How to Use Sales Engagement to Improve Outreach & Sell More

sales engagement

This is a guest post by Rimma Sytnik – a Senior Digital Marketer at Reply with 4+ years of experience with email & messenger marketing, on-page SEO, and link building.

Did you know that a nurtured lead can make, on average, a 47% larger purchase than a non-nurtured lead? Did you also know that perceived indifference can cost you 68% of potential customers?

Buyer journeys are becoming more and more complex, not to mention competitive. To stay afloat, you should maximize every interaction you make with each potential customer. You need to focus on building meaningful relationships with your prospects through consistent personal interactions.

That is exactly what sales engagement is and, coincidentally, what this Process Street post is all about.

In this article, we’ll talk about the importance of sales engagement and give you some tips on how to get started. This is a brief overview of what’s to come:

So, let’s dive in!
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Sales Processes: 20 Checklists to Increase Sales in Your Business and Perfect Your Sales Process

9 checklists sales processes

For sales professionals today, only 34% of their time is spent selling.

This begs the question, what are they doing for the remaining 66% of the time?

Sales teams struggling to keep up with data entry, quote generation, and other tasks drag sales reps away from potential leads. As such, 54% are expected to miss their quotas every year.

What you need are optimized sales processes that outline the best sale practices drawing from up-to-date research and findings.

This is where Process Street comes to save the day.

In this article, you’ll find 20 structured sales processes based on industry best practices which you can access for free. Simply click Edit Checklist to add any process to your Process Street account, so you can start supercharging your sales process today!

For a quick taster, check out our MEDDIC Sales Process Checklist Template below:

Click here to get our MEDDIC Sales Process Checklist Template!

You can click on the relevant link below to jump to your template of choice.

Click on the subheader below to jump to the relevant section, alternatively scroll down to find out all we have to say and perfect your sales processes.

With that said, let’s get started!
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Managing Your Sales Funnel With Process Street

sales-funnel-processes

Sales will make or break your business

Outbound sales feed your team. Your cold-callers are foragers. Your senior sales staff are hunters.

They find the new clients and bring them back to the tribe of engineers and human resources staff who depend on them.

But we live in a more complex world than the hunter-gatherers of old, and with that comes the need for more complex processes.

The key to a successful sales process is understanding the overview.

There are lots of individual processes you can employ to improve different aspects of your sales and they need to fit together into a coherent sales narrative. Some call this narrative a sales funnel, and others a sales pipeline.

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How to Build a Kick-Ass Outbound Sales Team for Your Startup

In this episode of the Business Systems Explored podcast, we talk to Steli Efti, CEO of Close, a sales and CRM platform.

BSE-Steli
Listening to Steli Efti is like soaking in the most intense sales wisdom you’ll ever hear.

He’s a born salesman, and this interview is full of his detailed processes and quick-fire tips. From building, scaling and maintaining a sales team to generating outbound sales leads and closing deals, Steli lets us in on techniques that have helped him build the successful Close from (surprise surprise) an outbound sales service to a CRM.

He explains his “AQC” model for measuring the effectiveness of outbound sales, and how many cold calls you need to make every day to get results. I really loved hearing about testing whether it’s your leads that aren’t qualified or whether your sales pitch just sucks.

Use the links below to get the episode!

Links to listen

And remember, if you like the show, please leave us a review and rating. 🙂

Click below to subscribe on iTunes:
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Quote to Tweet

“Qualify, pitch, manage objections then go for the close. It’s a process, not rocket science” (tweet this)

Show notes

  • Steli reveals best practices and processes for building a killer sales team
  • What types of companies should bother implementing a sales team
  • Why Close don’t do outbound sales any more
  • Setting up an inbound sales machine
  • When to set up a sales team, and when not to
  • Using outbound sales as market research and pure hustle
  • Getting your first customer with outbound sales
  • A solid framework for outbound sales explained
  • Estimating the actual lifetime value of a customer to see if you need a sales team
  • Back-of-the-napkin math for calculating the cost of outbound sales
  • When it’s okay to pay $2 to get $1 back
  • A quick trick you can use to make outbound sales way more profitable
  • Identifying your ideal customer, and judging how hard it will be to implement outbound sales to go after them
  • The most overlooked ground rule of outbound sales
  • How to answer the question “does this scale?”
  • What to do when you run out of leads
  • Matching ideal customers to lead sources to reel in the best targets
  • Why trusting bought leads is pure stupidity and manual scraping is much more accurate
  • The types of professionals that are the easiest to sell to
  • A rarely used method of generating sales leads
  • You’ve got leads. What now?
  • Implementing a system to get consistent demos, meetings and sales
  • Planning out a month of sales activity in advance
  • The importance of testing constantly: emails, cold calls, offers.
  • Why 99.9% of outbound campaigns are high volume
  • What does ‘high volume’ mean? How many cold calls or emails is that per day?
  • Developing a minimum viable pitch
  • Overcoming the fear of sales
  • The most important outbound sales metrics to track when cold calling and emailing
  • Calculating your “reach rate” to measure your sale team’s effectiveness
  • The simple way to find out if a lead is qualified
  • Finding out if your leads are the problem, or if your pitch just sucks
  • Creating a list of common objections to close more deals
  • Why you should follow up forever

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