies you don’t know at all.
  • Direct mail campaigns to businesses based on data or other public sources.
  • Online Advertising (including Google AdWords) to specific audiences that fit your business model or product offering.

Prospecting in marketing includes activities like social media marketing, pay-per-click ads, content marketing, or newsletter.

Who is a prospect?

A prospect is a potential customer that has been identified by your sales team as a person or company with the ability to buy goods or services from your organization. A prospect becomes qualified when they meet certain criteria outlined in your company’s ideal customer profile.

For example, if you provide database services to B2B companies, your prospect is the top management or decision-makers in those companies who can make the purchasing decision.

Difference Between Sales Prospect & Marketing Prospect

A marketing prospect is someone who has demonstrated some measure of interest in your product or service, but they are not ready to buy at this point in time. They may need more information, or they may need to see how you deliver on your promises before making a purchase decision.

On the other hand, sales prospects are ready to buy now. They have already done the research and know how they will use your products or services. They just need to talk with you about specifics and negotiate pricing.

Before moving further, we would like to tell you that there is a bit difference between the lead and prospect. A lead is an individual who admires your product. But, a prospect is someone who can afford the product.

For example, a school student interested in your product. He appreciates your product on your every social media handle but cannot buy it for the next few years. This is a lead.

On the other side, the father of that student who also likes your product and earns a decent income to purchase it for his son will be a prospect for you if he has already talked to your sales team.

Sales Prospecting

Sales prospecting is the process of identifying potential prospects and reaching out to them to determine their level of interest in your product or service. It is done by your inside sales team and/or your field sales team, depending on the type of business you have.

Sales Prospecting Process

The process of sales prospecting includes the following phases:

(1) Research

The first step in sales prospecting is research — knowing where the best prospects can be found and how much they’re worth to your company. This information will help you decide which prospects are worth pursuing and how much time and money to invest in each one. This will also let you know the quality of the prospect.

You can evaluate the prospect by using preset qualifying dimensions and keeping track of them through a CRM.

(2) Outreach

Once you know where your best prospects are, it’s time to reach out and connect with them in person or over email/phone/social media/etc. Start by inviting them to an upcoming event (if relevant), then follow up with more information about why this event would be valuable for them.

You will come across the gatekeeper at this stage who guards the way to a decision-maker.

(3) Discovery Call

Once you’ve reached a gatekeeper and identified prospects who seem interested in what you offer, schedule a time for an in-person discovery call. Ask them the right questions during the discovery call so that you can learn more about their needs and goals.

(4) Educate and Evaluate

After a discovery call, evaluate the needs of the prospect. It is really important to evaluate as this will tell you how much the prospect needs the product. You will come to know about the pain points of your prospects and their objections while making a purchasing decision.

(5) Close

As you got all the information you need about your prospects, turn them into paying customers by pitching them the value you are offering. This will result in one of two outcomes: Closed-won or Closed-lost.

Why is sales prospecting important?

Sales prospecting is the key to success in sales. It helps to generate leads, build a relationship with your prospects, learn about their needs and wants, and build a healthy pipeline.

In fact, it is a step in the sales process where sales representatives contact potential clients to initiate the buying process. Essentially, it takes place when there’s no solid lead for a sales representative to follow up on.

The goal of prospecting is to build a relationship with prospective clients and open communication in order to have those clients refer prospects who can progress through the sales cycle.

How To Prospect For Sales?

Here are some tactics that will help you succeed at sales prospecting:

(1) Research your prospect and their business

You have to research your prospect and their business before reaching out to them. Research helps you understand their needs and how they might benefit from your product or service. This makes it easier for you to build rapport with them and turn them into a customer.

(2) Prioritize your prospects based on the possibility of purchasing your product

When you are developing your pipeline, it is important to prioritize your prospects based on the probability that they will purchase from you. You can use a lead scoring method that assigns points based on various criteria. This allows you to focus more time on developing relationships with those who may become customers sooner than others who may not be ready.

(3) Make a personalized pitch for each prospect

Don’t send out one generic letter or email blast to everyone on your list. Instead, customize each message so it feels personal and relevant to each individual person on your list. It will pay off in terms of response rates and conversions down the line.

