ISM Spotlight: Ollie Sharpe, SalesLoft VP of Revenue, EMEA

Most successful sales people use storytelling in their customer conversations. Yet this technique is often not used as effectively as it might in sales proposals and pitches. Join us to hear some of the storytelling techniques that you can use on your next proposal or pitch to make them more persuasive and compelling.

Do you know the majority of times what is responsible for zapping your business into losses? It’s your dawdling and rambling sales function. So what can be done to secure profits and achieve success in sales generation? Consider sales outsourcing.
It has been observed that most businesses generate sales and marketing shifts with in-house solutions. They either employ a dedicated team of sales and marketing professionals or burden the existing employees by asking them to perform multiple roles. However, in both cases, if the acquired team results in inconsistent sales generation, the direct loss bearer is the organisation. In such a case, businesses tend to fall silently, despite ongoing efforts. But with sales outsourcing, this effort can be targeted in the right direction. Sales outsourcing is an excellent medium for companies to attract high volumes of sales for their products and services using a third party. It helps you collaborate with a sales expert who works as an outsourced interlocutor for your company and services. With the market getting more and more competitive, sales outsourcing can be a proven success weapon for your business.

Also known as customer retention, repeat business is when a customer shops with your company repeatedly. In the best-case scenarios, these customers become loyal supporters of the brand and shop with you regularly over time.
An increase in customer retention has the same effect on a company's profits. The more times a customer comes back and has a positive experience purchasing a product from you, the more likely it is that they'll return in the future and tell their friends.
To earn repeat business, you need to make sure you're doing the right things. The techniques discussed on this webinar is a great place to start

Retaining your existing clients is more crucial then ever before and yet many organisations leave this to chance by not having effective renewal and retention strategies in place. Join us to hear how Strategic Proposals is helping organisations to maximise their retention rates.

Good design makes you money. It tells customers that your product is a cut above the rest. Humans are visual beings and design has the power to make an immediate emotional connection.

Simon Hutchings from design studio Visualise shares his expertise on how
design can make strong first impressions, build customer relationships, help execute successful campaigns, and make your business more profitable.

There is a popular school of thought that suggests demand generation is the responsibility of marketing, and that salespeople’s time is too valuable to spend on prospecting. Instead, they should spend their time responding to marketing-generated leads.

Needless to say, we disagree with this point of view.

We don’t believe that salespeople should waste time cold calling low-quality prospects. However, we do know that sellers can build awareness and credibility with targeted prospects by using micro-marketing methods.

Sales leaders can help salespeople develop micro-marketing skills through a combination of formal and informal approaches. Formally, you can support sellers by making sure they have the right messaging and insights to offer to buyers.

However, sales leaders can also encourage salespeople to step up and develop their own expertise, or to take some of the ideas that marketing is providing and put their own twist on them. Sellers should be able to take big concepts and make them relevant to each buyer.

Sellers can be a powerful source of insight to customers, which will lead to more opportunities. As a sales leader, don’t let your salespeople off the hook for new business development. Instead, encourage them to focus and develop their own expertise. Micro-marketing skills will go a long way towards helping salespeople to position themselves as experts and engaging with early-stage buyers effectively.

So, register to this webinar as we will discuss what effective micro-marketers can do to engage with early-stage buyers.