When speaking about the business industry, the most important elements are the three C’s: company, client and competition. These terms are intertwined because they cannot exist without each other.
You would think that a successful business is one that dominates all of its competitors, but that’s not always the case. One thing is certain: a successful company achieves all its goals, especially when you want to secure your sales.
In the next paragraphs, we’ll explain exactly how to secure your sales and grow your business fast.
Make sure you keep your notebook close and your pen even closer!
Inbound and Outbound Sales
There are two types of sales: inbound and outbound sales.
In the last 10 years, inbound sales gained more and more popularity. It is an efficient solution for firms as it brings customers in a cost-effective way.
Yet, outbound sales are still one of the most effective strategies. It establishes trust, helps win large sales, and maintain control.
The truth is that both strategies should be viewed as tools for meeting certain goals, as they both have advantages and risks.
Processes should be determined by the strategy used by a company to build its team. Naturally, this should be based on the sales team’s setup: goals, audience, product/service, etc.
To summarize, there is no perfect and predetermined strategy that companies should follow. Actually, in most circumstances, a successful approach requires both strategies, inbound and outbound.
Going deeper into the subject, you’ll discover how easy it is to optimize processes in order to secure your sales and achieve success faster.
Outbound sales
With a lengthy history, selling is one of the oldest professions. The outbound sales technique has had an impact on how we all sell and how people buy. Starting with door-to-door selling, those methods and techniques have been constantly updated to keep up with times. Outbound and inbound methods are two phrases we hear a lot these days.
Outbound Sales vs Inbound Sales
The answer is simple: outbound sales occur when a seller contacts a potential client. Inbound sales, on the other hand, happen when a prospective buyer approaches you. The conclusion we can draw about these techniques is:
- Inbound sales are cost-effective but not always exact, usually taking longer to occur than outbound.
- On the other side, outbound sales are faster, more precise, and can result in a significant number of sales.
Although outbound prospecting is often the job of the salesperson, sometimes it is also shared with marketing or sales leadership teams.
In order to find the best clients fast, companies must invest a lot of time and human resources in the process. Yet, due to detailed prospecting, the outbound strategy helps narrowing the customer list and can be a big step towards the goal to secure your sales.
In sales, it is essential to document each stage and pay attention to information, these processes can take a lot of time. Thanks to the evolution of technology, situations like that can be overcomed with modern solutions, such as CRM software. We recommend Zimplu CRM, but you can use any other solution that fits your needs.
Customer Relationship Management software helps companies manage their operations easier, waste less time on activities, and improve overall efficiency.
Providing lots of benefits, including those listed above, CRM software is a vital tool for today’s sales force. Furthermore, there have been studies that have concluded that:
- 57% of sales pros spend 3–10+ hours per week using CRM tools. (State of Sales, LinkedIn)
- CRMs are the most popular sales tools, followed by social prospecting, data services, email, phone, and sales cadence. (SalesforLife)
- 24% more sales pros meet their annual quotas when they have mobile access to their CRM. (Replyco)
Having a brief idea about outbound sales and CRM software, we can dive deeper and find more about their role and importance.
Outbound Sales and CRM
B2B Sales Process: Step by Step
The first step in outbound sales is prospecting. Companies create a list of potential clients with the purpose of reaching out to them.
These lists are usually created by salespeople and are based on factors such as similar traits, demographics or location.
After prospecting, the sales reps start contacting the possible clients to check whether they are a good fit for the product or service.
Contacting can be done in a number of ways, including through phone calls, adverts, and emails. Some sales teams even make personal visits to their potential customers, at their workplace.
The major purpose of this stage is to get any type of feedback from the prospects so that the sales process begins. Usually, the sales process starts when a potential customer transitions from unaware to receptive.
Qualifying a lead is the starting point for producing sales and has a significant influence on all actions that follow. Properly qualifying prospects, help sales reps spend less time on uninterested clients.
Handling objections, delivering a great pitch, and getting more deals are all necessary. However, the most important step in sales is successfully qualifying customers.
If you need fast results, the best way to go is with outbound sales, or of course, both inbound and outbound. On their own, inbound sales are cost efficient, but they take a lot of time.
With outbound sales, you are in total control. Starting from searching possible leads and qualifying prospects, and ending with the last step when you decide who you want to close the deal with.
Customer relationship management software, like Zimplu, is required for all these procedures. By helping you manage a big number of leads, prospects, calls and emails, CRM helps you boost sales productivity. In addition to that, it also offers you an overview of how your business evolves.
Handling large volumes of data may be difficult, if not impossible, without a CRM software.
Secure Your Sales with CRM
To recap, outbound sales are the quickest way to develop your business, but they need a significant attention to detail and a lot of prospecting.
CRM software not only aids in optimizing the procedures and fast growth of your firm, but it also provides you with many other advantages.
Zimplu CRM is the ideal solution as it provides you with the following features:
- Fast and accessible solutions, both on mobile and personal computer
- Customizable filters for each of the processes
- Intuitive menu and functions
- Easy and fast implementation
- Accessible reports that can be customized to your own needs
- Real time information and notifications
Now that you’ve learned all of these secrets, all you have to do is sign up for our 30-day trial and see how useful Zimplu CRM software can be.
PS: Interested to learn more about how to close your sales? Then click here to learn about the 5 Powerful Methods to Close a Sale!