(4) Review your prospecting process to see what you can improve you can improve

Do not forget to evaluate which activities generated prospects during the prospecting and which wasted time. Maybe there’s something unnecessary in your process that takes up too much time or doesn’t yield enough qualified leads. So, always ensure that you’re spending time on activities that will bring in results, and review your prospecting process regularly.

Sales Prospecting Techniques

Now, let’s explore some techniques from the sales desk for qualifying prospects and winning more sales.

Do your research properly

Research all aspects of your market and industry, including the demographics of your target audience, the best channels for reaching them, their pain points, and how those can be solved by using your product or service. You should also have a good understanding of their buying process and their decision-making process.

Set an Ideal Customer Profile (ICP)

Once you have the required information, use it to create an ICP that includes all the information about who would be most likely to buy from you and why they would want to do so. Your ideal customer profile is your vision of the ideal prospect for your business. It helps you stay focused on the right people in order to find more customers who fit this description and are interested in buying from you now or in the future.

Understand the Company’s Internal Structure

Understand the internal structure of the company that you want to sell your products or services. This will help you determine who are the right people to talk to in order to get the business. You need to find out who are their decision-makers, who are influencers, and who has authority over budget allocation.

For example, if you’re selling software as a service (SaaS), then you want to find out whether prospects are IT managers or information technology directors. This will help determine what level of budget they have and whether they care about cost versus performance and features.

Set your goals before reaching out

You should set clear goals with respect to sales before reaching out. You should know what exactly you want from these meetings? Do you want them as customers or just leads? What is it that makes them qualified enough for you? All such factors should be taken into consideration before reaching out to anyone for any kind of meeting or discussion.

Identify prospects’ pain points

A prospect has a problem that can be solved by your product or service. If you understand their pain point, then you can sell them why they need to buy your product or service to solve it. Use the following techniques to uncover their pain points:

  • Ask open-ended questions like “What do you want?” This will help you understand what they want from your product or service and whether it will actually solve their problems.
  • Ask questions about their business goals such as “What do you want to accomplish with this product/service?” This will help you understand how your product or service will help them achieve their goals.

For example, if you are selling cloud-based accounting software, you need to find out what kind of problems your prospect has with his/her current accounting system. You can also ask about their previous experience with accounting software and what were their major concerns.

Use sale triggers

A sale trigger is something that causes a prospect to make a purchase decision, such as a purchase offer or other incentive (like an exclusive discount). Use the kind of triggers to increase your conversion rate by using them at key points in your sales process. The higher number of triggers you use during the sales process, the greater chance of closing the deal.

For example, if you are selling a cloud-based accounting software and want to sell it to small businesses, a possible sales trigger can be:

If your prospect is struggling with cash flow management, show him how the new accounting software will help him monitor cash flow in real-time (and thus reduce stress).

Create a Personal Brand

Your personal brand is what your business is all about. It’s how you want to be seen by the world and how you want to be remembered. So, make sure it’s something that inspires people to buy and get involved with your business.

This can be accomplished by taking control of your brand story and telling it consistently across all channels (social media, website, email marketing) so people know exactly who you are and what value you provide before they ever even meet you in person.

Keep assessing your results

Sales reps are always looking for ways to improve their skills so that they can achieve better results. And in order to do this, they need to assess their current performance level and set goals for improvement.

Expert Tips For Targeted Prospecting

Here are some tips from the sales experts for the targeted prospecting.

Start Small

It’s important to start small and build your pipeline from there. You don’t want to overwhelm yourself by trying to reach out to hundreds of prospects at once. Start with a manageable number and work your way up from there. If you’re just starting out, try targeting 10-20 companies that are similar in size to your current customers.

Understand when to stop following prospects

If someone has not responded after two weeks (or whatever time frame you set), it’s time to move on. They either aren’t interested or they aren’t available at this time — either way, there’s no point in continuing to follow up with them if they aren’t interested in what you have to offer right now.

Update ICP

Keep your ICP up-to-date and accurate. If you’re going to use it as a tool for prospecting, you need to make sure that the information is current.

