Serial Lead Days:- In some areas, making a good appointment over the phone means 50% of the sale. However, given the repetitive nature of the exercise, low-skilled prospect files and the monumental failure rate of calls, it is not uncommon to see salespeople discouraged by teleprospection. The day’s prospect or “Lead Days” represent a partial solution in many companies: all commercial forces are engaged in a real “commando operation for sale”. The objective is to activate a maximum number of leads during a short and defined period. If they actually allow you to focus on calls that you tend to postpone, these days are not all the more motivating. Here are the steps that will allow you to gamify your Serial Lead Days to maximize their productivity. What to reconcile your salespeople with teleprospection. Below are the 6 steps to share and gaming your serial lead days with others.

Establishing Business challenges and achievable business goals is a key motivating factor for your sales force. However, it can also be a real headache for managers! How to fix them? Should we evolve them? How to talk with his team? Objective management – theorized by US consultant and author Peter Drucker – provides some answers to these questions. It is an iterative method in which each cycle breaks down into 3 phases: definition, monitoring and evaluation of objectives. Below are the few steps, you need to remember for establishing business challenges and to achieve them.

How to Win Back Lost Customers? In a B2B environment, it is estimated that companies lose on average 15 to 20% of their customer base each year. Much effort is now being devoted to transforming new incoming leads. However, setting up a strategy to win back the most profitable lost customers is also a decisive issue: to achieve economies of scale by leveraging existing customer base, albeit diminished.

Smart Data of Customers: How to control the flow of information generated by Big Data in order to make it a real strategic asset for the commercial function? Digital transformation makes it possible to increase daily the volume of data that a company is able to collect. Is this, however, synonymous with efficiency in terms of commercial steering? According to an EY – Big Data study, where are the French companies – 45% of companies collect data without it being structured.

Have you heard about Social Selling and want to strengthen the social media impact in your sales cycle? Good idea: this practice is more and more shared among the sales people and the figures are there to prove its effectiveness. According to Sales for Life study, “84% of B2B decision-makers involve social networks in their decision-making process.”