21 Aug 2019

9 Prospecting Tips all Sales Professionals Need to Know

The art of perfecting prospecting in the sales industry can be an incredible difficulty, even for the pros! Prospecting is one of the key stages of the sales process…

  1. Prospecting
  2. Preparation
  3. Approach
  4. Presentation
  5. Handling Objections
  6. Closing and Follow-up

…then repeat! Through prospecting, your sales reps are potentially creating a pipeline of potential customers, as each prospect equals an opportunity. Yet, statistics show that 42% of sales reps named prospecting as the most challenging stage of the sale process.

But why is it so difficult?

Prospecting Issues in 2019

Prospecting has become increasingly difficult for sales professionals for numerous reasons. Some problems occur when many prospects intentionally create barriers to make it more difficult for sales reps to get in touch. Also, many sales reps shoot themselves in the foot when they only use one avenue of approach, which could be solely focusing on cold calling, or cold emailing or other alternative routes.

The problem which is consistent for most sales professionals though is that prospects in 2019 are overloaded with sales and marketing pitches from outsider companies that it becomes difficult for your company to be recognised.

9 Tips for Sales Prospecting in 2019

However, when done correctly, prospecting can work a charm, in polishing your sales skills and for allowing you to find the goldmine of potential customers who are the perfect fit for your company.

  1. Creating an ideal prospect profile

An important thing to remember is that just because a company is in your database, it doesn’t necessarily fit your ideal customer base. Recent studies show that 50% of your current prospects are NOT a good fit for what you want to sell. Therefore, take some time to get to know the different types of customers for your company.

Who are your top five best customers? Who are your top five worst customers? Who are your most profitable customers? Which customers are your least profitable?

From this, you can create an ideal prospect profile for each of these groups. Once you have a full profile list of customer groups and your existing company list, then you can find more potential customers who match your criteria, as you will have a focus on the bigger fish in the sea, rather than chasing after the little fishes and wasting your time!

  1. Identify ways to meet your ideal prospects & use a portfolio of contact methods

Identifying prospects can be a simple task once you understand the way you found your “best” customers. This could have been through a trade show, or via referral or through social media. Once you discover this, you can then pull your resources into focusing on the best way to reach prospects for your company.

For each prospect, you can then identify which social events they will be gathered at, which social media channel they are most active on or which person will be the best point of contact for a cold call.

Furthermore, each prospect you identify has their own personality and preference in the way of which they want to be contacted. Some prospects will take cold calls, some won’t. Some will read cold emails, some won’t. Some will read snail mail, some won’t. Some will read blogs, some won’t.

It is important to put in the time and effort to reach each prospect in their preferred way, not in the manner which is easiest for your company.

  1. Actively work on your call lists

It is important to set some time aside each day to focus on your cold call lists. Research shows that 69% of buyers accepted a call from new salespeople in the past 12 months and that sales professionals find this effective nearly 30% of the time.

For each cold call, it is important that you are prepared with questions which you think your prospect would be interested in. You may want to create a general list of questions or make sure that it is specific for each prospect, as you should make your prospect feel like they are wanted by your business, rather than just being a part of a long list of prospects.

By having a dialogue prepared, then you can ensure to maintain an interesting conversation with your prospects, which can aid in securing a sale.

It is important to keep in touch with your prospects, whether this is every 6 weeks or 6 months. By working consistently on your cold call list, you will be able to turn potential prospects into interested prospects into permanent prospects.

  1. Send personalised emails

There are two important factors to remember:

  • Each email should be personal to the prospect
  • NEVER forward the same email twice

With the number of sales and marketing emails that your prospects are being bombarded with, it is important that you stand out from the crowd. With most prospects preferring to be contacted by email, it is shown that there is a 26% higher open rate for personalised emails over mass emails, therefore it is vital to make the time for each prospect.

Ensure that the content is different and identifies the needs related to each prospect, as well as ensure that the email is correctly optimised for both desktop and mobile devices (not all prospects will use the same device)!

  1. Ask for referrals

It is common knowledge that happy customers help to spread the word of your company. Statistics show that 91% of B2B customers are influenced by word-of-mouth when making their decisions, with the referral-based sale closing ratio is between 50% to 70%.

