daily sales tracker

Sales activity tracking, using a daily sales tracker, is a way of determining how each component in the sales process individually impacts the overall sales outcomes.

When someone is planning on losing weight, they track their daily eating habits and their calorie intake. Similarly, using a daily sales tracker is a helpful way to check whether a business is seeing results. 

Keeping track of the entire sales activity may be daunting, but an effective tracker will help take care of the details. (Side note: losing weight can be as challenging as increasing sales!)

Why use the Daily Sales Tracker?

The first and foremost benefit of having a daily sales tracker is that you have all the information needed for review in one place. For sales managers, it can serve as a basis for evaluating the performance of their team. In addition, you can also use the information from the tracker to identify trends and make any improvements, if required.

Business owners and entrepreneurs usually have the same question in mind – “How do I increase sales?”. They would typically find the answers in sales metrics. However, most business owners and entrepreneurs do not have an answer to that because they don’t know their metrics. It is impossible to improve anything without tracking the parameters that affect it.

What metrics need to be tracked?

One can divide sales metrics into two categories – quantitative and qualitative. Combining insights from both sets of data will help you get an unobstructed view of the sales activity.

Quantitative metrics to record in your daily sales tracker 

daily sales tracker tracks quantitative sales metrics

Quantitative metrics include raw data that is completely unbiased. Analyzing this data is generally easier and straightforward. Some examples of quantitative data that can be recorded are:

Number of meetings set up and opportunities created

An opportunity is basically a conversation that can end up in a meeting, making way for a further sales discussion. It is important to identify the KPIs at this stage, which serves the overall goals. It is difficult to have too many meetings set up, so tracking the meetings daily, using a tracker, is useful. 

Top sources of opportunities

By recording the sources, businesses can focus on the most beneficial source of leads. With this, they can keep track of how they invest in each of the sources and leverage their budget.

Analyzing lead sources also serves as an indicating parameter in improving and modifying strategies. It helps you acknowledge the dynamic nature of your business, and craft your plan accordingly.

Average amount of time spent on a lead

Before deciding how much time to spend on a lead, it is crucial to define what a lead is for your business. This enables the business to identify the cost per lead. Tracking the amount of time spent on a lead every day will help you recognize how efficiently the time and resources are utilized. 

Number of leads in different stages of sales pipeline

This is the average time taken by a sales representative to follow-up with a lead. You can use different strategies like – deciding to contact the prospects requesting an offer at the earliest and waiting for the right time to contact the prospects who have simply downloaded a free trial. 

Number of deals closed

This metric enables the manager to analyze the performance of sales agents. If you are tracking the total number of deals closed by an individual sales agent, you can easily identify what challenges are they facing.

Managers would be able to assist their team better by revamping improper strategies. Not only will it improve your sales process but it will also boost motivation for your team when sales start increasing.

Which Qualitative metrics to record? 

Qualitative metrics give meaning to quantitative data. It is subjective, hence, more difficult to assemble. While it cannot be gathered from any source, qualitative data is derived from the quantitative data collected.

Here are some of the examples of qualitative data that can be recorded in your daily tracker:

How well your salesperson performed?

This data can be derived from the earlier mentioned quantitative metrics such as – number of leads generated, number of meetings created, and the number of closed deals per day per salesperson. 

Why do people choose to buy or reject your products?

This can be calculated based on the reasons leads were lost. From this example, we can see how important it is to track the feedback from each lead. 

How productively is time being utilized?

This can again be based on the amount of time spent on each source that has the potential of generating leads, and ultimately sales. 

Now that we have discussed what data can be recorded in a daily sales tracker, let’s look at how it can be incorporated into daily practice.

How to track data in a daily sales tracker?

Daily sales tracker enables sales managers devise a clear plan instead of relying on hope as a strategy. By examining the sales results, managers have a proper insight into what worked and what did not. Taking inputs from here, they can create and implement optimized sales plans and lead their team towards success. Here is how you can do it.

Set goals and expectations

The first step to recording any activity is to have a vision for the future. Without having clear goals, the recording is mere statistics and a waste of time. So, the first step should be to set up the goals and expectations for the sales team and share the plan on an individual level. Onboarding new hires is faster when you have a sales tracker, so they know how and where to start.

Decide what you are going to track and be consistent

The next step would be to make a list of the activities that lead to a sale. Then, you can list out all the activities that each person would need to do daily to reach the next step. It is essential to set a standard for the sales team, so they know what is expected out of them.

