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#sales

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Alo Japan

alojapan.com/1229880/japanese- Japanese Charts: Xenoblade Chronicles X Arrives In Style And Sends Monster Hunter Packing #AtelierYumia:TheAlchemistOfMemories&TheEnvisionedLand #charts #gust #Japan #JapanNews #Japanese #JapaneseNews #KoeiTecmo #MonolithSoft #news #Nintendo #NintendoSwitch #RPG #Sales #switch #XenobladeChroniclesX:DefinitiveEdition Image: Nintendo Life We got a little distracted with the Nintendo Direct yesterday and ran out of time to take a look at the…

Japanese Charts: Xenoblade Chronicles X Arrives In Style And Sends Monster Hunter Packing
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Bob Young

The Salesperson’s Challenge: Identifying Valid Prospects
(Full disclosure: I write from the perspective of the buyer, not the salesperson, but that’s valuable information. If you’re the salesperson, you need to understand how the buyer thinks).

BACKGROUND
Yesterday I was talking to a young Territory Manager about cybersecurity products. He’s a fantastic guy, not entirely new to sales, but still, he’s in the early stages of his sales career. He’s going to be very successful in sales if that’s where he decides to stay. He has the integrity, diligence, care for his clients, and attention to detail that will ensure his success.

Anyway, back to the post, which is about qualifying your prospects.

We were talking about how to identify qualified leads, so you don’t waste your time pitching to people who will never buy, even if they love your product and service offerings.

He told me that the company he works for had identified their target customer as companies with annual revenue in a certain range. He also told me the annual cost of one of their main service offerings.

I said, “The customers at the lower end of your target revenue range are going to have a tough time deciding to say yes, because your product comes out to a little more than one percent of their annual revenue.”

He was mildly surprised. “Is one percent too much?”

Yes, it is. A lot of small to mid-size businesses have annual profits in the single digit range. Taking on a new expense that eats up an entire percentage point is a big deal.

THE SOLUTION
It’s probably not realistic to reduce the price of your product. So the solution is to target companies with higher annual revenue. If you’re going to close, say, 5% of your pitches, then you can’t waste valuable time pitching to people who don’t believe they can afford what you’re offering.

The upper management of the company this Territory Manager works for should adjust upward the minimum annual revenue for their targeted leads. That way, his Account Reps won’t be discouraged by pursuing prospects that walk away as soon as the conversation turns to price.

#CallMeIfYouNeedMe #FIFONetworks

Screenshot of an Investopedia article on small business profit margins. The article says typical healthy profit margins are in the range of 7% to 10% for many small businesses, but are lower for some industries such as food and retail.
#entrepreneurship#sales#marketing
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Leanpub

New 📚 Release! SaaS Demos That Sell: Learn about the sales funnel, how to create a killer demo, how to prepare for your sales calls, and put yourself in the best position to succeed in SaaS sales by W. Jason Gilmore

Over the past 7 years I've ran more than 2,000 technical sales demos and have summarized everything I've learned in this short book.

Find it on Leanpub!

Link: leanpub.com/saasdemosthatsell

#books#ebooks#SaaS
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Flipboard Culture Desk

The economic blackout on Feb. 28 doesn't appear to have had much impact — on Amazon, at least, where transactions were 1% higher than a typical Friday, though the buying pattern through the day was different from normal. Here's @forbes's story.

flip.it/F_yF7r

ForbesAmazon Defies ‘Economic Blackout’ As Sales Climb During BoycottDespite calls for an "economic blackout" targeting major retailers on February 28th, early data reveals Amazon sales actually increased during the boycott period.
#EconomicBlackout#Boycott#Retail
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