A vital, free of charge service which each sales rep should be focusing on are asking your customers for referrals. By keeping in touch with your existing customers, this should be an easy enough task. Asking your happy customer for a referral immediately after a sale is the key point as the sale will be fresh in your customer’s mind.

For a positive experience, research shows that 83% of happy customers would be more than likely to provide a referral. So, chase up your new customers for a referral, because it could lead to a whole new list of potential prospects.

  1. Become a know-it-all

By becoming a know-it-all of your own company and what you offer, you can help to keep those referrals coming in.

Becoming an expert in your field will help to create this image for each prospect that you are interested in benefiting the prospect’s business, rather than a salesperson who is trying to make their own company more money.

By creating a personalised experience for each prospect, you are providing them with attention and are taking their business seriously, as you know their needs, their concerns, but also their victories and achievements. Using all that knowledge, you can help to add value to your proposition.

Finally, you know what your company is offering inside and out. Did you know that 54% of prospects want to find out how the product works on the first interaction? Hence, you need to be prepared and ready to speak in detail about what you offer, to discuss the key functions, to be able to answer any questions and to give examples of how it will benefit each prospect.

  1. Build your social media presence

Social media is a continuously growing giant which is taking over sales and marketing efforts, and it is here to stay!

Prospects can visit various platforms to try and find information on what they are buying or signing up to, such as Twitter, Facebook LinkedIn and YouTube. If your company is relatively new to social media, then simply start by creating a social media profile on a social media channel which you think will be most beneficial for your company. For B2B companies, LinkedIn is the most important platform for you. Then you need to start gaining followers from your employees and existing customers, gain reviews and implement a social media campaign to regularly post to your profile.

Statistics show that 84% of senior executives use social media to support their purchasing decisions, therefore you need to make sure you have a social media presence to increase the chances of securing your prospects in the future.

  1. Demonstrate your sales skills in video format

Something which is relatively new to the sales prospecting process is using video as an outreach tool!

This can be both corporate demo videos or a simple amateur video to introduce yourself (the sales rep) to your prospect. This helps to give your prospect a look into what the real you looks like, rather than just speaking through emails or over a telephone, or briefly speaking at a trade show. Using videos, you can help to add that personal touch to your sales pitch to your prospects which you have been missing. After all, 7 in 10 B2B buyers admit to watching a video at some point during their buying process.

So, why not take advantage of your trend? It may be something completely new to your business, but it may be the key that you are missing with your prospecting.

  1. Follow up, follow up, follow up

Finally, following up on your first initial point of contact with each prospect is vital! This means making multiple phone calls, emails, sending additional information and other follow-up activities.

Following up helps to build relationships and demonstrate the ethos of your company, showing determinations and trustworthiness. Each follow-up will be different depending on which point your prospects are up to. A follow up could simply be sending a “just checking in” or a “thank you” note can go a long way or sending a draft proposal or further information about what your company can offer.

Research shows that if you haven’t heard back from a prospect within 24 hours, then it is vital to follow up as you have a 21% chance of getting a reply with your second form of contact.

With a CRM system, you can easily keep track of when you need to follow up with prospects. SuperOffice CRM is a great way to ensure that you optimise your sales prospecting to the best of your company’s ability.

 

If you would like to get started with SuperOffice CRM today to aid your sales prospecting, then get in touch with Synergy Technology on 0345 456 0050 or send us your enquiry and we will respond promptly! https://www.synergytechnology.co.uk/contact/enquiries/

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27 Jun 2019

Sana Commerce for Microsoft Dynamics Nav

If you have an e-commerce website and you use Microsoft Dynamics Nav and Business Central, then you would highly benefit from Sana Commerce.

Sana Commerce has been designed to integrate with Dynamics Nav and Business Central to make your store an efficient and effective extension of your traditional sales activities. The system integration enables for seamless use of customer pricing, product specifications, inventory levels and more in your online store.

