Saturday, 23 October 2010 20:14

Driving Sales in a recession

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Sales are the key focus in the current turmoil. We’ve all experienced a drying up and gotten more than a little nervous about it. The normal channels are not working....

Sales are the key focus in the current turmoil. We’ve all experienced a drying up and gotten more than a little nervous about it. The normal channels are not working. I myself have found that cold calling is no longer any good for short term sales but is a mechanism for initiating contact with a view to building a relationship. This is where all short term sales seem to be coming from.

Once contact has been made and your prospect has indicated some level of interest in your offering then you have him on the hook. The reel in is going to be a slow one. This is where you can differentiate yourself from your competition. The immediate reaction of just about every sales person is to pursue this lead with amazing vigour. This happens because there are so few leads that anything they get they pounce on. We both know that doing this is going to frighten away 95% of the possible sales. The other 5% you were going to get regardless of what you did or didn’t do.

What we are after is that 95%. This is where the gold is and if treated right will sustain your business through to the next boom. There is an air of nervousness around these prospects. Hell it’s around all of us. Even though we have the money to invest in a new product or service we have to justify its expense and that takes time. In order for us to align ourselves to this new buying cycle, as sales people we must adopt new strategies.

The prospect will be ready to buy in their own time. Our job is to be standing in front of the customer when they are ready to buy. In the background we should be steering the customer in the direction of the sale with each communication.

And it is here we hit the heart of the problem. Communication. We know we have probably quite a few possible customers who have indicated interest from our cold calling trench digging endeavours. All of these are potential sales in the future and we need to be in constant communication with them to ensure we’re first in line when the decision is made to buy. We need to be constantly jostling to the front of queue in an ever increasing barrage of noise at our customer. This takes quite a bit of work. Or does it?

In order to make this job easy and less time consuming you need to have a system. A system which will allow you to easily target all or some of your prospect base for phone call, email, newsletter, upgrade, update or to let them know of some new widget you have to offer. It should be easy to use and make the job of communicating with a large number of possible customers as effortless as possible. It should also track every communication and possible piece of information about those prospects so you can easily personalise any correspondence. These systems are expensive because of the amount of sales they generate. Ask any of the airlines or supermarkets who pound you with offers and new products.

Imagine that you in a SME could harness that power on a much smaller level. You don’t have €50,000 euro to invest is such a system or the IT people to maintain it. Well you can. have found such a system and here is the kicker. It’s FREE. Yes the software is FREE. You could be keeping in contact with all your prospects on a regular basis and making it look personal even to a base of 300. They will be impressed and more to the point they will have your name in their head when the sales decision is made. All the while you’ll be helping them make that decision.

Project management is the bottom line when it come to effective marketing and sales conversions. It is now possible for the sales director to have access to sales dashboard software, allowing for maximum revenue through up to date sales and marketing tools. This campaign toolkit is centralised and expansive, facilitating a business strategy and allowing salesman reporting at the touch of a button. Enterprise cloud computing is quickly becoming an essential aspect of management systems and software. The profitsflow automated sales system can draw from your existing customer database and enhance your customer relationships. A modern sales and marketing strategy must involve contact management in order to reduce costs and increase sales. offers a sales opportunities database, leading to an increase in interactions with customers. An automated sales and marketing system, which facilitates a lasting customer relationship could be the centrepiece of your sales teams software. Customer relationship management and sales pipeline management will reduce costs and increase sales activity. The profitsflow approach to marketing software and sales management leads to better profits. To centralise your databases and have access to customers information in one easy to use management application will lead to less idle communication between your sales force, your existing customers and your potential leads.'s automated sales system will gather sales data, collate sales information and help monitor reps. With structured sales analysis at your finger tips, this integrated database system can draw from existing customer database, contact database, accounts software and more, help drive effective marketing campaigns. Both sales analysis and online customer service become a breeze, enterprise cloud computing in action. Integrated online call log system and online quote system prove inexpendable in maximising revenue. The profitsflow sales force automation software will increase sales activity greatly assisting effective marketing though centralised project management as a sales and marketing campaign system. Your sales strategy, marketing strategy and business strategy all become easier to manage with sales and marketing tools combined, your sales teams' software an aspect of your enterprise resource planning, all in one package. Reduce costs of marketing with effective management systems and software, improve sales conversions and maximise revenue.