Plan your calls

Plan your calls beforehand so that you don’t end up wasting time on unqualified prospects or those who are not interested in your product/service.

It would be good if you send them information about your company beforehand so that when you call, they already have some idea about what you do and can easily make up their mind whether they would like to proceed further or not.

Wrapping Up

In the end, sales prospecting is an art. You must have a good understanding of your products, company, and market. Research your competition and understand what makes your products or services unique. Prospective customers want to know how you can help them solve their problems.

Still, having a hard time with your prospect research?
There’s an easier way to find business contact information.
Try Mr. E by EasyLeadz, the B2B contact data provider.

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What Is A Sales Funnel? Importance, Stages, And How To Build One

Have you ever imagined the journey your customers are going through before they end up making a purchase from your business? This buyer’s journey is mapped by a sales funnel. The sales funnel forms all the checkpoints at which your clients will engage with your business before they are ready to make a purchase.

Using the top-notch sales funnel, no matter what business you are in, can be key to getting a steady stream of happy clients. Here’s why: It allows you to find your perfect customers and create a long-term relationship with them so that they buy again and again. But knowing how to build a sales funnel is where many people struggle.

This is why we have curated a complete guide on the sales funnel from its stages to how to build it. So that no matter what kind of business you have, if there is a problem with your sales funnel you’ll be able to find the answer here.

Let’s begin.

What Is A Sales Funnel?

A sales funnel is a path that indicates where your prospect is in their buying journey, whether they have just become aware of your product/service or they are ready to become a paying customer. Moreover, it is a process that takes people from not knowing about you to becoming your customer. It consists of three parts: top, middle, and bottom.

  • The top of the funnel is the marketing in which you attract your prospects through promotional or advertising activities (e.g., visiting a landing page of the EasyLeadz website).
  • The middle of the funnel includes conversion like after becoming aware of your product, the customer starts inquiring about it or taking a demo of it (e.g., a prospect booking a demo of Mr. E tool with the sales professional of EasyLeadz).
  • The bottom of the funnel is making a final purchase decision (e.g., a prospect making a payment for purchasing the annual growth plan of Mr. E).
Pro tip that says "You can boost your sales and marketing efforts just by evaluating your sales funnel".

Sales Funnel Example – EasyLeadz

EasyLeadz offers you phone numbers of the top management in one click via its tool Mr.E, the B2B Contact Database Provider.

Let’s dive right into EasyLeadz’s sales funnel.

Steps In The Sales Funnel:

1). Traffic: Newsletters, LinkedIn, or Blogs.

2). Homepage: EasyLeadz’s homepage has a decent background and does not interfere with the copy. There are clear CTAs to make sure of the conversion.

3). Pricing Section: There are three pricing tiers in their pricing section on the homepage: startup, scaleup, and growth. Also, a CTA along with them to install the extension.

Why The Sales Funnel Works?

Overall, EasyLeadz has a great design with a clean layout. Their message and services are really clear. You can easily learn more about it. They also have a strong lead magnet with a CTA to install their Mr.E extension. 

Importance Of A Sales Funnel

The sales funnel is the path that your prospects will take on the way to buy your product or service. Evaluating your sales funnel will help you understand where it provides results and where it does not. The other importance of building a sales funnel is that it will let you identify the holes in the various stages of your sales funnel (i.e., where prospects do not convert into customers).

It will also give insights into what clients are thinking and doing at each segment of the sales funnel so that you can invest accordingly in marketing activities that attract more prospects.

The Four Stages Of A Sales Funnel

The sales funnel has stages in it, and each stage of the funnel is designed to help you get closer to your goal of making a sale. There are four stages in a sales funnel:

  1. Awareness or Attention
  2. Interest
  3. Desire
  4. Action

Let’s break down exactly what happens at each stage of the sales funnel.

Stage 1: Awareness or Attention

The awareness or attention stage is at the top of the funnel. Its main purpose is to introduce the brand to the people for collecting leads. During this stage, you want to bring attention to your brand or business.

You can create awareness about your brand through sponsored social media posts, SEO, webinars, and infographics.  

Stage 2: Interest

Once a lead has been generated from the awareness stage, they enter the second stage of the sales funnel, i.e., Interest. At this stage, you have grabbed the lead’s attention and they want to know more about your brand.