Benefits to Sana Commerce

Here are 6 reasons why Sana Commerce would highly benefit your business:

  1. Easy Catalogue Navigation
  2. Automated Ordering
  3. Improved Online Payment and Shipping Process
  4. 24/7 Client Self-Service Features
  5. Personalised Marketing
  6. Easy Web Store Management and CMS

You can find out more about Sana Commerce here: https://www.synergytechnology.co.uk/products/microsoft/e-commerce/

Sana Commerce for Microsoft Dynamics can be a game-changer for you and your customers. See for yourself in this quick three-minute demo below.

If you want to integrate Sana Commerce into your Microsoft Dynamics software, then get in touch with Synergy Technology today on 0345 456 0050.

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18 Jun 2019

The rise of the virtual payslip

Gone are the days when payroll was concerned only with pay, tax and National Insurance contributions. Now payroll departments are expected to manage pension contributions, Save as You Earn share option schemes, Give As You Earn charitable giving schemes; salary sacrifice and flexible benefits plans. Not to mention the complex compliance and HMRC demands placed upon them.

Did you know? 1 in 20 employees in the UK is paid using a Pegasus payroll system

Payslips in particular have always been a necessary evil. Not only do they take a significant amount of time to produce and issue to employees, they amass considerable print and postage costs. Not to mention the added worry of employee queries when payslips are not received, mislaid or a include discrepancies.

In an effort to address this administrative burden, e-payslips – whereby the printing, sorting and posting processes are all removed literally at the click of a button – have been the source of much discussion in the industry for the last few years. However, the concept of online payslips has remained a point of discussion rather than a reality. A number of organisations are reluctant to take on this new method due to security concerns, cultural barriers and a lack of robust solutions on the market.

A considerable number of Payroll Administrators have significantly changed the way payslips are managed within their business. Many have adopted a Payroll self-service, whereby employees can access personal information, including payslips, via a dedicated online portal.

Employees can have the peace of mind that they no longer need to worry about losing their payslip under a pile of work, accidently throwing it in the recycling bin or spending a whole afternoon routing through the loft and copious amounts of paperwork to dig out last years P60 to assist with a tax return. The process becomes quite simple. They can simply log on and download. While security concerns around e-payslips were once voiced, when evaluating the scenario of a payslip being left on a desk versus one being held in a file behind a password, it is easy to see why organisations are now embracing this new way of working.

As payroll professionals realise the cost and time advantages to converting, payroll administrators will see the continued rise of payroll self-service, e-payslips and e-P60s, highlighting that the ‘virtual’ payslip model is very much here to stay. Employees get convenience, choice and predictability and payroll departments get to cut their costs, reduce hassle and save time.

If you are currently running Opera 3 and would like more information on Pegasus e-mail payslips and P60s, or simply have a few questions, please contact us on 0345 456 0050.

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13 Jun 2019

How to Fix Mail Link Issue between Outlook & SuperOffice

Over the last couple of months, we have been made aware of the same issue arising between Outlook and SuperOffice for our customers. The issue at hand is the ability to archive emails from Outlook to SuperOffice persistently disables on Outlook, therefore making users unable to archive emails.

Luckily, there is a simple fix to this issue which everyone can do! Here is our quick and handy guide to fixing the mail link issue between your Outlook and SuperOffice.

Step One: Check for Installation of Add-in

To simply check for the ‘SuperOffice Ribbon’ in your Outlook, go to Outlook, File, Options and then Add-ins.

Can you not see a ‘SuperOffice Ribbon’ amongst your add-ins as shown in the screenshot below? This may mean that you need to install the add-in.

Installation of SuperOffice add-in to Outlook.

 

Need to know how to install the SuperOffice Ribbon?

Simply follow these steps:

  1. Go to your Control Panel.
  2. Look for either SuperOffice Mail Link or something that could be that, for example, ‘SO Mail’
  3. Uninstall the application if it is older than v11.2.6985
  4. Go to the following URL and download the latest SuperOffice Mail Link: https://www3.superoffice.com/DownloadService/
  5. Follow the instructions for installing the application, allowing the application permission to your computer.
  6. Once done, you may be asked for your username and password to be entered. If so, enter your details. If you do not get asked, then go to the add-ins menu in Outlook and enable it*. It should then appear in Outlook.

*Follow to step three to learn how to enable the add-in.

