What makes up a successful sales outcome?

Actions aimed at increasing sales should be considered in a broad perspective. There is a strange belief that generating a lead means a sales success, but that is only the beginning of the road to finalizing a transaction. Building trust is a process and it always starts with professional image and authority, which companies often forget. You build a company, invest in it your energy, passion, time and finances. Take care of the most important competencies because often even a small mistake can cost you customers. Below are some of the most important elements that will bring you closer to your goal.
 

It's said that you shouldn't judge a book by its cover, but unfortunately, in business, it's different. A website design that is in line with the latest trends will show that your company is working hard and is up-to-date with all the latest developments. This is one of the key elements of trust in the sales process, so if you have a limited budget, invest it first in your business card and then think about generating leads. It may seem obvious, but even in the 21st century, every tenth company that contacts us needs a new website and downplays this problem by explaining other priorities or lack of funds. This is a basic mistake that greatly affects sales efficiency. Look at the two websites below and decide which one presents itself better and generates more credibility.
 

Defining the customer's needs and trying to meet them is another necessary element to increase the chances of success. The more personal the message, the better. Every company, regardless of size, should develop valuable marketing materials. I'll be honest with you, even the biggest and most well-known brands don't have them! I often inform my clients about this topic and encourage them to create specific case studies, such as the implementation of platform X for the telco industry. Importantly, they should contain information about the specific benefits that the customer has achieved from implementing such a platform. How did it improve their work? How much did it save in costs? How much did it increase profits? The language of benefits and meeting customer needs is the most difficult characteristic of a good salesperson, but just describing the implementation and the list of technologies used in the project is not enough. Remember, less is more. Too much information in a presentation disorients. Define your target, analyze your target group in detail, and plan communication specifically for these people. Focus on placing the most important benefits of working with you.

There are people who know everything about sales, yet can't effectively sell. To build a solid sales team, look for employees with intelligence, curiosity, and a quick mind. Someone who can sell themselves and their work. The basic characteristics that characterize every good salesperson are special optimism and perseverance. Make sure your team asks the right questions about the customer's needs, problems, and goals. Clearly define your expectations for employees and motivate them accordingly. Provide them with the appropriate tools and standards that should encourage salespeople to behave in a specific way, consistent with the brand's DNA. It is worth standardizing those areas that have the greatest impact on sales, such as the content of the sent offer or the number of follow-ups in case of no response. If one consistent process is not established, salespeople may begin to create their own strategies, which may be difficult to monitor later. And if it's hard to measure something, it's also hard to manage it. However, it is important that standards become a help and support, not a limitation and inconvenience.

Time is money, the sooner you establish contact, the greater the chance of closing the deal. Unfortunately, in practice, it happens that some of our clients make contact a week or two after obtaining their lead, others make contact immediately, but after 1-2 attempts, they get discouraged. Unfortunately, it's hard to be successful in such cases.

Velocify states in its report that 93% of leads 
were contacted only on the sixth attempt.

The lead handling rule, or what will happen to the lead later, is very important. Everything should be clearly defined so that everyone knows their role in the process. The better the campaign is prepared and carried out, the more high-quality leads. The more hot leads, the greater the chance of creating a fruitful relationship with customers and sales. However, don't expect that out of 20 leads, you will be able to sign 10 agreements as it is unrealistic. If you need to acquire 50 customers a month and your sales department has a results at a level of 10-15%, you need 334 to 500 sales leads each month.