How to increase your commercial efficiency?

Many companies are looking to develop their customer portfolio. Rapid handling of leads generated by marketing actions allows you to focus more on opportunities, projects and deals with a real impact on short-term turnover. In this article, discover some valuable tips that will allow you to precisely identify prospects that are relevant to your business in order to increase your sales performance.

Identify your personas

Above all, the first step to generating qualified leads is to identify your personas. You will never be able to successfully collect qualified leads and sell your products or services without having a very precise idea of ​​the needs and behaviors of the people you are addressing. It is therefore important to properly identify your personas and carry out your survey in advance in order to collect as much relevant information as possible, allowing you to have all the cards in hand to successfully convince them to buy your product or subscribe to your service offer.

For example, you can create a database containing all the information collected by contact: age, gender, place of living, socio-professional category, etc. If you want to go even further in the prospect-customer experience that you will offer to your personas, you can implement marketing and sales strategies for each of the targeted profiles. For companies that you absolutely want to join your client portfolio, for example, create an ABM (Account Based Management) strategy.By personalizing your strategies based on the needs and behaviors of your target prospects, you will increase your chances of converting them into customers more easily and quickly..

Generate leads

It is becoming increasingly difficult to stand out from the competition.Lead generation has therefore become an effective way to generate new business opportunities for companies.

A lead generation strategy - if well orchestrated - can make you more efficient and considerably boost the growth of your business.

You still need to know how to go about it. Will you internalize this strategy or outsource it? This is the first step in your reflection.

Create a purchasing journey

Once your prospects have been identified, think about creating a relevant sales journey, allowing you to convert them into customers quickly and easily.. To properly monitor the impact of your various marketing and sales actions, and identify the phase of the sales cycle in which your prospects are located, equip yourself with a CRM.

Remember to continually analyze the results of your actions to optimize your sales process and increase your performance tenfold. If you manage to set up a conversion path that brings you very good results, then you can set up a marketing automation process to generate even more qualified leads, effortlessly… or almost!

Structuring your sales process

Sales is a complex process that requires perfect mastery. Structuring the sales process is a key step towards greater commercial efficiency. To do this, use the Q2C Selling method.

The method involves creating an engaging and effective sales process. This method also allows you to train your teams and provide them with all the advice and best business tips for success. Finally, this method also allows you to effectively manage your prospecting.

It is a decision-making approach to control and nourish all stages of the sales cycle.

The Q2C Selling method is broken down into 4 steps:

• The Sales Process Canvas: it is a pillar of the methodology that allows you to ask yourself the right questions to be able to determine the ideal structure of your sales process, and at the same time, to create a real sales experience, while limiting the acquisition cost.

• The decision tree: it will allow you to structure, better monitor and analyze your sales process with a logic of action to improve your efficiency.

• The sales process: by relying (for example) on conversations and stories available on social networks, you will be able to create a rich and engaging exchange for your prospects, and support your speech to convert your prospect thanks to high added value content.

• Actions and investments: focus on what needs to be accomplished as a priority. Identify the weak points in your sales process, make optimizations and redirect your efforts and investments according to the objectives you have set for yourself.

Determine relevant performance indicators

Having defined and monitored performance indicators (also known as KPIs) allows you to manage your marketing and sales actions based on proven results, and to gain in efficiency and speed by implementing the right actions, and if necessary, the right optimizations. In short, they allow you to analyze your strategy in depth, analyze your performance on the different levers operated, and make continuous optimizations to your actions.

The selection of performance indicators is very important. Make the right choices based on the goals you have set for yourself, and above all, don't choose too many. Follow the indicators that really speak to you, that make sense to you and that drive your daily actions.

Aiming to increase your commercial efficiency tenfold requires the creation of an efficient and relevant strategic plan.. Sales teams must be proactive in this strategic process and think about the best actions to take and the most relevant levers to activate to achieve the set sales objectives.

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you the best commercial performance. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

• InstaBoss

• Sales Odyssey

• 1min30

• Bpifrance Creation

• E-marketing