The aim of this phase is to build a relationship with your new prospect to find what their end goals are.

Stage 3: Desire

Desire is the third stage of the sales funnel at which your lead has become a full-blown prospect. Now, at this point, they are considering to make a purchase but still are not 100% sure if your solution is the right fit for their needs. 

You can use testimonials, discount offers, customer reviews, live demos, or product comparisons for them to pull the trigger.

Stage 4: Action

The last stage of the sales funnel is the action where the action of purchasing happens, if your sales funnel works for you. After nurturing your prospect, finally you are ready to close the deal and convert them at this stage.

AIDA model for building a sales funnel

AIDA Model – Example

Suppose EasyLeadz – the B2B contact data provider company wants to skyrocket its sales. Then the AIDA approach for it to boost sales is like this:

Awareness or Attention: If you are looking for the contact numbers of decision-makers then you have landed at the right place, as Mr. E by EasyLeadz is here to provide you the contact numbers of decision-makers.

Interest: Business directories and local search engines charge a lot of money for business listings and contact details.

Desire: But with Mr. E, it is completely affordable. And if you compare it with any other websites, then Mr. E provides more data fields like direct phone number, email ID, company profile, etc.

Action: Contact us here to get more information about our product.

How To Build A Sales Funnel?

1). Build Foundation By Understanding Your Target Audience

You have to know your target audience before you start to build your sales funnel. You can perform competitor analysis or you can research on the following points to set a client persona:

  • The problems they are looking solutions for
  • Social media platforms they use
  • Things that interest them the most

2). Create Your Buyer Persona

You can create different buyer personas targeting your marketing campaigns for the various segments of your prospects. Your buyer persons should be based on these questions:

  • Why will they purchase your product/service?
  • What will influence them to buy your product/service?
  • How will their life become easy after purchasing your product/service?

3). Offer Something Valuable

You should offer something valuable to your prospects. Suppose, for the users to sign up, you must give them something in return. For example, on signing up, Easyleadz gives 5 free credits to its signed-up users.

Ultimately, this will generate leads organically.

4). Traffic Generation

If people are not aware of the products/services you sell, you will not able to sell. Thus, you need to make various lead generation strategies to drive users to your website.

You can run PPC campaigns or use social media marketing to generate traffic. 

5). Engage With Your Audience

It is really important to engage with your audience at the right timings. Remember, engagement at the right time will double your sales. As you generate a lead, contact them immediately. This will also put a positive impact on your prospects.

6). Lead Conversion

Lead conversion is the final step of a high converting sales funnel. At this phase, your prospects start converting into paying customers. While converting your leads, ensure that purchasing does not take too long.

Always keep in touch with your existing customers by thanking them for their purchases or offering them some discounts. 

Wrapping It Up

A sales funnel can help you better understand your customers, and allow you to develop an effective marketing campaign that turns leads into conversions. It will help you optimize your customer acquisition and conversion

To Use The Sales Funnel:

You begin with awareness and interest in the product, which leads to research and consideration of buying it; this is the Top of the funnel.

Next, prospects become aware of their need for your product or service in order to solve an existing problem they have in their business; this is the Middle of the Funnel.

Prospects then evaluate options available before making a decision based on price point and time spent researching various options; this is the Bottom of the Funnel.

We hope the information offered here will be beneficial for you. Happy Reading, Happy Selling!!

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Master The Art Of Technology Selling With Farhana Haque, Microsoft

Are you in tech sales? Do you want to master the art of technology selling? Or do you want to understand the tech sales better?

If either is the case, this Masters of Sales podcast featuring Farhana Haque is for you. The world of technology is a fast-paced and exciting place. So, tech sales are an important part of a business. And to succeed in it, you need to use the right approach.

But, what’s the right strategy to make tech sales consistently?

Let’s dive in.

This image represents a quote by Farhana Haque that says, "Technology Selling is about building that trusted advisor status where the customer wants and trusts you to solve the problem for them".

Nitin Bajaj, Founder & CEO of EasyLeadz – the B2B contact data provider, invited Farhana Haque on the Masters of Sales platform to make you learn the hidden secrets of technology selling. Currently, she is the Group Director for Devices at Microsoft.

