23 ways to upsell and cross-sell without the hassle
**Upselling** and **cross-selling** are two terms that we don’t come across very often in our daily lives. However, those who work in sales certainly have upselling and cross-selling as goals in a negotiation. After all, they are two ways to increase revenue. In simple language, upselling and cross-selling are ways to increase the value of a sale. These models involve negotiating the same product or service in greater quantity, or offering others that complement the original purchase intention. In both cases, the goal is not simply to sell more: it is also to improve the consumer’s shopping experience. This can be done from a larger volume of products at a more attractive price, or by adding products that further satisfy any of their needs. These two techniques are very common in relationships between stores, businesses or companies and their end consumers – and we will show some examples throughout this article. But they are extremely important in the business-to-business environment, known as B2B. After all, they help retain a customer while enabling larger business volumes. In this text we will present these two forms of negotiation and list some simple strategies to think about when applying them. And, at the end of it, contact Protagnst and find out how our consultants can help your company expand its corporate business with upselling and cross-selling. Summary What is upselling? What is cross-selling? Advantages Disadvantages How to upsell and cross-sell? Train your team well Know your customer Map your products and cross-reference them with needs Highlight the needs Solve the customer’s problem Offer simple upselling and cross-selling solutions Automate, but with efficiency Don’t insist Be honest and transparent Reward loyalty. Offer solutions for active customers Offer kits or complete solutions Use your email or prospect list Use testimonials to drive sales Offer a cross-sell with scarcity. Limit your offer Offer solutions naturally, without forcing the issue Test and measure results Map the buyer’s journey Ask the right questions Share cases to encourage upselling and cross-selling Offer a trial Offer discounts or incentive programs Offer incentives for salespeople and have clear goals Identify opportunities to sell partner solutions to your customer base How to apply upselling and cross-selling in B2B businesses What is downselling and when to use it Upselling vs order bump When not to cross-sell or upsell Final Considerations Hire a B2B sales consultancy What is upselling? There is no exact translation of this term into English, but upselling is a strategy that seeks to expand an initial sale, making it more interesting. After all, what is the meaning of upselling? What would the literal translation be? Would it be an upgrade, an increase in the sales package? Offer something more advantageous for the customer, but, at the same time, it is also more advantageous for the seller, since it probably has a bigger ticket. The idea is basically to take advantage of a customer’s desire to purchase to make the product or service more advantageous for them, offering something more complete. This also increases the value of the sale. The benefit here is mutual. When upselling is done, both the buyer and the seller benefit. This strategy is very common in the day-to-day business between companies and end consumers, and some of the most classic examples are in the food sector. Imagine that you go to the supermarket to buy a bag of rice, a dozen eggs and a liter of soda. The prices are displayed on the gondola: the one-kilo bag of rice costs $5, which is the same price as a dozen eggs. The liter of soda costs $4. So, to buy all three items, you will pay $14. But, looking closely, you realize that larger packages have prices that, proportionally, are more attractive. Instead of spending $5 on a kilo of rice, you can take the five-kilo bag for $20. The 30-egg pack, in turn, costs $10. And the two-liter bottle of soda is selling for $6. Adding it all up, you would spend a little more than double your initial purchase, but you would take five times more rice, two and a half times more eggs, and twice as much soda. Thus, the purchase became more interesting for you – and also for the supermarket, which had a higher average ticket. Back to top What is cross-selling? Cross-selling is another sales strategy that benefits both ends of the business. This is a cross-trade. The idea here is to expand the sale by offering products that complement each other. If purchased at the same time, they will cost less than if purchased separately – or, they will make the consumer experience more complete. What would be the translation of the term cross-selling? What would be the real meaning of this sales term? To offer another complementary product along with the product that the customer would already like to purchase. It is the cross-selling of two products or services that complement each other. Think, for example, of a fast food chain that offers a hamburger for $20. The store’s price list also displays the fries for $10 and a glass of soda for $8. If purchased separately, these products would represent an expense of $38. As a way to entice the customer to take more than just the hamburger – which was their initial desire – and two of the most traditional side dishes, the fast food chain offers the “combo” option, where the package with the three products costs $30. Notice that the customer saved money if we consider the individual values of the products, while the network earned more than it would have earned when that customer expressed their first purchase interest. Other times, the benefit is not in the lower price, but in the final consumer experience. Imagine, for example, that he went to an electronics store to buy a new computer to play online games. This clearly demonstrates that he is willing to invest in his entertainment. So how about offering him a gamer
The Best Thoughtful Phrases to Inspire Your Sales
