​A while back, I wrote an article called 12+ Tips to Help You Close More Sales with the Right Prospects. The feedback was amazing, and I was happy to see I was able to help so many salespeople and sales teams.

Because of the feedback, I decided to write another article just like it. This one is about 12 quick strategies for your sales team.

1. Set clear goals

Your sales team wants to know what you expect of them. Set clear goals for your team and individual team members, and make sure they know exactly what's expected of them.

Your sales team should know how many calls they're expected to make and how many leads they need to generate. They should also know how many deals they need to close and how much revenue they should be bringing in.

2. Focus on the right prospects

With so many tools and strategies to choose from, it's easy for salespeople to get overwhelmed and spread themselves thin. This is why it's important to focus on the right prospects.

Use your tools and data to identify the prospects that are most likely to convert, and then prioritize your efforts accordingly. This will help you stay focused and make the most of your time.

It's also important to remember that not all prospects are created equal. Some will be more valuable to your business than others, so make sure you're spending the majority of your time on the prospects that have the potential to become high-value customers.

3. Qualify your leads

Not all leads are created equal. Some are ready to buy, some are still shopping around, and some may not even be aware that they have a problem your product or service can solve.

That's why it's important to qualify your leads. This means determining how likely they are to make a purchase and how quickly they are likely to do so.

You can do this by asking the right questions, such as:

  • What is your budget?
  • What is your timeline for making a purchase?
  • What is your role in the decision-making process?
  • What other solutions have you considered?

By qualifying your leads, you can focus your time and energy on the ones that are most likely to convert, and you can tailor your sales pitch to their needs and preferences.

4. Use a CRM

CRM stands for customer relationship management. It's a type of software that helps your sales team keep track of all their leads and customers.

A good CRM will allow your team to easily see where each lead is in the sales process, what their needs are, and what the next steps are. This can help your team stay organized and focused, and it can also help them provide a better experience for your leads and customers.

There are many different CRMs available, some CRMs are marketing-focused (ie. Marketing CRM) like Hubspot while others are sales-focused (ie. sales CRM) like Breakcold. so take the time to find the right one for your team.

5. Automate your sales process

Take the busy work out of sales by automating your sales process. You can use sales automation software to automatically send follow-up emails, schedule calls and even score leads.

This will free up your sales team to focus on selling to leads that are most likely to convert, and it will help them be more efficient and effective in their sales efforts.

6. Create a sales playbook

A sales playbook is a collection of resources, tools, and strategies that your sales team can use to close more deals. It should be a comprehensive guide that covers everything from how to qualify leads to how to overcome common objections.

Your sales playbook should be a living document that's updated regularly to reflect changes in your business, your industry, and the market. You can create a sales playbook from scratch, or you can use a template to get started.

A sales playbook is a great way to ensure that your sales team has all the information and resources they need to be successful. It can also help to streamline your sales process and improve efficiency.

7. Improve your sales pitch

One of the most important sales strategies is to make sure your sales pitch is effective. A good sales pitch should be tailored to the customer, highlight the benefits of your product and answer any potential objections.

To improve your sales pitch, take the time to research your customer and their business. This will allow you to personalize your pitch and show the customer that you care about their needs.

You should also make sure that your sales pitch is concise and to the point. Don't waste the customer's time with unnecessary information. Instead, focus on the most important points and be prepared to answer any questions they may have.

8. Overcome objections

It's important for your sales team to be able to identify and overcome common sales objections.

When a prospect has an objection, it means they're not 100% convinced that your product or service is the right solution for them.

Common sales objections include things like:

  • “I don't have the budget for this.”
  • “I'm already working with another company.”
  • “I'm not sure if this will work for me.”

Your sales team should be prepared to handle objections in a way that keeps the conversation moving forward. This means actively listening to the prospect, acknowledging their concern, and then providing a thoughtful response.

If your sales team is able to effectively overcome objections, they'll be much more likely to close deals and grow your business.

9. Create a sense of urgency

A sense of urgency can help you close a deal faster. You can create urgency by offering a limited-time discount or deal, or by making it clear that the prospect needs to act quickly to solve their problem.

You can also create urgency by setting a deadline for the sale. This can help you avoid getting stuck in the “follow-up loop” and can help you close the deal more quickly.

10. Ask for referrals

Referrals are a great way to get new leads. If you have a good relationship with a customer, ask them if they know anyone who might be interested in your product or service. If they do, ask them to introduce you.

You can also ask for referrals from people in your network who might know someone who would be a good fit for your product or service.

11. Offer additional products or services

Your sales team can also increase revenue by selling additional products or services to existing customers. These customers have already bought from you, so they already know and trust your brand.

To identify the best opportunities for cross-selling, look at your current customer base and identify any gaps or needs that you can fill. Then, create a targeted sales strategy to sell these additional products or services.

12. Analyze your sales process

Finally, it's a good idea to analyze your sales process to determine what's working and what isn't. You can do this by tracking your sales metrics and KPIs.

For example, if you notice that your sales team is spending a lot of time on leads that don't convert, you may need to re-evaluate your lead qualification process. Or, if you notice that your sales team is struggling to close deals, you may need to provide additional training and support.

By analyzing your sales process, you can identify areas for improvement and make changes that will help your sales team be more successful.

Conclusion

So, what's your favorite sales strategy?

With all the different ways to sell, there's no one-size-fits-all answer. However, with the right strategy, you can put your business in the best position to succeed now and in the future.