Step Two: Check for Inactive Add-in

Another reason for the add-in not working is if it is an inactive application. To find out if that is so, go to Outlook File, Options and then Add-ins. 

You will see at the bottom of the pop-up Outlook box, there is a ‘Manage’ section with a dropdown menu. Click on the dropdown menu for ‘COM Add-ins’. Then click ‘Go…’

Inactive SuperOffice add-in with Outlook.

Once you have completed this step, another pop-up Outlook window will appear, in which you then click on the ‘SuperOffice Ribbon’ add-in option. Click ‘Ok’ once finished.

Activating SuperOffice add-in for Outlook.

 

Finally, close and re-open your Outlook to find that the SuperOffice Ribbon add-in now appears.

Step Three: Check for Disabled Add-in

One last check you can conduct is to see if the SuperOffice Ribbon add-in is disabled. To see if it is disabled, you must open the Outlook options box once more via Outlook, File, Options and then Add-ins.

You will see at the bottom of the pop-up Outlook box, there is a ‘Manage’ section with a dropdown menu. Click on the dropdown menu for ‘Disabled Items. Then click ‘Go…’

Disabled SuperOffice add-in with Outlook.

If your SuperOffice Ribbon add-in is disabled, then you will see the add-in amongst the disabled items pop-up Outlook box. Click on the SuperOffice Ribbon add-in to highlight it, then click the ‘Enable’ button.

Enabling SuperOffice add-in for Outlook.

Finally, close and re-open your Outlook to enable the add-in.

Are you still experiencing issues with your Outlook?

If you find that you are still having issues with your Outlook and SuperOffice add-in not working correctly, please get in touch with Synergy Technology on 0345 456 0050 and we will assist you to the best of our ability.

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09 May 2019

How Can eMarketeer with SuperOffice Integration Benefit Your Company?

Through eMarketeer, small and large businesses have been able to grow their marketing efforts and create more engaging content, helping them to have an in-depth understanding of their customers.

eMarketeer is a multi-purpose platform in which you can manage all your marketing tasks with one tool, enabling your company to control multiple channels. The best part is that you can easily integrate your SuperOffice CRM with eMarketeer!

Here are 6 ways in which eMarketeer can help to benefit your company.

  1. Email Marketing

Your company can create powerful and meaningful newsletters and email campaigns with email marketing from eMarketeer. The software comes equipped with plenty of responsive templates, which work smoothly with both web browsers, tablets and mobile devices. Each template is customisable so that your company can personalise emails to specific customer bases.

  1. Event Management

eMarketeer allows for you to create, schedule, automate and execute your entire event process, which follows from pre-event communications all the way through to post-event follow ups. By using emails and smart forms, you can help to create awareness and easily register participants to your event.

Another great feature is that you can set automated reminders to let eMarketeer keep track of your invitees and people who have not registered for your event yet to send automated reminders, as well as informing your sales team in real-time about which customers are attending.

  1. Web Surveys

Web surveys are a fantastic way to find out more about your customers and their opinions & thoughts on matters. Through eMarketeer, you can create quick evaluation questionnaires and full-scale multi-page surveys.

Just like the email marketing feature, there are survey templates to help save your company time and effort, as well as an intuitive learning curve, so no developer skills are needed. Finally, with a huge set of question types, you can strike the perfect balance between respondent experience and data quality.

  1. Website Monitor

The website monitor feature offers advanced data on visitors to your website and what pages they spend their time on but shown in a simple way to make it easier for everyone at your company to understand.

This part of eMarketeer can help your company to create targeted campaigns based on your visitor’s behaviour, as well as providing an in-depth insight of leads on your website to your sales team better understand your leads interests.

  1. Facebook Marketing

Your company can effortlessly create custom Facebook pages using the page editor feature in eMarketeer. You can choose between templates ready for Facebook and then customise these to meet your company’s needs, brand and style. You can also add media into the pages, such as videos, audios and slideshows to make the Facebook pages more engaging.

But it doesn’t just stop there, you can also build Facebook posts and set trigger points that search for pre-defined actions and engage when rules are met, initiating a chain of events across all your channels.