Sales Wisdom: Unlocking Success with Powerful Reflections Hey there, sales pros and curious minds! Welcome to our blog. Today, we’re diving deep into the ocean of powerful reflections that can totally transform your business perspective. You heard that right! These reflections have the power to ignite a spark in your mind, one that can illuminate your entire B2B company with fresh, creative ideas. Think of these linguistic gems as pulsating beacons, guiding us through the sometimes-stormy waters of negotiation, prospecting, inside sales, and customer success. Sometimes, when the wave of complex sales seems too big to ride, a powerful reflection can be the lifeline that keeps us afloat. Let’s crack the code of these magical sentences together, built with the clay of words and molded by the strength of human thought. Each one is a balloon filled with wisdom, ready to launch us to the heights of success in the business world. So grab your notebooks, folks, because this journey promises to be rich and inspiring! Unveiling the Best Reflections to Drive Your B2B Sales and Complex Negotiations The art of selling is a constant game of chess, where every move can be the difference between success and failure. In the world of B2B and complex sales, this rings truer than ever. That’s why we decided to share some powerful reflections that can inspire improvement in this dynamic field. “Selling is storytelling – a story that solves a problem.” Selling isn’t just about trading goods for money, it’s about offering solutions to your clients’ needs. Consultative selling gets this just right. “A good salesperson knows the technical details of what they sell.” B2B sales are often complex negotiations, and a well-prepared professional makes all the difference. “Prospecting is like fishing: it takes patience, strategy, and the right bait.” No one said capturing qualified leads would be easy. But with persistence and wisdom, prospecting in the B2B world becomes a much more efficient task. “Negotiating is the art of reaching an agreement where both parties feel like winners.” Negotiation isn’t war, it’s a dance. When both sides walk away satisfied, we achieve true negotiation success. “Inside Sales is like theater: you need to create a connection even from a distance.” The challenge of inside sales is maintaining the energy of the relationship without physical contact. But with creativity and empathy, we can build that bridge. In Customer Success, always remember: “The customer is the hero of our story.” In a competitive market, retaining and delighting customers is essential. And in business administration: “Strategy defines the map, but people move the ship.” Planning matters, but without an engaged and cohesive team, no plan survives. These reflections serve as lighthouses to guide us in the ocean of B2B and complex sales. May they inspire and propel our efforts in the constant pursuit of the perfect close. What’s the Most Impactful Reflection? “Success in B2B sales, complex sales, and negotiations isn’t just about the product or service you offer, but how you present yourself, how you build relationships, and how you understand your client’s needs. The key is to always keep in mind that selling is helping, it’s offering a solution to a problem. And this same thinking applies even more when we talk about inside sales and customer success: it’s not just about closing a deal, but about ensuring the satisfaction and success of the customer in the long term.” Today’s Meditation Meditation of the Day: Today, let’s focus on the power of effective communication in B2B sales. In complex and consultative negotiations, clarity and conciseness in communication play a significant role. Learning how to properly convey the value of your product or service to a potential customer is essential. Communicating effectively in the context of Inside Sales means being prepared to handle customer objections, questions, and concerns. Deeply understanding your interlocutor and the industry in which they operate is fundamental to crafting a strong and convincing sales pitch. Prospecting is another area where communication plays an essential role. It’s not enough to just identify potential clients. You need to learn how to communicate with them in a way that sparks their interest and shows how your solution can meet their needs. In the realm of Customer Success, effective communication is crucial to understanding customer needs and ensuring they are met. This requires active listening skills, empathetic understanding, and the ability to provide creative and effective solutions to customer problems. Finally, in business administration, clear and consistent communication is key to success. Whether in team management, leadership, project management, or strategic planning, the ability to communicate well makes all the difference. Remember: communication is the bridge to mutual understanding. Today, focus on flexing your communication muscles. Be aware of how you’re presenting yourself, be clear in your message, and be ready to adapt to the needs of your interlocutor. Good luck! The Most Effective Power Phrase “Your success is our business. Together, we can build powerful solutions that drive unparalleled results.” This power phrase emphasizes the customer-centricity and collaborative approach that are fundamental in these areas. It highlights the importance of customer success, the focus on solutions, and the potential to achieve exceptional results when we work together. The Most Striking Phrase of the Day The most striking phrase of the day is: “Success in sales is not the result of magic or chance, but of the constant improvement of prospecting, negotiation, and customer relationship management skills.” Frequently Asked Questions 1 – How can reflections influence the B2B sales approach? Reflections can play a significant role in motivating the sales team, making interactions between the salesperson and the client more meaningful, and even influencing the client’s decision-making process. Stimulating the sales team: Reflections can serve as a source of inspiration and motivation for the sales team. For example, a phrase like “Don’t wait for opportunities. Create them” can inspire salespeople to be more proactive in seeking new customers and business opportunities. Building meaningful relationships: Using reflections during negotiations can help create stronger