Deciding where to track to maintain accuracy

Having a designated CRM will keep everyone informed on how the team is doing, as well as track progress on an individual level. Some businesses still use spreadsheets, although using a CRM ensures that the data is recorded accurately and consistently.

CRM does not only tracks your sales, but it also enables you to create a streamlined sales process that is highly efficient and effective in your business. It tracks your leads, opportunity, and sales throughout their journey in your company and empowers you to forge long-term business relationships.

Are you ready to start tracking your sales now? Looking for a CRM that does the job impeccably? We have just the daily sales tracking tool you need – try it free now!

lead management app

A usual day in the life of a salesperson is a constant hustle for managing a variety of tasks simultaneously. It is a repetitive ritual of sales calls, follow-ups, meetings, and so on. Especially when your lead inflow is high, the entire sales paradigm shifts into an untargeted and mediocre approach. Consequently, the results are far away from any reward or recognition. Lead leakages become quite prominent and potential buyers sway away to your competitors; whoever can assist them better. 

To stop these circumstances from prevailing in your company, you must fuel your innovative side.

Think! What are you doing wrong? Identify bottlenecks.

Most of them would be around, improper positioning of your product/service, haphazard sales pitches, shallow lead engagement, or missed follow-ups, these are the common ones. 

Wouldn’t it be nice if you could keep these in check, without lifting your finger? Well, there is a technological solution – Lead Management App. Paradoxically, it requires you to press a finger and then lift it. Click on the Lead Management System to see the solution in action and focus your attention on every lead, the way they expect it. 

Not convinced?  Let’s look at it in detail.

What is Lead Management App?

In today’s business landscape, every buyer has a particular need; they expect you to provide undivided attention to anticipate what’s important to them. The lead management app empowers you to leverage technology as the key to addresses their expectations.

Lead management app serves as an essential tool in capturing leads, scoring them by tracking, prioritizing them based on lead score, nurturing them throughout the sales funnel, and monitoring their interaction with your sales agents, even outside the office. Simply put, the lead management app maintains an organized repository of all your leads, with insights into their interests and expectations. It helps you to know your potential customers better and position your product positively so that it benefits them both personally and professionally. 

On-field agents can use lead management to auto plan their day, get a time-efficient overview of new leads assigned, pending tasks, meetings in the proximity, and more. Basically, the application makes them more productive by cutting the redundancies and providing relevant assistance in completing their tasks at pace. 

In a nutshell, the lead management app helps your organization to deliver results of commercial value by assisting the teams to become more productive, proactive, and efficient in achieving their sales targets consistently. 

Now, a creative mind would simply ask why they need a lead management app. Let me satiate your curiosity. 

6 Reasons Why You Need a Lead Management App 

Like your friend suggested, “Use excel sheets for managing lead”, that’s right, but majorly, for a lesser number of leads. When the lead volume increases, it becomes difficult, as it gets chaotic.

In the spirit where leads are most important, the lead management app enables you to clear out the chaos by bringing sales automation into the picture. 

To phrase it in simpler terms, the lead management app brings in all leads stored in different silos, under one platform. A comprehensive yet precise view of all leads in one place enables you to monitor and assist them better. Automation, on the other hand, clears the clutter of redundant tasks, like manually adding new leads, segmenting and distributing them, and so on. Now let us look at the exact reasons for you to think about the lead management app. 

Never miss a single inquiry

lead management app never misses a lead

Distraction is a daily guest in the lives of salespeople. You feel that you are concentrating, but in-fact, your subconscious is full of different tasks and activities to be done. In such situations, your attention gets divided and before you realize, you start missing inquiries. 

Salespeople swallow this bitter fruit of honest efforts and move on. When this becomes a periodic thing, the result is a sheer absence of any burning, driving passion; craving success in their role. Simply put, it becomes a monotonous job.

Being a sales leader it’s quite evident that you would not want your team to embark on such a sales journey. Instead, you want to keep them motivated, enthusiastic, and driven to surpass their targets. The lead management app supports this idea. It ensures that you do not miss a single inquiry, no matter how thick the things are. The lead management tool captures inquiries from all your channels – PPC, social media, website, etc, allowing you to focus more on vital activities like pitching your product/service and follow-ups.  

