- Customer Relationship Management (CRM) system. This is critical. There's nothing worse than sifting through business cards, loose papers, and Outlook records to understand what's going on with your customer relationships. Even worse: your leading salesperson has everything in her head or personal day planner, and has moved on to a new company. Invest in a software package that works with your processes and is easy for your sales team to use (Type A -- need I say more)? It will save you hassles in the long run and can assist with reporting on sales team performance and marketing campaign effectiveness.
- Web Site. Even if you make most of your sales calls in person, your web site functions in three ways. It's the calling card of the 21st century, it provides validity to the claims that you make in person, and it much easier to share a URL with a decision-making team that's in six offices worldwide than it is to fax or schedule a conference call. If you don't have one that clearly reflects your brand messages and your capabilities, stop reading right now and call us at 206.782.4040.
- Sales Kit. I know, we're in the digital age. But having a physical, tangible sales kit that has been customized for your one-to-one meeting speaks volumes. Even though a web site is imperative, do not rely on the prospect to just "go to the site" for information. You should be doing the work for the prospect, providing the different formats that they prefer so that they choose to do business with you. The sales kit should be polished, professional, and -- most importantly -- match the web site. Want to lose the sale? Use a design and message in your sales kit that is different from your web site (or vice versa). Nothing destroys trust in a new relationship faster than confusion.
2 days ago