High performance in sales: strategies to achieve success
Discover the Essential Strategies for Achieving High Sales Performance. Learn how to optimize your sales process, identify opportunities, and close deals efficiently. Get ready to become a true B2B sales champion. Achieve extraordinary results! High Sales Performance: Improving your B2B Sales Performance Are you looking for ways to improve your sales performance and achieve exceptional results in the business-to-business (B2B) sales landscape? In this article, we’ll explore strategies and techniques to boost your B2B sales performance and achieve maximum success. Let’s discover together how to achieve high sales performance. But after all, what is high performance in B2B sales? It is simply achieving extraordinary and consistent results, exceeding your sales goals, and delivering exceptional value to customers. To achieve high sales performance, you need to adopt a strategic approach, develop essential skills, and implement proven best practices. Let’s explore them now. 1. Know your target market: Before you start selling, it’s essential to have a deep understanding of your target market. This involves understanding the needs, challenges, and goals of your potential customers. Research your competitors, identify gaps in the market, and tailor your sales strategy accordingly. The better you know your target market, the more effective your sales approach will be. 2. Build strong relationships: Building strong relationships with clients is critical to B2B sales success. Establish genuine connections, build trust, and demonstrate that you care about your clients’ outcomes. Be available to help and be a trusted partner. Strong relationships are the foundation for customer loyalty and the continued growth of your business. 3. Improve your communication skills: Effective communication plays a vital role in B2B sales. Develop solid communication skills, both verbal and written. Communicate clearly, concisely, and persuasively. Actively listen to customer needs and tailor your message accordingly. Remember that each customer is unique and may require a personalized approach. 4. Use sales technologies In today’s ever-evolving digital world, it is essential to leverage efficient sales technologies to boost your results. Automate repetitive tasks, use CRM (Customer Relationship Management) tools to track the sales process, and improve your productivity with specialized software. The right technology can boost your efficiency and allow you to focus on what really matters: closing deals. 5. Sharpen your negotiation skills: Successfully negotiating is a critical skill for any B2B salesperson. Master negotiation techniques, be prepared to handle objections, and find mutually beneficial solutions. Be flexible and open to compromise. Remember that negotiation is not about winning or losing, but about finding a balance that satisfies both parties involved. 6. Track and analyze your results: High sales performance requires constant monitoring and analysis of achieved results. Establish clear metrics and track your activities, goals, and progress. Identify what is working and what needs adjustment. Learn from each sales experience and adapt your approach accordingly. Careful data analysis can reveal valuable insights to further improve your B2B sales performance. Conclusion Achieving high performance in B2B sales is not an easy task, but it is possible with the right strategy, the right skills, and a constant commitment to improvement. Know your target market, build strong relationships, sharpen your communication skills, use efficient sales technologies, hone your negotiation skills, and track your results. Remember that success in B2B sales requires consistency, dedication, and a relentless focus on delivering value to customers. Start implementing these strategies today and see your B2B sales performance reach new heights. High sales performance is within your reach – seize this opportunity and achieve the success you desire! Best Strategies for Achieving High Performance in B2B Sales The best strategies to achieve high performance in B2B sales in the B2B Sales context are those that are customer-focused and building strong relationships. Here are some important tips: Know your customer: Do in-depth research about the company and the customer’s needs. This will help you personalize your approach and offer specific solutions to their challenges. Develop a compelling sales pitch: Highlight the benefits of your product or service, showing how it can solve the customer’s problems. Use persuasive arguments and tell success stories from other customers. Build lasting relationships: Cultivate a trusting relationship with your customers. Always be available to help them and provide after-sales support. Remember that the sale doesn’t end with the signing of the contract. Use the power of networking: Attend industry events, conferences, and trade shows to meet potential customers and business partners. Take advantage of these opportunities to expand your network and strengthen relationships. Sharpen your communication skills: Be clear, concise, and persuasive when communicating with your customers. Listen carefully and answer questions professionally and clearly. Show genuine interest in the customer’s concerns. Stay on top of market trends: Stay informed about the latest news and trends in the industry you operate in. This will give you a competitive advantage when approaching your clients with up-to-date knowledge. Use technology to your advantage: Use CRM and sales automation tools to manage customer relationships, track leads, and monitor sales progress. Technology can streamline processes and improve the efficiency of your sales activities. By applying these strategies, you will be on the right track to achieving high performance in B2B sales. Always remember to adapt your approaches and strategies according to the specific needs of each client. Frequently Asked Questions How can I effectively identify my client’s needs and challenges? Effectively identifying your client’s needs and challenges in B2B sales is essential to offering appropriate and customized solutions. Here are some tips to do this: Ask open-ended questions: Start the conversation with open-ended questions that allow the customer to share information about their company, goals, and challenges. Questions such as “How do you rate your company’s performance currently?” or “What are the main difficulties you face in your industry?” help get valuable insights. Listen carefully: During the conversation, focus on listening to what the customer is saying. Avoid interrupting or offering premature solutions. This will show that you value their opinions and needs. Do market research: Study the industry your client operates in. Understand the common