Engage your leads throughout the sales funnel

lead management app engages leads

The decision-making process of your lead can be a prolonged approach. Your leads could be comparing their options or evaluating your products/services. For this entire duration, you must keep them engaged with your company and cultivate your business relationship. 

The best way to do that is by reminding them about your company, time and again. Your marketing team would be working on different blogs, e-books, whitepapers, webinars, etc. Use these to get their attention. Supply relevant inputs at the right time to forge a robust relationship with your leads. 

The lead management app enables you to engage and nurture your leads, throughout the sales funnel. By identifying relevant triggers, you can send them personalized emails, introductory offers, webinar invitations, and more, automatically. These informatory and promotional inputs lubricate the sales funnel and promote frictionless conversions.

Improve the quality of your sales pitch and follow-up.

Sales pitches and follow up calls are prone to get robotic, when you do not understand your leads properly. Conveying a repeated string of words, woven into a “sales pitch”, would not deliver any gains, but will become counterproductive and undermine your company’s trust. 

If I can borrow a quote from the American drama, Friday Night Lights, I would say, “Success is not a goal, it’s a byproduct.”

Similarly, in sales, closing a deal is not a goal, it is a byproduct. It is a byproduct of forging a trustworthy relationship with your lead.

To do this, you must visualize your lead’s personal or professional goal. If you are selling to a B2B client, you must think like a leader, if it’s a B2C deal, empathize with the lead, put yourself in their shoes, and think how you can help them. It will enable you to gain their trust, sell your product. 

lead management app helps to improve the quality of sales pitch

Evidently, you cannot identify their professional goals with just names and email-ids, you need additional inputs. The lead management app helps you to gain these additional inputs by tracking the lead’s activity. The application shows you the entire journey of the lead through the website, their responses to your emails (CTR, opens, bounces), notes from phone calls and more. 

With this, you can find out what content is engaging your potential buyer, and pen down their interest. Subsequently, you can prepare sales pitches and follow-ups that position your product in-line with the buyer’s interest. 

Address your lead’s expectations

Time is a precious asset. A salesperson will relate to its importance, as they do not have much, neither do their leads.

So what happens when your lead expects you to follow-up, and you forget? 

It’s simple, the lead forgets to give you the deal.

It’s unfortunate but common. This does not happen because the lead is highly impatient, but your competitors prevent you from testing the lead’s patience. Lead management app sets reminders for your calls, meetings, and follow-ups, and empowers you to rise above lead’s expectations. Not convinced? Here is a piece of supporting evidence.

Increase the productivity and efficiency of field sales agents.

Field sales is not as simple as going from one meeting to another and selling your product. It’s a lot more than what meets the eye. Field sales is about strategy, comprehensive product knowledge, knowing your customer, and creating the right buying environment.

The lead management app serves as a beneficial tool for executing this. The application auto plans and prioritizes agent’s tasks based on meetings scheduled and various other logics. The application acts as a wingman by informing you about your meetings, navigating to the location, showing possible meetings in proximity and more. Conclusively, it increases the productivity and efficiency of sales agents by enabling them to complete more meetings in less time. 

lead management app increases the productivity of field sales agents

Additionally, it enables managers to track every field sales agent in real-time and record the actual number of meetings done by leveraging the geo-tracking and geo-fencing feature of the app. 

Lead Management App-Field Sales E-book.

Close more deals

Making a sale is clearly more than just following a straitjacketed sales routine. As any routine activity leads to routine thinking, the same applies to the sales ecosystem. You must understand that your leads are people with different visions, initiatives, and motivations, and one routine won’t suit all. They expect personalization and will be allured by it. 

lead management app helps in closing more deals

But even then, some leads are oddly disengaged. It may be because they could be looking for a completely different product, or have very little buying intention. In such scenarios, you would want to focus more on those leads that display a profound interest in your product of service.

But how will you identify that?  

Lead management app enables you to unravel this mystery by scoring leads based on specific criteria. For example you can score leads based on their visit to your website’s pricing page, response to your email’s, etc. After monitoring the lead score, the lead management app prioritizes the leads in real-time.

It empowers you to reach more potential buyers in a limited time frame, enabling you to close more deals with a fraction of efforts.

Try lead management mobile application on Play store and App store.

Final Thoughts

Lead Management App becomes an indispensable asset for businesses that aims at forging trustworthy relationships with their leads and gaining more customers. It enables you to leverage your creative thinking and personalize your sales methods by evaluating  lead’s mindset.