  1. Mobile Marketing

Linked closely to email marketing, you can create responsive and stunning emails that are compatible with mobile devices, which widens your audience reach. But your company can also include text messaging and mobile apps into your marketing mix.

You can create personalised text messages to your customers and leads to boost communication, as well as easily creating and distributing your own mobile apps. Such apps include event apps and customer services apps. The best part is that there is no coding required during the app development stage.

 

Through the integration of SuperOffice with eMarketeer, you can gain qualified leads from both your web and marketing activities, which are delivered automatically to your CRM. Your sales team can receive real-time leads

To summarise, the integration of eMarketeer with your SuperOffice can help your company’s sale team to gain qualified, real-time leads from your web and marketing activities, delivered automatically to your CRM.

Need assistance in setting up eMarketeer with your SuperOffice CRM? Get in touch with Synergy Technology today for our help on 0345 456 0050.

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01 May 2019

How to Spot & Prevent Phishing Attacks

You have most likely encountered phishing at some point, whether it be through emails, calls or instant messages in which people may be asking for access to your computer, your personal details or other data that needs to be protected. People can sometimes be tricked out by providing these thieves with passwords, account numbers or personal identification details. Therefore, it is your duty to ensure that you don’t get caught out and that you are aware of what a phishing attack looks like and the best ways to protect yourself.

Here are 5 ways to spot a phishing email.

Poorly written email

When reading through the email, check for spelling and grammatical errors. Genuine emails will have been checked for spelling and grammar mistakes by employers to maintain a professional line of communication and to uphold their ethos, whereas phishing emails are usually riddling with mistakes. Also, check if the email makes sense to you when reading it, as poorly constructed sentences are another sign of a phishing email.

It is even suggested that scam emails are deliberately poorly written to ensure that they only trick the most gullible targets.

The web and email addresses do not look genuine

This can be tricky to see at times, depending on how well-crafted the scammer has been to cover their tracks. If you glance at the email details, usually visible at the top of an email, you can view the sender’s details to see if a bogus variation of an email address has been used to appear authentic. For example, @mail.airbnb.work as opposed to @Airbnb.com

When checking for malicious links that have been concealed with the body of email text, you can hover over each link and inspect it before clicking on it. The actual link will appear and if it includes symbols or doesn’t resemble a genuine link, then do not click on it.

Generic salutations

Usually, with phishing emails, a generic salutation is used such as ‘Dear Customer’, which is usually because phishing emails are sent out in large batches to various people. Therefore, using impersonal salutations saves the scammers time, so if your name is not included in the great and the email overall feels impersonal, it is probably a phishing email.

Asking for personal information or email contains personal information

Sometimes emails can appear authentic, but the email contains strange requests which you wouldn’t normally expect. It is important to keep an eye out for emails requesting for personal information like your banking details or login credentials.  A genuine company would not ask you for information like this, unless necessary, but even then, they would not request this kind of information over an email.

Alternatively, you can receive an unexpected email containing personal information about yourself. This can include information about your previous employment which scammers could have retrieved from social media, such as a public LinkedIn profile. This may make the email appear more convincing to you but no genuine companies would include your personal information in an email, instead, they would ask you to review your details online with a secure link.

The message is designed to make you panic

It is common for phishing emails to contain messages that are designed to make you panic. The email may claim that your account is comprised or that it will be deleted in 24 hours, in which the only way to verify it is to reply with your login details. Most of the time, these are phishing emails, but if you are concerned about your account being deactivated, then you can get in touch with the company directly by visiting their trusted website and finding the contact details they provide.

How do I protect myself?

There is no guarantee that you will always be protected, but by implementing an adequate cybersecurity process in place at your company, you will be more protected against phishing attacks and other email-borne threats.

Moreover, make sure that you educate yourself on the different ways scammers send phishing emails and become aware of what each phishing email contains. If you are every unsure about an email, then delete it and get in touch directly with the company through the contact details you find on their website. When in doubt, throw it out!

Finally, an important tip to remember is that if something doesn’t look right then trust your instincts – they are more than likely right.

If you need a review of your cybersecurity protocols, then get in touch with Synergy Technology on 0345 456 0050 for our help.

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