Online consultants to boost your business
In the business world, success is often in the hands of true heroes who, like a nautical compass, guide us through the vast ocean of business decisions. These heroes, also known as Online Consultants, work tirelessly to help companies overcome challenges and achieve their goals. Like a lighthouse in the middle of a storm, they provide essential guidance and support, steering companies to the safest route, away from the dangers hidden beneath the waves of economics and management. Unveiling the world of online consultants is like diving into an adventure full of valuable discoveries. They are like true alchemists, transforming problems into solutions, doubts into certainties, and dreams into realities. Their work is like a subtle dance of negotiation, in which each step is carefully orchestrated to achieve perfect harmony between the company and the market. If you are ready to embark on this exciting journey, join us on the Protagonist blog. Here, you will find everything you need to know about Consultative Selling, negotiation, business administration, and business management. So get ready to hoist the sails and navigate safely towards success! Nowadays, online consultants are key players in the processes of consultative selling, negotiation, business administration, and business management. More and more companies are realizing the importance of a professional to support and guide strategic decision-making. Like a compass in the middle of the ocean, online consultants are the ones who guide the company through challenges and obstacles, helping to pave the way to success. But what exactly do these consultants do? What are their main functions? And how can they help you optimize your business results? That’s what we’re going to find out in this article. Get ready for a trip into the world of online consultants. You will be surprised! What are Online Consultants? Online Consultants are qualified professionals who make their consulting services available online. They have the ability to assist companies in various aspects such as: consultative selling, negotiations, business administration and business management… What are the main advantages of hiring an Online Consultant? If you are thinking of hiring an online consultant, it is important to know that this decision can bring several advantages to your company… How to choose the best Online Consultant for my company? Choosing an online consultant can be a challenging task. There are several factors that should be considered to ensure that you hire the right professional… What are the main skills that an Online Consultant should have? A good online consultant needs to have a number of skills to be able to help your company in the best possible way… Maximizing Business Success: The Role of Online Consultants in Consultative Selling and Business Management The success of a company does not happen by chance. It takes strategy, planning and action. In this context, online consultants become figures of immense importance, especially in the current scenario where the digitalization of business has been growing exponentially. Like a conductor leading an orchestra, the role of online consultants is to guide the company on the path to success, through B2B Consultative Selling and effective business management. Imagine that the online consultant is like an airplane pilot: with a well-defined route and the right tools, he will take the plane (company) to the expected destination. Consultative selling is different from traditional selling. If it were a dance, it would be more like a tango, where there is interaction and mutual understanding, than a ballet solo. The online consultant needs to deeply understand the client’s needs to offer a customized solution. And in business management? Well, here the online consultant plays the role of a true maestro. To create a beautiful symphony, all instruments must be tuned and playing in harmony. Likewise, a good manager ensures that all sectors of the company are aligned and working together towards a common goal. Negotiation is another essential skill of online consultants. Imagine that they are like the referees in a football game: they must ensure that all parties play by the rules and work together to achieve the best possible outcome. The amazing thing about all of this is that, thanks to the internet, this can be done from anywhere, anytime. It’s like having a superhero in the palm of your hand, always ready to help your business reach new heights of success. So if you want to maximize your business success, don’t hesitate to enlist the help of online consultants. They will be the conductor for your symphony of success. The only question that remains is: are you ready to dance to the sound of this music? What is the role of an online consultant? The role of an online consultant is to provide guidance, advice and strategic solutions to businesses and individuals in the areas of consultative selling, negotiation, business administration and business management. First, the online consultant is responsible for analyzing the client’s business needs. They must have a deep understanding of the problems and challenges to be able to identify the best