Lead management app offered by LeadSquared caters to your business needs at an affordable price, while being flexible, easy to learn, and use, even by teams with no prior tech background. 

As it is said, a true leader always strives for the betterment of their team. So, give your sales and marketing teams the benefit of technology and automation and help them achieve their targets well before-time. 

Get a free trial of the lead management app now. 

Key Discussion Points:

  • What is E-KYC & how does it work?
  • Types of KYC: Self-service eKYC, Video KYC, Biometric based eKYC
  • Limitations of offline/in-person KYC
  • What can you do to bring down authentication time from days to a matter of minutes?

Speakers

Abhishek Jain

Abhishek Jain
Pre-Sales Consultant, LeadSquared

7+ years of experienced Business Analyst/ Solutions Consultant with a proven track record in execution, collaborating, and coordinating with engineering, operations, support, and other cross-functional & executive teams. Currently, driving LeadSquared’s presales strategy in the West region, India & EMEA for the BFSI segment.


Shivaji M D

Shivaji M D
Pre-Sales Consultant, LeadSquared

7 years of leadership experience with gradually increasing responsibilities and a demonstrated understanding of project management processes. He also possesses an in-depth understanding of the areas such as retail, supply chain, sales, etc. with a focus on customer engagement and derivation of advice for products that are aligned with the customers’ demands.


medical device sales strategy tips

Medical device sales is a versatile line, and you need to be proactive to close the deals. The medical device sales strategies have gone through massive changes, even though the basic principles remain the same.

The 7 Medical Device Sales Strategy You Need to Know to Get More Conversions

1. Build a Strong Network

Medical sales is largely dependent on building a strong network of potential buyers. You should attend all conferences and seminars in the medical device sales field and speak to the participants and audiences. Try to chat up with important decision-makers who might influence a deal.

You can also hook on to social media, especially LinkedIn, to grow your professional network. The platform even makes it easy to track the key decision-makers in a company you need to approach.

Reconnect and engage with your existing network to build long-term relationships. Marketing your healthcare product to your network can be more effective in increasing sales than approaching strangers. 

2. Never Miss on Follow-Ups

Landing an appointment with your desired contact is a tough job. So, when you succeed in doing that, make all efforts to make the deal happen.

Statistics show that 80% of deals need at least 5 follow-up calls after the first meeting. However, 44% of medical representatives quit after a single follow-up.

Staying in touch with your prospect and influencing him subtly are subtle medical device sales tactics for deal closure. Engage your prospects with the right materials, resources, and presentations to make your products stand out. 

Push through the deal and capitalize on follow-ups for more sales. 

3. Make the Most of Email Marketing

Emails are 40-times more effective in bringing in new customers compared to Twitter or Facebook. In medical sales, emails take special importance as prospective clients are always busy. Doctors, surgeons, clinics, and hospitals deal with patients all day and have almost no time to attend to sales reps.

In such a scenario, emails can save the day and help you connect with your potential client. Your prospects can read the email in their free time, take time to consider the matter, and get back to you when it’s convenient. 

Don’t forget to personalize the emails for the most impact. You can also use an online email automation tool or a CRM like LeadSquared to save time, increase efficiency, and convert more leads. 

Pro tip: Combine your email marketing with social media marketing. Create official company pages, share posts, engage in related groups, and improve communication with prospects for more leads and conversions.

4. Adopt the Storytelling Method

Only 5% of people remember the statistics after a presentation. However, 63% of people retain the stories told. What does this tell you?

Sales reps who adopt a storytelling approach to selling get more success than their peers. Statistics are obviously important, but you need to weave them with benefits. 

For instance, medical sales representatives can tell a doctor, “Our machine can increase efficiency by 20% and improve clinical outcomes by 15%.” But as we saw, the statistics may not be remembered by your prospect. 

A better approach would be through storytelling. The same sentence could become something like-” Our machines increase efficiency by 20% and help you save overheads and operational costs. It also helps your patients reduce symptoms and pain by 15%.”

Which one of the above two statements you think is more memorable?

5. Don’t Be Shy to Ask for Referrals

You might be surprised to know that 91% of customers are ready to give referrals. What’s more surprising is, only 11% of medical sales representatives ask for them!

Now that you know the secret, go ahead and ask every client to give some referrals. You can even ask for referrals from clients that didn’t convert. Even if they didn’t find your product useful, they might know someone who may!

It pays to be direct when you ask for referrals. The worst you can face is a single, “no.” So there’s no harm in being direct.

