Take some battle-tested sales advice out for a test-drive.
Do you think that sales is the lifeblood of all companies?
Do you think that technology is changing the way that we approach sales?
Are you frustrated with how your sales process is going?
If you answered Yes to any of these questions, then this installment of Carpool Entrepreneur is for you.
Neal Conlon CEO of ACME Growth Co is an expert on sales amplification, and recently I took him on a drive around White Plains, New York, where we recorded a vlog episode and talked about how cutting-edge companies are using technological tools to supercharge their sales in our increasingly digital landscape.
Here are a few great insights that Neal shared with me:
- Know that sales isn’t purely a numbers game. A lot of people fall into the trap of thinking that boosting their sales is a matter of simple math and a hiring blitz. They get the idea that if they have three great sales people that bring in X amount of revenue per month, they just need to hire three more in order to double their revenue. That kind of logic looks great on a spreadsheet, but that isn’t how it works out in real life, Neal says. “Ultimately, what you’re going to find out is that it takes a very long period of time to get other people to operate at that level. Why wouldn’t you take those three people, figure out what they’re doing that is successful, turn it into an actual process, and then leverage tools, marketing automation tactics, and strategies in order to amplify what they’re doing so well?”
- Leverage technology. Today, we have more tools available than ever before to help amplify sales. Email marketing automation, data analysis, artificial intelligence scheduling tools – technology is a fantastic way to sharpen your sales team’s efficiency to a razor’s edge. It’s about finding out which tools can be implemented to make the sales people more effective at the things that they are really good at, and use tools to cover major portions of everything else with some human oversight. It can be easy to feel technology-fatigue with the seemingly endless stream of new platforms and tools, but make no mistake – even if you don’t adopt them, your competition will. “At the end of the day, it doesn’t matter whether you’re a pizza business, or a tech business, or a house cleaning service,” Neal warns. “If your competition is using these tools, they are severely ahead of you.”
- Find the right recipe. While sales amplification will work for any kind of business, there isn’t really a one-size-fits-all process. “Sales amplification works whether you are B2C, or B2B, or some kind of web based business. What’s going to be different is that there’s always going to be a different recipe. It comes down to defining and building out the recipe that works for your business, that you can then scale,” Neal explains. The best sales amplification results tend to happen when people respect the fact that companies are different in some ways, and also that the fundamentals of sales is really always about getting the right person on the phone to begin building a trusted relationship. “At the end of the day, you have to be open to iterating here a little bit,” says Neal. “Just like if you’re making brownies, or making meatballs. At some point grandma, who’s making your meatballs, iterated on that recipe a dozen times before she got it right for everybody.”
Want to learn more about sales amplification? Click here to watch a case study of how one company used it to multiply their sales appointments by 5 times without having to hire more sales people.