She is a tech sales veteran with two decades of experience in technology selling. Before Microsoft, she worked with Vodafone, Infosys, and IBM. She is a perfectionist who has a “Never Give Up Attitude” to accomplish her personal and professional goals. She does everything possible that helps in meeting the client’s unique requirements.

During the podcast, Farhana shared her deep insights about technology selling by bringing its hidden secrets to light. Moreover, these secrets will not only help you in your tech sales but also boost your business development skills.

Role of Farhana At Microsoft

Talking about her day-to-day role at Microsoft, Farhana revealed that she has a fun job. She is responsible for working with all the partners who empower the Edge, or all the OEM partners. Her job is to work with them and see how they can build better solutions for their customers and consumers.

Before moving further, here is a pro tip for you to improve your technology selling:

The image represents a pro tip on technology selling which states that you do not have to be a technology expert to succeed as a technology seller. You just need to be a person who knows how to engage your prospects and close the deal with your clients.

Let’s get started.

A Basic Element of Technology Selling

Farhana has been selling technology in the country for the last 12 years. According to her, technology in the way we deal is internally always being critical. For example, through LinkedIn Sales Navigator, entrepreneurs can set the conversations with the right stakeholders. It also helps them to identify connections and build conversations with those connections.

But, before leveraging technology, you must understand the basic foundation of sales. Sales are about relationships. In fact, even technology selling is also about building that trusted advisor status where the customer wants and trusts you to be able to solve the problem for them. It is a bit of consulting, a bit of being an advisor and very little selling.

So, you must have a Sales Navigator to identify who are those connections who can help you to build that trust level.

This image represents a quote by Farhana Haque that says, "If you can't understand the customer's need or explain how you can solve the problem, you may not be able to be a good seller".

Will Hybrid Work Culture Stay Forever?

Speaking about hybrid work culture, Farhana said, it is totally acceptable to have meetings online, hybrid meetings, negotiations and closures. Because the hybrid work culture is going to stay for a longer period. Moreover, it gives you the flexibility to work and grow at your own pace, which is the beauty of it.

A New Microsoft Emerging Out of India

When Farhana was asked, “Will a new Microsoft come out of India?” She responded that why we even need that. As already there are original tech startups in India. For example, Infosys, TCS, Wipro, etc. These companies also started from scratch and now they are ruling the nation.

Do Startups Sell Aggressively?

Putting her thoughts on this, she said, “Everyone has their own culture, when you start small, you have to be known for something. Your USP (Unique Selling Proposition) should be a function of what your startup is.”

She also added that startups are not aggressive while selling. Actually, when they have a new business model, they just need to work aggressively to build that ecosystem for selling.

Where To Invest 10,000 Dollars?

During the podcast, Nitin asked her if he gives her 10,000 dollars to invest in one startup/industry today, then in which startup she will invest.

To this, she answered, “I would put something in and around sustainability or good living, that cuts across segments, it could be retail, healthcare, or manufacturing. But we owe to our children to make the world a little better. As there is so much carbon emission happening, so I think if we could support all of those companies working in that space to make the world greener. I would like to invest in that.“

This image represents a quote by Farhana Haque that says, "Career is not a Sprint, it's a Marathon, it has ups and downs, pauses and sprints".

What Aspect of Selling Works In One Sector But Not In Other?

Technology selling is always about business selling. According to Farhana, the one foundation stone of selling that always works in every sector is to understand that there is no one size fits all. Even in the same sector, companies operate separately.

For Farhana, selling is not about numbers, driving revenue and pushing things. The basic 1:1 sale tip for any seller is to give respect to your customers and you can give respect to them by understanding their industry or organization.

Moreover, as a salesperson, it is his/her duty to show respect to the organization (customer’s organization) by understanding what they keep their priorities. Customers always come first. In sales, you cannot push your story, it is about understanding what your customers need and how you can help them.

Does Partner Marketing Work For StartUps?

Enlightening her views on building a partner marketing channel for startups, Ms Haque stated that it is really important to have the right partners. When you are setting up a partner ecosystem, keep these points in your mind:

  • Understand who are the partners or which are the channels more relevant for you (who are you selling to)
  • Identify which is the best channel that routes to market for you
  • Then identify who are the best people in that channel who can help you communicate in this vision
  • Start with less partners like 1 partner or 2 partners
  • Focus your entire energy on enabling your partners to be successful in their jobs

One of the biggest pitfalls is that startups have so many partners so they are not able to enable them correctly. But, if they have 1 or 2 partners in different channels, then they can scale depending on their business model.

Is Partner Marketing Useful For Product-based Business Or Service-based Business?

According to Farhana, when you are selling a service, you will always have much stronger people, but that does not mean you can avoid partner marketing. You still have to do partner marketing, but the flavours and programs will be very different. There is always a balance in the sales cycle, whether it’s a product-based business or service-based business.

This image represents a quote by Farhana Haque that says, "Don't throw people into the problem. Throwing them into the problem never solves the problem".

Farhana’s Secrets Behind Acquiring Customers

There are two things that Farhana followed religiously during her 20 years of experience in technology selling.

  1. Be yourself:- Be authentic or honest. If you know something, you know and if don’t know, you don’t. If you are true to yourself, your job, and your company, you will do really well.
  2. Always be open to learning:- The only way to evolve is to learn and to learn you do not need to change your job.

Tools That Make Life Easier While Selling

Apart from LinkedIn Sales Navigator, Microsoft Dynamics 365 Sales and LinkedIn Premium membership are some mandatory tools to have especially while selling. These tools help you reach millions of professionals and identify the quality prospects for your business.

Hope this helps you out in your journey of technology selling. To learn more useful insights for driving sales in various sectors, stay tuned to EasyLeadz.

Watch the entire video to find the hidden secrets behind technology selling.

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Learn Sales Strategies in Banking with Vaibhav Bhargava

This Masters of Sales podcast features Vaibhav Bhargava to make you learn sales strategies in the banking sector. Vaibhav, an IIM Kozhikode alumnus, has been working with a large corporate bank for over 18 years. At present, he is managing Privilege Banking Segment and Channel at Pan India Level. His experience lies in Retail Banking. He has also worked in branch banking, sales and corporate office strategic profiles.

“Great salespeople are relationship builders who provide value and help their customers win” – Jeffrey Gitomer

Nitin Bajaj, Founder & CEO of Easyleadz – the B2B contact data provider, invited Vaibhav Bhargava on the Masters of Sales platform to help people learn sales from the experts.

Vaibhav is currently handling a team of 30 product managers and 15 channel managers with perfect professionalism, integrity and vision. Besides this, he is highly disciplined and does his projects with utmost ease. He is a leader who gives a chance to enhance oneself in work.

More so, his capabilities include brilliant analytics and in-depth knowledge on various sectors. His team management skills as well as ability to quickly analyse makes him a perfect fit for the banking sector.

Sales Strategies in Banking

When it comes to sales in banking, Vaibhav believes that through banking, all the customers’ financial requirements can be fulfilled in an easy manner. They only need simple banking to accomplish their needs. Adding more to it, sales in banking are not just sales, it is a Solution Provider in financial services to help customers. For example, a loan facility is there to buy a home or car, an investment facility to grow money, etc.

In other words, to help customers solve their financial problems is to drive sales in banking. So basically, the first step in driving sales in any field is to figure out the needs of the customers. In order to know the customer’s requirements, it’s really important to understand your customer first, his purpose, intention or persona. Moreover, you can keep track on the life events of your customers. But, how? (Watch this podcast)

Apart from this, there are other ways to be friends with your customers such as engage with them, try to reach them via physical or digital modes. On the other side, rather than marketing or promoting your services to customers, tell them how your services can solve their problems in a detailed view. These basic steps will move you forward to drive more and more sales in any sector.

Hope this helps you out in learning sales strategies in the banking sector.

Enjoy the content, and for learning more sales strategies, stay tuned to EasyLeadz.

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Chase Your Sales Goals With Nishant Varshney, Sprinklr

This Masters of Sales podcast features Nishant Varshney, Sprinklr. In today’s competitive era, every salesperson desire to boost their sales. But, are they following the right marketing strategy to generate higher revenue? Let’s find out with the help of Nishant’s live examples.

“Success in Sales is the result of discipline, dedication and sacrifice” – Thomas Roy Chromwell

Nitin Bajaj, Founder & CEO of Easyleadz – the B2B contact data provider, hosted an interactive session with Nishant Varshney, a perfect blend of EQ and IQ. During the session, Nishant disclosed his deep insights on sales and marketing using wonderful analogies. He is a Sales and Business Development leader and a phenomenal personality who always leads by example.

More so, Nishant has 12+ years of Sales Experience in SAAS, Cloud & Managed Services. He has upskilled constantly by working in the organisations like Crown Worldwide Group, Nippon Express, ADP, Datamatics Business Solutions Ltd & Freshworks. Currently, he is working with Sprinklr as the Director – Sales & Business Development.

Besides this, his positive attitude to get things done is contagious. Nishant, a fully energetic & enthusiastic person, is also an exceptional leader who holds a PGDM degree in Retail & Marketing Management.

His core experience in Enterprise & Mid-Market sales across various industries resulted in building up a business from scratch, driving revenues, and maintaining client relationships. His way to manage people makes him outshine and very different from others.

Moving ahead, Nishant started his sales journey by selling mobility solutions in the Crown company. But, he stepped into the world of technology through ADP.

How to chase Sales Goals?

From his more than 12 years of work experience, Nishant shared deep factors which should be considered while driving sales, revenues and businesses. These factors depend upon the demographics, analytics and marketing strategies.

While performing for different locations, he revealed having an understanding of the marketing culture for those locations is the first step towards making sales. For example, you cannot run the same marketing campaign in India as well as the US. As there’s still a chance to convert a “NO” into “YES” from Indians. But for the US people, No means No. So, at that point calling them again for selling doesn’t make any sense.

In order to boost your sales, he recommended it is really important to know the customer’s requirements as well as consumption. Because, if the customer does not consume the product more than 60% then there’s no sense in selling that product to the customer. The consumption rate will decide the retention rate. Moreover, the consumption rate of a customer from Day 1 is becoming the first metric to analyze the sales growth.

Apart from this, Nishant has disclosed many basic things to boost your sales that sales professionals often ignore. To figure it out, come and learn sales with Nishant Varshney by watching this video.

Hope you enjoyed this content, for more such informative sales concepts, stay tuned to EasyLeadz.

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Learn How To Make Sales With Rahul Nanellu In Pharma Company

This Masters of Sales podcast features Rahul Nanellu, National Head Alliances from a large pharmaceuticals organisation. Here, you will learn how to make sales in a pharma company.

Masters of Sales is a series hosted by Nitin Bajaj, Founder & CEO of Easyleadz – the B2B contact data provider, in which the sales experts share their wisdom to boost sales.

Rahul Nanellu is a sales enthusiast with 20+ years of experience in the companies such as Vi Ltd, Samsung Electronics, ICICI Prudential Life Insurance, etc. His interests include programming, artificial intelligence, and cricket. Besides this, he is a firm believer of “family first” and keeps pushing himself to beat the odds every day.

Rahul comes from a commerce background and has completed his MBA in sales & marketing from the University of Pune. He has worked in different industries. Therefore, he has a deep understanding of sales in technology, telecom, insurance and the pharmaceutical industry.

Moreover, an interesting fact about Rahul is that even being a South Indian, he prefers Marathi food over South Indian food. He worships his work in such a manner that even being a die-hard fan of Cricket, Rahul always gives first priority to his work, even on the day of the India-Pakistan Match.

Learn Sales In Pharma Company

Rahul on his sales experience with various companies revealed that Pharma is the only industry in which he never thought to work. But then, how he had entered into this industry? (Find out in the Podcast)

According to Rahul, there are two ways of doing business in Pharmaceutical. One is a traditional way of doing business where a medical representative visits the doctor, informs the doctor about products and align himself with the doctor to gain trust. The second is to allure the doctors with some sort of gift or promotional product.