6. Be Ready for Complex Conversations

Medical device sales is a complex field. You should always be ready for difficult conversations, and do your homework to prove your knowledge. 

Knowing your product is essential, but not the only requirement. You also need to know and understand your buyer. 

Take the time to study your target hospital or clinic to discover unique pain points. This will give you the insights to align your product or service with that of your prospect. Some of the important things to look out for include-

  • Volume of diagnoses
  • Amount of procedures 
  • Quality measure performance
  • Outcome of treatments

Your sales reps should also be on top of the latest market developments and trends. Healthcare is an evolving field, and you need to keep yourself updated all the time. 

7. Empower Your Medical Sales Representatives with Resources

Medical sales representatives nowadays use mobiles and tablets to pith their products to doctors or physicians. Adopting this medical sales tip makes a big difference, and helps convince your prospects better. 

In this regard, videos are proving to be too effective. Consider the following-

medical device sales tips

Using videos to generate awareness and highlight the benefits of your product can work wonderfully to increase sales. Videos also form a better understanding and help medical sales representatives explain complicated topics more easily. 

Consider a Reliable HIPAA Compliant CRM

CRMs help you get and convert more leads. You can track and nurture each prospect, get autosuggestions on the next steps, and never miss a follow-up. 

LeadSquared is a leading CRM that enables medical businesses to boost sales and productivity. You can also speed up your sales cycles and earn more revenues and profit. It also has a mobile CRM to track the location of agents, check what medical representatives are doing, geo-fencing, and automated day plans.

drug rehab marketing

Running a drug and rehab center is a rewarding job. You provide hope to countless people for starting a new life and quitting their harmful habits. However, you also need to turn a profit to be able to offer your services.

Today, we will learn how to do drug rehab marketing or addiction treatment marketing in this digital age to maximize your revenues. In the process, you will create a good reputation and stand out as a respectable center of recovery. 

Drug rehab marketing strategies

1. Set Up an SEO Optimized Website

The first and foremost step is to create a professional website. 64% of patients book appointments online in the healthcare industry, so not having a website means lost clients. 

Your website acts as a landing page and information center for people looking for drug rehab services. Be sure to mention your contact details clearly with a phone number prospective clients can always reach.

Be mindful of SEO and take the help of a digital marketing agency if you lack the talent to optimize your website. You have to perform keyword research and market research to do search engine optimization and land in the search results across the internet. Also, create a patient portal with online registration with multiple payment methods. 

2. Join Social Media

Social media platforms like Facebook, with over 2 billion users, can help you expand your reach to a large market. Sign up on Facebook, Twitter, Instagram, YouTube, and create official pages. Share updates, news, content, videos- anything that attracts attention, creates engagement, and generates leads. You can also run social media marketing campaigns.

You can also join LinkedIn if you are targeting business clients like hospitals. 

Join the recovery groups, participate in the discussions, and try to become a thought leader. You can then suggest your treatment programs where applicable and get more customers walking in. 

3. Consider Call Tracking

According to research done by GetApp, 50% of clients still use the phone to book appointments in the healthcare and wellness industry. It’s obvious to have your phone number on your websites, ads, citations, and anywhere applicable. Along with that, you should have a system to track inbound phone leads as they convert much better than online leads.

drug rehab marketing strategies

Call tracking is a solution that tracks your calls from all sources- online ads, newspaper and magazine ads, website, social media, and blogs. You can get important details like-

  • Source of call 
  • Caller name and location
  • Time and date of the call
  • Call history
  • Keyword that generated the call

The information helps you form insights about your customers. You can listen to call recordings to generate customer insight.

Call tracking also helps convert more phone leads, just like a CRM does for online leads. You can check out our integrated call tracking solutions with LeadSquared’s Healthcare CRM and capture leads from the software and engage using text, emails, and calls. 

4. Create and Share Quality Content

Sharing content is one of the best ways to market your addiction recovery center. You should create quality blogs that generate awareness about-

  • Consequences of drug abuse
  • Effects and dangers of various substances
  • Ways to stay away from drugs
  • Methods to deal with addiction

You can blog about anything and everything that helps victims of substance abuse lead a healthy life. Share your blogs on social media for more traffic and leads. 

Drug rehabs can especially benefit from being active on YouTube. Create and share short 3 – 5-minutes videos with helpful tips and share on your channel. YouTube is the second-largest search engine and can be a good place to generate leads. 

5. Get a Dose of PR

Having your name featured in publications, news articles, and other places can build your reputation and get more clients walking through your doors. You can approach journalists, physicians, and other stakeholders to mention your business in their reports, blogs, talks, webinars, or lectures. The scale of PR activities should also be performed while keeping the marketing budget in mind as PR can sometimes cost a fortune.

Never miss a chance to highlight the good work you are doing. Create and share stories about clients whom you enabled to get sober and lead a normal life. Local newspapers often run stories about notable recovery organizations, so do your bit to get some limelight. 

6. Ask for Testimonials

Your prospective clients are more likely to trust the words of a fellow substance abuser more than anyone. So when your clients leave positive feedback, other victims believe them word-to-word.

Always ask for testimonials from your clients. Ask them to share their experience at your recovery center and things they liked. You shouldn’t try to manipulate their feedback and encourage honest reviews. If anything needs to be improved, work on it, and get it done.

Proudly share and post your testimonials on your website, social media, and any place people can see. Be proactive in dealing with negative feedback and try to resolve the issue or misunderstanding quickly. That grows your reputation and makes you appear committed to the clients. 

7. Advertise if Required

You can consider investing in advertisements to capture more leads. Recovery centers can benefit from running PPC ads on Google and Bing targeting the right keywords.

Google is now limiting ads with some drug rehab-associated keywords, so choose your keywords carefully. You may also need to get a LegitScript Certification to be able to take advantage of PPC. 

Social media advertising is also a good way to generate more leads. Facebook is a great place to find local customers and target them using demographics, location, and other metrics. You can also create advertisements for YouTube to bring in more traffic. 

You can even run print advertisements in newspapers, magazines, and publications that deal with addiction and recovery. 

Manage Everything with a Marketing Automation Solution

Manage your marketing like an expert and convert more leads using LeadSquared HIPAA compliant healthcare CRM software. It’s an end-to-end marketing solution that helps you capture, nurture, and encourage patients. You can also boost engagement, improve patient experience, and measure the performance of your marketing efforts.

LeadSquared enables drug rehab marketing and recovery centers to increase conversions for more revenues. The solution also lets you create self-service customer portals and carry out omnichannel communication. You can even streamline workflow, automate tasks, and save costs for more profit.  Contact us to know more.

sales methodology

Executing a sales methodology is a task that has puzzled even the best salespeople in the industry. The reason is simple, choice of a particular sales method depends on a variety of factors that includes the nature of the product, lead’s mindset, their stage in the sales pipeline, buying intent, etc. One should consider all these factors before making a choice.

But this is not all. Depending on the deal, sometimes, you may have to take bits and pieces of different sales methodologies and craft one for yourself. So let us start with the basics.

What is a Sales Methodology?

Sales methodology acts as a guide on “how” to sell. While a sales process applies to the entire sales cycle, a sales methodology deals with specific parts of the process. It allows sales representatives to use proven methods to solve problems.

Every business should have a sales methodology that best represents its values, product, and market. The right methods equip the sales team with several benefits, such as – process clarity, identification of best practices to improve success rates, tools to evaluate sales events, unity across the organization, and tactics to deal with sales challenges.

How to Implement a Sales Methodology?

There are certain factors that you need to consider before executing a sales methodology in an organization. And, it is vital to understand these factors first rather than diving directly into the different sales methods.

Sales Methodology Implementation
  • Planning the entire sales process – The first step should be to map the present sales stages of the buyer’s journey. With this, you can adopt different methodologies for different stages. Each process stage needs to be clearly defined and structured.
  • Understanding the buyer’s needs – Once the sales process is laid out into stages, it would be necessary to bridge the gap between the salespeople’s offering and the buyer’s need. Therefore, it is crucial to recognize the buyer’s technical, financial, and personal needs, as well as their motivations.
  • Developing methodologies for each stage in the sales process – Each stage in the buyer’s journey should have a sales method that best supports them. The sales methodology should guide what the sales representatives should do at a particular stage.
  • Incorporating coaching and training materials – The most significant part of executing a methodology is to have the right training material that can help the sales representative enhance their skills and foster accountability.
Sales hacks and tips

Top 8 Sales Methodologies:

1. Solution Selling

The basic concept of solution selling is selling a solution rather than a product. It focuses on knowing the customer’s unique needs and offering them products with tailored solutions. This method acknowledges that buyers today are more informed.

Solution Selling is suitable for industries with highly customized products and services. It is not ideal for organizations that provide simple and standardized solutions, and organizations that sell primarily over the phone.

2. SPIN Selling

In this method, the salesperson guides the prospects to identify the product’s value rather than openly telling them about it. SPIN is the acronym for the four types of questions a salesperson should ask.

  • Situation questions – to understand the prospect’s current situation;
  • Problem questions – to learn about the prospect’s problems;
  • Implication questions – to get the prospect into thinking about the outcomes of not addressing their problems;
  • Need-payoff questions – to get the prospect thinking about how the situation would be better if the problem is solved.

SPIN Selling is the best consultative selling method for Tech and SaaS companies. Just like solution selling, it is a good fit for firms with customizable offerings. It works best in smaller, more transactional sales with a lesser number of stakeholders involved in the buying process.

3. Target Account Selling

In this method, each sales agent works on a handful of accounts rather than infinite opportunities. Target accounts are the ones where there can be maximum sales because it matches the ideal customer profile.

Target Account Selling is an excellent sales methodology if you are managing sales through a complex network. It is because this method breaks the entire process into key parts.

4. Challenger Approach

The Challenger approach aims at educating the prospects about a problem they either don’t have or underrate. It helps you to tailor the sales process as per their needs and taking control of the discussion. Challengers bring in new ideas and address bigger problems that the prospects may be facing.

When introducing new product categories, Challenger Approach will prove most useful because often buyers don’t realize the problem that the product would be solving. It also works well in highly competitive markets, since the pitches focus on the strengths.

5. MEDDIC Sales

This sales framework focuses on the idea that better customer satisfaction leads to higher sales. It can help save time and resources spent chasing bad sales leads. MEDDIC takes the sales agent through a six-part process with each of their accounts. It stands for: 

  • Metrics – What is the measurable impact of the solution? 
  • Economic Buyer – Who is the financial decision-maker?
  • Decision Criteria – What is the formal evaluation criteria for choosing a vendor?
  • Decision Process – How does the company make decisions?
  • Identify Pain – What are the primary pain points and the consequences of the problem?
  • Champion – Who is selling on your behalf?

MEDDIC works best in B2B selling environments with complex internal systems and multiple buyers.

Read more about the MEDDIC sales process

6. Sandler Selling System

This methodology emphasizes on building a relationship by playing the role of a trusted advisor instead of an aggressive salesperson. It prioritizes building mutual trust between the salesperson and the prospect. Objections, time, and budget restrictions are dealt with upfront rather than later in the sales cycle.

You can adapt the Sandler Selling System to most selling situations because of its versatility.

7. SNAP Selling

SNAP selling methodology accepts the buyers’ busy schedules and offers ways to get their attention. It includes four directives for sellers: 

  • Simple – It involves making the process as simple as possible for the buyer to adopt the solution.
  • INvaluable – Demonstrate the value of the product.
  • Align – Align the products to meet the buyer’s challenges, objectives, and needs.
  • Priority – Focusing on what’s most important for the buyers.

SNAP is suitable for companies that conduct transactional B2B deals and that sell inside crowded markets. It also works well in an organization building its sales and marketing efforts through a solid CRM and has its process streamlined.

8. Conceptual Selling

This methodology emphasizes the perception that people buy a product based on the concept of a solution it offers. The seller focuses on listening and understanding a prospect’s perception of their product. The five stages of questions in conceptual selling are 

Confirmation question – to reaffirm information; New information questions – to clarify the prospect’s concept of the product; Attitude questions – to understand the prospect on a personal level and what they can gain from a solution; Commitment questions – to know how invested the prospect is in finding a solution; Basic issue questions – to address potential problems.

Conceptual Selling is not a good fit if the selling process involves exchanging small amounts of information. It is best suitable when working with large accounts with multiple stakeholders. Here a lot of information exchange is involved between the buyer and the salesperson.

There are several sales methods available for an organization. We have covered some of the common models above, and how to choose the right one.

While there are many sales methodologies available out there, you must explore and test to figure out which of them works best for your business. These methodologies can help equip a sales team to sell a product effectively.

LeadSquared CRM Software helps implement sales methodologies by tracking customer activities and providing rich customer insights. With this, you can adopt and execute the best sales methodology for the buyer’s stage and take them towards frictionless closure.

Take a free trial of LeadSquared now and see for yourself.