Overnight success is the stuff of fairy tales. People won’t magically discover your business, so you’ll need sustainable systems in place to create a predictable pipeline.
But if you think that to triple your sales you need to triple the number of salespeople, you are completely wrong. The focus now will be on generating qualified leads for the sales team to work with.
So after finding your niche, we need to be able to generate more leads, the book highlights 3 important points in generating Leads:
First, we have the Seed or Seeds: The customers themselves recommend your company to other customers. At this stage, it is a sign that your company has gained the support of those who invest in it.
then comes the Networks or Net point: Where Leads are generated, through Inbound Marketing , that is, websites, social networks and blogs.
Finally, the third is called Spears: these are Outbound leads, buy weight loss leads in which the company goes after these leads.
3- MAKE YOUR SALES SCALABLE
Accelerating growth creates more problems than it solves. Things will only go so far without scalable sales. So, scale up your sales systems, but don’t just hire more people: the main challenge to growing your sales team is reducing turnover.
Overall, growth won’t magically eliminate your problems, but it will make them easier to deal with. You may have new types of problems to solve as you grow. To understand how to sell at scale, consider these three ideas.
Specialization : training your team so that they know how to sell more and more, just as you are focusing on a niche, make your sales team also specialized.
For example, avoid having salespeople close deals and then manage accounts. This way, their work, with a split focus on both tasks, will probably be inefficient. Set up your team so that different people are responsible for four typical roles:
qualification of inbound leads;
active or outbound prospecting ;
closing new business;
after-sales support.