Implementing sales methodology
First, it's imperative that as a leader, you believe in the methodology yourself. For the team to prioritize this particular methodology, they have to know you believe in it too and that you're capable of implementing it. A reverse role play works really well here, where you, as the sales leader, play the rep and your team plays the customer.
Next, I like to emphasize how this new approach will help both the team and our customers. As a team, we have to believe in the mission — we have to see a North Star. Why would someone who continually achieves their goals stop doing what they're doing if they don't see the greater value?
This can be achieved by demonstrating an anticipated increase in leads, meetings, sales, or customer retention. If there isn't meaning behind the approach or a clear path to success, it will not receive the calories it deserves.
And finally, I like to ensure that the steps in a new sales methodology are outlined as simply as they can possibly be. Can it be digested and adopted within a matter of minutes? If we're going to ask a salesperson to take a step back in their day away from immediate revenue-generating activities, then that has to be the goal."
Winning by design
After conversion
Onboarding
Confirm impact on the other side of sales cycle
Growth - See the value, like it? Get that person to write a testimonial and then feature them onto the website and then give the customer some extra benefit.
Onsell.
As a non tech person don’t come to the engineers with a solution but with details of the problem.
Collection all information about the whys. Why are they using the product etc and give to the technical team
Call w SoPro for CCube
Is LinkedIn efficient for NHS?
- Linkedin campaign will not reach to first 3 level of connections - let SoPro know who not to target
- Parameters:
- Titles
- Geography
- Company size e.g. Revenue
- Domain e.g. Brighton or
- Relative success with government clients
- SoPro has about 80K domains on the NHS list and can use the scrap relevant data
How do you distinguish between so many trusts?
- Specific trusts to target become a bit of difficult as it may be hard to find contacts for those trusts e.g. ANBHU and Swansea bay have the same email ID and it may be difficult to target someone from Swansea Bay.
- May be difficult to target specific target.
- Some trusts have specific domains while others don’t. e.g. Anuerin Bevan and Swansea bay have different domains but all contacts have the email email extension of wales.nhs.uk
What have you done with previous clients in the past
- Work with previous government departments and NHS
- It is a lot easier to if it is already used by the NHS it will overcome the objections in the beginning.
- Can expect a 2 to 2.5% lead rate
- There are more barriers getting into the inbox of the NHS process. Some emails don’t make it through into the email e.g. GDPR reasons for specific email addresses. Hospital could be using procurement@nhs.com - Don’t target those emails
Case study:
- Business Intelligence solution, across the NHS in the whole country.
- Government procurement difficult to crack - about 2-3% lead rate.
- Tech platform that allows NHS , Met office to cascade their own applications onto mobile devices. 2% lead rate which is small private company. We can expect 2-2.5%
Sales address all my objections: