Sales main goal is to generate as much new business possible in the shortest timeframe. One key point to achieving this is by decreasing the length of your sales cycle. First, you must break down the parts of the sales cycle, so you can see where the process can be shortened. Sales cycles generally have the following parts: prospecting, qualifying, pitching and closing.Read More
B2B Sales, Lead Generation and Marketing Blog
Growing your business to Latin America, try our top 5 tips to increase your success.
There is no point in finding the ideal profile of your operators if your company does not have a culture focused on relating to your customers and having them as the focal point of your strategy. Make it very clear what the purpose of the company is, its vision, mission and values.
- Be friendly
Personal relationships have a strong influence on the way Latin American’s approach business. Before doing business with you, a Latin American business contact will want to get to know you as a person first. This takes time but the importance of forming good, local business partnerships cannot be overestimated.
- Examine your own approach
Latin Americans are very sensitive to the approach made by non-Latin Americans seeking to do business in their countries. The business approach with a nice attitude in most Latin American countries is very cosmopolitan, some having gained considerable experience abroad, travelling extensively.
Be aware of trying to impose your own way of doing things, or of trying to do things the American way, the British way, the German way etc. The Latin American way may not sit comfortably with your usual approach but that does not mean it will be bad for your business. And, being completely blunt, you are, after all, the one moving in. When in Rome (or Latin America)
- Understand the Latin American style of communication
Latin Americans generally are friendly, sociable, respectful – and they don’t like to offend. They are chatty (so meetings can last longer than expected. Many non-Latin Americans view this latter trait as negative. However, a ‘yes’ that means ‘no’ has the potential to move towards a ‘yes’ meaning ‘yes’, once the individual has had the opportunity to get to know you better. Complicated? Not really; not when you understand how it works.
- Slow down!
The pace of life in Latin America is very different to the UK. The pace varies from country to country but as a general rule of thumb, you are advised to allow at least 25% more time to complete projects in Latin America compared to the UK – and be prepared to be very flexible with time keeping.
Topics: tips and techniques
From selling Microsoft solutions to managing Vendere Partners, we have had the opportunity of trying, failing and succeeding with B2B appointment setting campaigns many times. Based on our experience, the following are the top things we consider when starting a new campaign for a new customer.
The information technology industry is one of the top industries that benefit from appointment setting, mostly because it relies so heavily on building a relationship of trust with potential clients. But trust is not born overnight. It requires time, patience, and a whole lot of communication. But none of these things can be accomplished without first getting your foot in the door.Read More
The B2B landscape is changing, and it’s changing fast. Historically, B2B companies have not had to be as cognizant of pricing changes as B2C companies. Today, because B2B consumers are becoming as quick to purchase online as B2C customers, B2B product and service providers have to become as Internet-savvy as their B2C brothers and sisters when it comes to online sales.
The fact is that more B2B buyers are researching and purchasing online than ever before. They’re shopping online for the best products and services at the best prices. Manufacturers, distributors and suppliers, in particular, are doing more B2B direct sales as a result of upping online purchasing power.Read More
Your sales pipeline is your organization’s path to the future. When it gets blocked with irrelevant or unqualified prospects and leads, your path to the future becomes uncertain. Productivity decreases along with revenue, and your ability to maintain daily operations comes into question.
When a prospect presents a barrier to a sale, such as a problem, objection or flat-out no, how do you react?
Do you try to prove that the problem isn’t a problem? Do you try to convince them that there are flaws in their objections? Do you reinvent your pitch and hope that presenting things in a different way will turn the prospect’s no into a yes? Do you simply end the call?
Are your costs of doing business too high? One great way to control costs within your organization is by training employees in every department in a similar manner.
It’s no secret that whether you’re having a conversation with a prospect or creating sales and marketing collateral, the tone you use matters. Use the right tone, and you can successfully build your brand, promote your offerings and win more sales. Use the wrong tone, and you run the risk of diluting your brand, causing confusion and losing sales.
Suffering from "sales-itis?" It's the condition that all sales professionals suffer from at some point during the summer months. Symptoms include longings for unscheduled vacations, more sales with less work, footwear other than close-toed dress shoes, and frozen drinks to replace bad coffee and dry creamer.