Five Ways to Tell You are Losing a Sale

We have said it before and we will say it again, sales is definitely not an exact science. But while there is no one way in which to go about a sale, there are some fairly common warning signs to tell you are losing a sale. These telltale signs that you are losing a sale include:

1. You Aren’t Dealing With A Decision Maker: If you aren’t put in touch with a decision maker after a few conversations, this is not a good sign. So do your best to get in contact with someone that actually has the authority to buy your product or service. Otherwise, you are wasting your time. And time is everything to a salesperson.

2. There is No Deadline for a Decision: One way to firm up deadlines is to offer limited-time discounts/offers to create a sense of urgency. If this doesn’t work, move on. You cannot waste your time on a pointless sales meeting.

3. You are Asked for a Proposal and Not a Conversation: It is hard to give someone your sales pitch if you do not meet with them face to face. After all, business is all about forming meaningful relationships. Find anyway you can to get your foot in the door and have a face-to-face conversation. This may be hard, but you have to try.

4. Your Price is Too High: What makes your product or service worth so much? If your competitors are offering the same product/service at a lower price and you cannot justify your high prices with superior service, then consider changing your price tag or losing sales.

5. Your Client Seems Indifferent: This is never a good sign. If your potential client begins to lose interest and stops asking engaging questions, you may be out of a sale.

Of course, if you do lose a sale, you should use that opportunity to grow as a salesperson. How? Checkout one of our past blogs: Learning from Lost Sales: Turning a Negative into a Positive.

Then again, you could always just outsource your sales needs to a professional business development firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

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Sources:

Five Signs You’re Losing a Sale – And How to Save it

How Sales Outsourcing Increases Revenue

If at first you don’t succeed…OUTSOURCE!

This is business. This isn’t riding a bike. If your company does not have the resources to sell efficiently and effectively, then outsource these duties to a company that can increase your sales and overall revenue. Turning your sales duties over to an outside firm of experts can help by:

Utilizing an Expert Sales Force: Your outsourced sales team has the experience and knowledge to start selling right away.

Dedication: Your Outsourced sales firm does nothing but sell. Selling is in their blood!

Save Money: You will not have to hire or train anyone in-house. This means that you will be saving money while also increasing your revenue. That is what we like to call a win-win.

More Time: You are not a salesperson, so why were you wasting your time trying to sell? Outsourcing allows you to go back to doing what you do best – growing your company!

At the end of the day, increasing your revenue is the driving force behind your sales campaign. And what is the driving force in sales? Experience. Trying to utilize inexperienced salespeople is like running in place. You are doing a lot of work, but you are simply not going to get anywhere.

So if you are really interested in growing your business, give outsourcing some serious consideration.

Outsourcing is becoming a common practice for many businesses as more and more companies are realizing the benefits of utilizing the skills of others to help their business venture succeed. So let Springboard take care of your sales while you focus on growing your business.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

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Sources:

5 Ways Sales Force Outsourcing Can Increase Revenues

Why Outsourcing Works

Outsourcing works for one reason and one reason only; it saves companies money. But how does outsourcing help save companies money? Well, there is no one answer. There are, in fact, many answers to that one questions. They include:

Outsourcing costs less than dedicated, in-house employees: This is the #1 reason outsourcing works. It allows companies to cut back spending without cutting back on productivity. And in today’s down economy, this is a huge plus for companies struggling to get by.

Outsourcing allows you to have experts or specialists at your disposal: Instead of hiring, training, and housing an employee at your office, you can outsource your needs to an entire company of experts for less than the cost of employing a single worker in-house.

Outsourcing allows you to lower infrastructure investments: Cutting edge IT systems, state-of-the-art customer service call centers and technical helpdesks require huge investments by companies. By outsourcing these functions to external vendors, companies can keep their investments in these areas very low.

Outsourcing allows you to work around the clock: Do you want to make money while you sleep? No, you are not dreaming; outsourcing services often operate 24 hours a day, 7 days a week, 365 days a year. So even when your company is closed for the day, the weekend, or a holiday, your business will still be reachable.

Outsourcing allows you to manage your business better: Without having to worry about every little detail of your business, you are free to focus on your core business activities. So while you outsource your IT needs to a specialist, you can work on growing your company instead of worrying about system backups, database crashes, etc.

