Customer success stories, also known as case studies, are powerful tools for sales and marketing. They provide real-world examples of how your product or service has positively impacted customers. Here are some key elements to include when creating customer success stories: 1. Customer Background: Company Overview: Briefly introduce the customer’s company, including its industry, size,… Continue reading Customer Success Stories
Author: Anna Francis
Communication and Relationship building Strategies
Communication Strategies: Active Listening: Practice active listening to fully understand customer needs. Clarify and paraphrase to ensure accurate comprehension. Clear and Concise Messaging: Communicate your value proposition clearly and succinctly. Avoid jargon and use language that resonates with your audience. Adaptability: Tailor your communication style to match the preferences of each customer. Be adaptable in… Continue reading Communication and Relationship building Strategies
Criteria to create a TAL List
Fit with Ideal Customer Profile (ICP): Identify accounts that closely match your ideal customer profile. Consider factors such as industry, company size, location, and demographics. Revenue Potential: Evaluate the revenue potential of each account. Focus on accounts that not only align with your ICP but also have the potential for significant business impact. Current Customers:… Continue reading Criteria to create a TAL List
PROSPECTING – Part 1
Prospecting is the process of identifying and qualifying potential customers. It is the first step in the sales process and involves finding and reaching out to individuals or businesses who are likely to be interested in NetSuite. Methods of Prospects: Cold Calling, Emailing, Networking or social media outreach Goal of Prospecting: Generate leads which are… Continue reading PROSPECTING – Part 1
BDR Overview – Part 3
TOUCH PLANS AND FOLLOW UP Its very rare that a prospect responds to outreach on the first attempt, therefore you have to continually followup. Without a plan it is hard to measure the effectiveness of your actions. A touch plan provides: The structure of how to reach to inbound and outbound leads When is the… Continue reading BDR Overview – Part 3
BDR Overview- Part 2
Opening to get the prospects attention – (Is this John) Get a YES at the beginning of the call Introduce yourself and company (This is Anna from Jobin and Jismi) Purpose of your call (Use 3×3 triggers or customer stories) Get time to talk (Do you have few minutes to talk) Elevator Pitch – (Followed… Continue reading BDR Overview- Part 2
BDR Overview- Part 1
Inbound Call: Marketing Campaigns- The content is the first interaction with the lead You receive inbound marketing leads in your queue You follow up with the leads, success might be on 1st touch or 25th Qualify the lead using ANUM>SQL Outbound Call: Reaching out to a contact/account(Cold calls/ Previous MQL/TAL) Follow a touch plan to… Continue reading BDR Overview- Part 1
How to overcome common objections during a sales call
Listen Actively: When a prospect raises an objection, listen carefully without interrupting. Understand the objection fully before responding. Acknowledge and Empathize: Show empathy and understanding for the prospect’s concerns. Acknowledge their objection by paraphrasing it. This demonstrates that you respect their point of view. Clarify the Objection: Ask clarifying questions to gain a deeper understanding… Continue reading How to overcome common objections during a sales call
Best practices for conducting a successful sales presentation
Understand Your Audience: Research your audience’s needs, pain points, and preferences before the presentation. Tailor your content and approach to their specific situation. Set Clear Objectives: Define the purpose of your presentation and what you want to achieve. Are you trying to inform, persuade, or close a deal? Your objectives should guide your presentation. Open… Continue reading Best practices for conducting a successful sales presentation
How to effectively qualify leads before investing time in the sales process
Develop a Lead Qualification Framework: Define clear criteria that a lead must meet to be considered qualified. These criteria can include factors like industry, company size, budget, need, and timing. Segment Your Leads: Categorize your leads into different segments based on their characteristics. For example, you can have categories like “Hot Leads,” “Warm Leads,” and… Continue reading How to effectively qualify leads before investing time in the sales process