Streamline Your Processes with airSlate SignNow's B2c Sales Pipeline for Npos

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do you want to suck less at b2b service sales or if you're a boss do you want your sales team to suck less you need to watch this video [Music] [Music] all right so you if you're selling b2b services 2019 we're gonna go through some things that you need to think about to not become complacent because when we're talking to a lot of companies and in my past experience the biggest issue that we see is that people in b2b services specifically start to become very complacent with their sales and they're not doing what they should be to drive revenue and then bosses get big stuff so let's go through the top things number one whoever you're working for you need to have some sort of commission plan if you do not have a commission plan and you're just straight salary or go see if the perks of a company car and a credit card and all that stuff if you don't have a commission plan there is nothing that's gonna drive you to actually perform more than than what the bottom-line standard is so if you if you work for somebody doesn't have a commission plan you need to talk to your boss about that change your job or something to owners out there if you don't have a commission playing with your people you're not incentives incentivizing them to actually work harder and to get that nut and that coin that is what they're chasing after I mean money motivates it's been proven over time so start with who you're working for are you if you have a commission plan in place then start to work the numbers that figure out where do you want to be with your annual revenue and work backwards into thinking how many deals you need to get to you know close to get to that point so once you have that figured out and you haven't quit your job or anything like that or if you're in a new job when you're watching this the the issue is is that people don't know either where to start or how to actually push through when they don't get a response so the first thing is you have to use LinkedIn as a prospecting tool so just looking at prospect in general you're gonna have trade shows you're gonna have LinkedIn you're gonna have email marketing list building all those things use Google look at your competitors figure out who are they doing business with who can you try and go and take from them those are all things that you're gonna want to set up and start going after and build out that list of who are your potential customers by using LinkedIn you're gonna be able to do specific searches for those companies and then going after those influencers decision-makers and people at those company from a connection request standpoint which we'll talk about in a different video where we specifically talk about LinkedIn as a prospecting tool but you have to prospect people are so lazy these days and it's so and annoying to listen to people complain about how they don't have revenue they don't have sales they don't have all this great activity but it's because they're not actually putting in the work to go out there and get it it's not gonna come to you unless you have a marketing department that's amazing where you have an agency like ours it's just feeding you good stuff you're never gonna actually get those deals that are worth the money that when you get those come the Commission level get you to where you want to be so you have to prospect now when you're prospecting on people cold calling a lot of people say it's dead it's less effective email marketing isn't dead it's less effective you have to be doing that from a follow-up standpoint if you email somebody they don't answer pick up the phone and call them if they don't respond to that send them a message on LinkedIn if they don't respond to that set them something in the mail Direct Mail is not dead it's just less effective if they're not responding all that go to their facility as long as there's somewhat local or if you're in the area go their facility and knock on the door and cold call on them so when you're looking at all these different ways to reach reach out to somebody you have to just put them into this cycle and not be complacent to you know you tried one method and it's not working because most of the time people try after two times if they don't get a response they just become lazy and they don't want to follow up again to organize all this stuff you're gonna want to have some sort of CRM system in place old-school people generations like mine and above you know are used to spreadsheets and things like that CRM systems are out there right now you need to utilize them and and have all your stuff organized and set up reminders and all that stuff whatever CRM system you have you can get into cheap whether it's you know a hundred couple hundred bucks a month or a couple thousand dollars a year get your company to invest into CRM even if with if you're with somebody small that doesn't have one you don't think you need one you need a way to track all this information so whether it's HubSpot Infusionsoft sharp spraying Salesforce anybody like that just Google searches put some system in place if you want our recommendation sharp spring right now has our attention and is the best in our opinion that's gonna get you to a level that it's more repetitive and you're gonna be reminded of things and it's gonna be less of you driving and remembering and just allow the system to do that for you all right so you've got the CRM system you've got this company you're working for it's gonna give you Commission for your heart it's work and so now the next step is to put it into action do this every day stop being lazy everybody in this market is either completely lazy or they're they're motivated and doing something but they don't have the tools or the knowledge or the resources to actually be effective with that but most of the time you guys are just lazy so start on a Monday don't wait start today if you want or tomorrow or whenever you see this just start making a change right now you need to cycle through all your contacts reach out to them whether it's through the methods that I just mentioned of of contacting them or whether it's through something else that you think of you have to do it on a repetitive daily basis and keep working through it what ends up happening is you take a hunter that was hired to hunt and this is to the hunters that used to hunt that now farm and sales managers that are managing these people and the CEOs that are running the companies you bring a hunter and if you do if you do not have the support resources in place below that to where when they bring in business that business can be taken and then pushed along into whatever service or product you're selling the hunter then becomes a farmer what ends up happening is is that's fine at first in a short period of time but eventually the hunter becomes a farmer permanently and now they're just an account manager they're no longer hunting they become complacent with the revenue that they're getting for the business they've become complacent with their own salary and they're just okay and then now you get lazy and this is the generation that we're in that people that are in the 30 years old and over especially in the older generations a lot of these guys have become so complacent because they're okay with making this much money and they just keep on working the same accounts and that's fine if you're their boss or the owner of the company and you're okay with that but if you're paying people a hunt let them hunt that's what they want to do the first question in the interview when you're interviewing the salespeople should be are you a hunter area farmer so putting the resources in place allowing them to continue hunting prevents them from becoming complacent so let's talk about trade shows trade shows the thing of the past we used to get all this great with all these great leads all this awesome interaction over a couple of days losing its effectiveness just like the other things I mention go into it with the expectations that you're not gonna walk out with you know a gift from God that says here's your gonna be your largest account it's most likely not gonna happen take it for what it's worth work the booth get off your ass and stop sitting behind on your phone or looking down on it while sitting in the chair behind your booth you need to get out into the aisle and that's a separate ramp for a separate video trade shows in general but working trade shows if you're going to them start auditing the performance of that trade show to see if it's worth your time and is it as effective as it used to be because most likely it's not effective and maybe you should reduce the number of trade shows you're doing but regardless if you're going to them you need to work them and don't be lazy about it and try and do some sort of marketing upfront to prep people without the ridiculous you know selfie within the booth or taking a booth shot and then throwing it up on social and that's it do something a little bit different with that all right now that you've done some sort of work and you've listened to some sort of some amount of this advice and you've you're starting to interact with people or you've been doing this before when somebody gives you an opportunity to quote something an RFQ or an RFP or whatever it is in your space of b2b services you know specifically talking to you manufacturing guys with your rfqs do not take a week to two weeks to turn that thing around there is no reason that it should take that long regardless if you have to have other suppliers quote things or you have to work the numbers or you're traveling or whatever it is you should be looking at 2-3 days max to get that information back you know if you don't have all the information you don't have whatever you need from the potential customer that's one thing but once you get that you should be no more than a couple of days and we've had numerous potential customers we've had numerous clients in the past that would be oh yeah it takes us usually like two for weeks a turnaround a quote that is being absurd it should only take you a couple of days speed matters when somebody gives you an opportunity to do business with you you get that back to them as fast as impossible did you find this video offensive bent a little bit aggressive I don't really give a because it's meant to motivate you so if you're a sales manager share this with your team and if you're in sales share with other people that need that motivation and watch the next video was it funny it was but it was meant to be funny good [Music]