Outsourcing is an inexpensive but nevertheless effective method of improving your business. And trust us, outsourcing is not a fad; it is here to stay!

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

Sources:

Why Outsourcing Works VirtualPersonalAssistant.com

Why Outsource Work? Outsource2India.com

How the Sales Process Has Changed

Selling in a down economy is not only difficult it is scary. When the economy tanked and companies came to the realization that they would be unable to increase revenue they began to look for ways to save money. The best way to do this was to cut spending.

To make things even worse for the 2011 salesperson trying to make a living, the Internet has completely changed the game. Consumers are more educated now than ever before. They can research your company – your successes and failures – your competition, and your product. The consumer now has all the power, making the salesperson, in the traditional sense, almost obsolete.

Before, companies needed salespeople to get information, speeds, feeds, features, functions, performance specifications, colors and delivery dates. Now all that information is just a few clicks away.

So it’s adapt or die.

Well, it might not be as dire as that, but if the 2011 salesperson fails to adapt to the educated consumers of today’s market, they will struggle to survive in the business world. So what are your options?

First of all, you must accept that you, the salesperson, are not in charge. Companies know what they want. They know what you are offering. So a lot of the time the first interaction the 2011 salesperson has with a client is a negotiation.

The negotiation is now, in many cases, the first step in the sales process.

Today’s salesperson needs to be less educated on the product they are selling and more educated on the client. It’s about understanding how your customers buy. What are their buying preferences? What are their buying tendencies? What are the alternatives they may have other than you?

You must understand how the buyer buys and adapt your sales process accordingly.

The key to being successful in this environment is to have a highly trained sales staff at your disposal, leaving you with two options: hire a dedicated sales team or outsource your sales to a professional business development firm.

This is where a company like Springboard comes in.

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple; while you focus on delivery we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

Follow us on Facebook and Twitter as well!

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Sources:

Sales Cycle SearchCRM.com

The 7 Stages of the Sales Cycle About.com

Selling in a Recession: The Best Sales Strategy HeavyHitterWisdom.com

Has the Complex Sales Process Changed? Are You Kidding? ExpertAccess.CinCom.com

Using Your Time Wisely

Running your own company is no easy task. You have to address every aspect of your business with the utmost diligence and, let’s face it, you just do not have the time to give everything the attention it deserves. So where do you cut corners? Can you afford to cut corners?

There has to be a better solution.

There is. Outsourcing.

What if your business could outsource business development to a team of professionals at a fraction of the cost? That’s where Springboard comes in. At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges. Springboard focuses in the four critical areas of business development:

Exposure

•     Networking

•     Speaking Opportunities

•     Social Media – research, connect with and directly interact with potential prospects, join and become active in relevant groups, post pertinent articles/white papers to help you be seen as an expert

Partnerships

•     Identify potential markets for partners

•     Research who’s who in the marketplace

•     Connect with and Directly interact with potential partners

•     Make introductions to client once identified and qualified

Prospecting

•     Lead Generation

•     Lead Qualification

•     Understanding of Prospect Needs

•     Introduction to Client as the expert to handle the identified need

Communication

•     Managing the communication before, during and after the proposal

•      Asking the questions you can’t ask

•      Ensuring we’re on the same page as we move through the buying process

When done right, outsourcing will both help your company grow and save money. This article from About.com outlines the top 4 advantages to outsourcing your business development needs.

  1. Focus on Core Activities: Every aspect of your business requires great attention to detail. Outsourcing those activities in which you simply do not have the resources to address properly, will allow you to re-focus your time without sacrificing quality or service.
  2. Save Money: Perhaps you do not have the money to hire another, much needed employee. Instead of ignoring some aspect of your business or hiring an employee that you cannot afford, outsource your extra needs to a well-qualified company. Outsourcing will often cost less than hiring a full-time employee, meaning you are getting the attention to detail you need, but at a fraction of the cost.
  3. Flexibility: Instead of hiring seasonal workers/employee during your busy season, outsource your additional work.
  4. Continuity & Risk Management: Outsourcing will provide a level of continuity to the company while reducing the risk that a substandard level of operation would bring to the company.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

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