Take an Analytical Approach to Recessionary Tactics

Source: eGrabber Newsletters

An analytical approach to a problem involves trying out a mix of solutions, tracking the outcome of each solution implemented and ultimately finding the most effective remedy. Given that we live in a time of cutbacks, not many companies are taking the same analytical approach to their sales and marketing recessionary strategies.

Knee-jerk responses are likely to cause not only short-term damage, but also hurt your company in the long-term. The key here is to rigorously measure the performance of various strategies and tactics as a way of tracking what works and what does not. Offers, promotions, discounts, selling techniques, etc. should undergo a sustained performance measure. This can help you find effective solutions relatively quickly.

Move or Copy Items in ACT! Tabs between Contacts

Source: eGrabber Newsletters

Have you ever wanted to copy or move items from the Notes/History, Activities, Sales/Opportunities tabs of an ACT! contact / group to another? Here's how you can do it:

1.	Lookup the contact or group that contains the item you would like to move and select the appropriate tab (Notes/ History, Activities, or Sales/Opportunities).
2.	Highlight the item you would like to copy or move by clicking on the grey box to the left of the item. (Note: You can select multiple items in a range by holding down the Shift key while selecting them. Select multiple items that are not in a range by holding down the Ctrl key.)
3.	From the menu, select Edit >> Copy (or Edit >> Cut if you are moving the items).
4.	Lookup the destination contact or group.
5.	From the menu, select Edit >> Paste.

The item will now be pasted to the destination ACT! contact or group.

Lead Sales Discussions with Prospects

Source: eGrabber newsletters

One of the keys to become a successful seller is being able to lead a business-focused sales discussion. This creates a favorable impression in the minds of your prospects. Right questions at the right time enable you to lead the sales discussions.

Plan your questions ahead of time. Many sales people tend to make the mistake of assuming that they will be able to frame questions based on their conversation with prospects. But, you will not be able to both listen and figure out what to ask at the same time. So, in order to increase the effectiveness of your conversation, it’s essential to write down at least 5 key questions prior to every meeting. What you need to focus on in your questions will depend on where your prospects are in their decision cycle.

Leverage 'Reciprocity' to Increase Sales in this Recession

Source: eGrabber Newsletters

'Reciprocity' means to give and take mutually. When you give your prospects something, they feel an obligation to give back.

Ask questions that will educate you about your prospects and their needs. One question could be “What is the biggest challenge that you are currently facing in your business”? The objective is not necessarily to fix the problem, but to provide them support. Refer them to an article or white paper that can assist them in their area of challenge. Look for opportunities to provide information that is helpful to your prospects.

You’ll find that reciprocity brings down your prospects' resistance and often makes it easy for you to negotiate, build relationships or ask for referrals.

Expand the Decision Making Circle for Faster Conversions

Source: eGrabber Newsletter

The current economic situation has forced a change in decision making scenarios across almost all organizations. Gone are the days when a single person could make a buying decision. Today, with the stakes so high, companies have resorted to consensus-based buying. You need to get OKs from multiple stakeholders to close a deal. This means you have to change the way you sell.

Train yourself to get better at selling to multiple stakeholders. Save time by involving others in their company right from the start of the selling process. Depending on what you sell and who is interested in it, you might suggest meetings with your prospect’s boss, coworkers (peers), financial executives, technology evaluators, etc.

Locate Customers Not Contacted in the Recent Past

Source: eGrabber Newsletters

Have you ever wanted to get in touch with all clients who were not contacted in the last few months? You may want to send them an email or just call to see how they are doing.

ACT! enables you to quickly locate all such contacts. Here's how:

• Select Group >> New Group from the menu. Enter the Group Name (for example, Clients_3 months).
• In the Contacts tab, click on the Add/Remove Contacts option and a dialog box appears.
• Under the Dynamic members section, click on the Edit Criteria button to open the Group Criteria dialog box.
• Use the options (And/ Or field contents) in the grid and construct a query to locate customers who have not been contacted in the last 90 days.
• Click OK.

This Group can now be checked regularly to ensure that you are communicating with clients falling under the specified criteria.

Expand the Decision Making Circle for Faster Conversions

Source: eGrabber Newsletters

The current economic situation has forced a change in decision making scenarios across almost all organizations. Gone are the days when a single person could make a buying decision. Today, with the stakes so high, companies have resorted to consensus-based buying. You need to get OKs from multiple stakeholders to close a deal. This means you have to change the way you sell.

Train yourself to get better at selling to multiple stakeholders. Save time by involving others in their company right from the start of the selling process. Depending on what you sell and who is interested in it, you might suggest meetings with your prospect’s boss, coworkers (peers), financial executives, technology evaluators, etc.