Monthly Archives: July 2015

July 8th, 2015

Micro-moment Sales and Marketing

micro-moment-sales-and-marketing

Can micro-moment sales and marketing help restore balance in the playing field?

Mobile devices and 24/7 access to information have certainly changed the way business is conducted. Case in point: More than half of all searches on www.Richardson.com are done on mobile devices, the numbers rising to 52% from 19% in less than a year.

In a B2C world, such a dramatic and rapid shift would make more sense, driven by on-the-go searches by consumers looking for restaurants or best product prices. But for a B2B company like Richardson? It’s hard to imagine someone waiting in line for a latte to suddenly tap her iPhone and say, “Siri, I need to implement a sales training transformation for my 5,000 global sales reps — which providers should I call?”

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July 6th, 2015

The Real Moneyball: The Importance of Analytics to Improve Sales Forecast Accuracy

sales-forecasting-accuracy

The Real Moneyball: The Importance of Analytics to Improve Sales Forecast Accuracy

The term “moneyball” is best known for applying an analytical approach to evaluating players on the baseball field, as written about by Michael Lewis in his book of the same name. The concept of moneyball can also apply to the field of sales, where analytics are used to improve sales forecast accuracy.

In my role as Director of Sales Operations at Richardson, I manage support functions that are essential to sales force productivity. When I took on this role in 2012, my primary goal was to improve sales forecast accuracy by providing insights into performance trends, identifying gaps, and recommending ways to fill those gaps.

To do this, I had to develop meaningful reports that would highlight trends and key deals, while assisting the sales team in managing the pipeline. These reports also had to give senior management the detail and visibility needed for decision making on additional strategies and whether to become personally involved in specific opportunities.

To me, there are two key aspects of sales forecasting. One is the analytics of deals in the pipeline. I use these metrics as a pressure test to qualify the risk of the forecast. This is important because, at the end of the day, if senior leadership is making decisions about investments, incentives, or promotional programs on the basis of information that I’m providing, I need to make » Continue Reading.

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July 2nd, 2015

Make a Thank You Call to Help Build Relationships

build-relationships

Way back in 2002, Richardson’s founder, Linda Richardson, published a Cyber Sales Tip called “Make a Thank You Call to Help Build Relationships.” I found this email newsletter while cleaning up some of our archives and in honor of #tbt (Throw Back Thursday) and the pending holiday weekend, I thought I would post it to our blog site as these points are sometimes lost in today’s digital world and are still quite relevant even 13 years later.  Hope you in enjoy this post and “thank you” for your readership and support of our blog.

Make a Thank You Call to Help Build Relationships

If you like feeling appreciated by your clients, if you want to strengthen and build relationships, and if you want to win more business, start making thank-you calls today.

Certainly the thank-you call after a meeting or when you win a deal is expected, but the ones after the sale at any time or triggered by a milestone (such as one month or one year after the project, pilot, or implementation…) to say thank you has tremendous relationship and selling power. For example, you could say, “It has been a month (a quarter, even a year, we just completed X and since…I wanted to call…) and I wanted to say thank you…”

Whether you get voice mail or actually reach your client, the power of the thank-you call is the same.

Here are some guidelines:

Tickle in » Continue Reading.

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