The Online Business -

More opportunities - More time to work them

You understand operational and production efficiency. You have seen the massive gains brought about by technology over the last ten years.

But what about sales efficiency and what can technology do to help generate new business for you.

Well quite a lot actually….

Using the old offline model ideally your salespeople would generate new business by working hard in 3 distinct areas of sales,

Creating Opportunities [Prospecting, Cold Calling, Canvassing]
Progressing Sales [Meetings, Presentations, Proposals, Consulting, Negotiating]
Closing Deals

The more time a salesperson can spend progressing and closing sales the more money they will make for themselves and the company. Unfortunately working offline a large percentage of the sales staff’s time must be spent on the unpopular tasks involved with creating opportunities.

This is a lose / lose for company and sales person. In general sales people hate prospecting as it features low returns and lots of rejection. It rarely works out for the company either as the high cost per lead means several orders must be turned for a new customer before the company can say they are profiting from the relationship.

Strategy

There are so many good quality buyers searching Online now that the right strategy means your salespeople can be relieved of their prospecting duties almost entirely.

The Online Business produces leads for buyers that are qualified and motivated to act right now, (that's why they were searching in the first place).

Think about it for a moment

You have more and better leads

The leads cost less than they currently cost you

Your sales staff have more time to work the leads

There is only one possible result