But his organisation does not support the second way of doing business. He believed that the right way to do business is a traditional one. In this way, businesses in Pharma possess longevity and tend to stay longer. He also stated that this is the basics to do any business.

Similarly, to do the right business in Pharma is to gain the trust of the doctors as well as the patients. This is only possible if you do the business in a traditional way. Furthermore, Rahul also shares a glimpse of his day-to-day role in his Pharma company where he manages the 900 hospitals. He also disclosed a structured way to manage such a large scale.

Apart from this, he also shared some quirky facts about himself during the session. In addition, he suggested a smart way to make sales in Insurance companies.

So, stay hooked!

Not only this, but Rahul also revealed a top-secret of selling businesses just by following a broad equation, i.e,

No. of people who sells * No. of calls that they make = Amount of Sales

Social Selling Index

Besides this, Rahul explained the importance of having a good Social Selling Index. Social Selling Index is a LinkedIn formula that defines how much you are engaged with the audience. It depends on how well you are connected with peers, connecting with the right people, using LinkedIn in a proper manner & your activity on the feed. The higher the value of an index, the higher the chances of getting reach & engagement.

Hope this helps you out in your Sales journey!!

Watch the entire session and learn how to make sales in the pharma industry.

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Boost Your Sales with Tanmaya Mohan Panda, Senior Banker & Toastmaster

This Masters Of Sales podcast features Tanmaya Mohan Panda. He is Senior Banker at a Large Private Bank. Apart from this, you will also get to know about some valuable tips to boost your sales in Banking Sector.

Well, the idea behind the Masters of Sales podcast is to learn from the experiences of the Sales Experts. So that, in the future you can use their experience to scale your sales and enhance your marketing skills.

Tanmaya, an alumnus of MDI – Gurgaon has been working in major commercial banks for 16 years. He has experience in Cash Management services, Commercial Cards, Payments, Liquidity Management, Current Accounts Fx, Trade, Transaction Banking as well as Commercial Banking.

Moreover, the clarity of thoughts and his ability to articulate things makes him very different from others. Not only this but also the knowledge he has, the wisdom he plants, the strategies he makes are definitely worth every ounce of appreciation.

Tanmaya also believes that humour plays a significant role in everyone’s life. Humour should not be restricted to Santa Banta Jokes, one should be humorous in personal life as well. He feels lucky for himself as he has a humorous side naturally. During the session, Tanmaya revealed, “By default, he is a mechanical engineer”. But his fate is destined in such a way that today he is a transactional banking expert.

While speaking about Sales, he advised targeting only the right kind of customers work. For example, if you call a college student to offer him Home Loan. Then surely, he will cut your call by giving some negative response. So, it is really important to target potential customers who are in actual need of the product. This will enhance your conversion ratio (find more in the podcast).

According to Tanmaya, if the conversion rate from cold calling is 1%, then it is decent enough to make sales. But, if in case, someone has a 5% conversion rate, then this would be really amazing. Because as per Industry Standards, only a 1% to 5% conversion rate can be expected from cold calling.

Apart from this, Tanmaya also revealed some of the tactics about how sales and marketing should be done on a very large scale to boost your profits. Adding more to it, he included that there are two most important factors upon which sales depend. The one is your product or service should be the solution to your customer’s problem. The other is customer’s trust. Building customers’ trust is really important to make sales.

Besides this, there is one more interesting fact about Tanmaya, he bagged the title of “Distinguished Toastmaster“.

Sounds Quirky!

So, stay hooked with the entire session to figure out why Tanmaya, known as “Distinguished Toastmaster” and how a mechanical engineer turned out to be a banking expert for large private banks.

Boost Sales in Banking Sector

Due to the Covid pandemic, Sales in every business have almost been affected. But with the online platforms, still, there’s a chance to reach your customers and scale your profits. Even, the same thing goes for the banking sector also.

There are a few tips and tricks which can accelerate your sales in banking:

  • Reach your potential customers on the various online platforms.
  • Figure out their needs & requirements such as are they looking for home loans, car insurances, health insurances, etc.
  • Increase the security of your online platforms for banking transactions as this will build up customers’ trust.
  • Provide instant customer support.

Hope this helps you out in your Sales journey!

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