solutions. For the context of consultative selling, the online consultant must be able to advise on sales best practices, negotiation strategies, effective sales approaches and how to build long-term relationships with customers. In the negotiation arena, the online consultant must have exceptional communication and negotiation skills. They should be able to guide clients on how to negotiate effectively and profitably, avoiding confrontation and promoting agreements that are beneficial to both parties. As for business administration and business management, the online consultant’s role is to assist in the formulation and implementation of business plans. This may include advice on organizational structure, decision-making processes, finance, human resources, marketing, and many other aspects that are critical to the effective management of a business. Finally, a good online consultant should be able to stay up-to-date on the latest trends and innovations in their field of expertise, so they can continually provide the most relevant and useful advice to their clients. The main goal of an online consultant is to help their clients
How to Respond to “It’s Expensive”? Practical Guide
How to Turn the “It’s Too Expensive” Objection into a Sales Opportunity: Effective Strategies for Successful Negotiations When a customer says “it’s too expensive,” it’s common for salespeople to feel a knot in their stomachs. However, this objection can be transformed into a valuable opportunity to boost your sales. First, it’s crucial to understand that “it’s too expensive” doesn’t just refer to the price tag, but often indicates the perceived value. Therefore, responding to the “it’s too expensive” objection starts with active listening and seeking information about what’s really behind that statement. One effective strategy is to use consultative selling techniques, where you ask open-ended questions to uncover the customer’s needs and pain points. By understanding their priorities, you’ll be able to present your product or service as the ideal solution. For instance, instead of simply defending the price, show how your product saves time, reduces costs, or increases productivity. This demonstrates to the customer that the value goes beyond the price, focusing on the return on investment they can achieve. Another crucial point is offer personalization. By tailoring your proposal to the client’s specific needs, you create an emotional and professional connection, which often results in a much higher perception of value. Use case studies and testimonials from previous clients to illustrate positive results, reinforcing that the investment is worth it. Process automation can also be a powerful ally in this context. By automating repetitive tasks, you free up time to focus on building relationships with your customers and on negotiations. This way, you not only increase your efficiency, but also improve the customer experience, making them realize how valuable your service truly is. Finally, the key to turning the “it’s too expensive” objection into a sale is to always maintain an open and honest dialogue with the customer. Focus on building a relationship based on trust, not just transactions. This will allow you to go beyond common objections and focus on a more consultative and strategic sale. Want to learn more about handling objections and maximizing your sales? Continue exploring our blog and discover strategies that can revolutionize your sales approach! What to do when the customer says it’s too expensive? Answer for the “too expensive”! When a customer says your product or service is too expensive, it’s essential to take a consultative and strategic approach. Here are a few steps you can follow: Listen to the customer: First, listen carefully to what the customer has to say. Often, the price objection stems from a lack of understanding about the value you offer. Ask the customer why they consider the price high and seek to understand their concerns. Reaffirm the Value: After listening to the customer’s concerns, reiterate the value of your product or service. Show how it solves specific customer problems, improves processes, or generates gains in productivity and profitability. Differentiation: Highlight the differentiators of your offering compared to the competition. If you have a premium service, warranties, support, or exclusive features, be sure to highlight them. Case Studies and Social Proof: Present concrete examples of how other customers have benefited from your solution. Case studies, testimonials, and results data can be very effective tools. Negotiation and Flexibility: If the objection persists, be open to negotiation. This does not mean lowering the price, but perhaps offering different payment terms, volume discounts, or additional services at no cost. Refocus on the Solution: Steer the conversation to the end result the customer will achieve by investing in your product or service. Often, if the customer realizes that the return on investment justifies the cost, they will be more willing to accept the price. Follow-up: If the customer is not ready to decide, do a carefully planned follow-up. Be present to answer additional questions or discuss new options that may arise. Remember, the goal is always to create a relationship of trust and demonstrate that you are there to help the client find the best solution for their needs. How to respond to an expensive budget? Responding to a budget that’s considered expensive can be challenging, but it’s a valuable opportunity to develop your negotiation skills and strengthen the relationship with the client. Here are some tips on how to approach this situation: Listen to the Customer: The first step is to understand the reasons why the customer considers the budget high. Ask: “What exactly led you to think the price is high?” This shows that you care about their perception. Explain the Value: After listening to the customer, it’s time to present the value of your offer. Highlight the benefits and features that justify the price. Use phrases like: “Our service provides significant long-term savings, in addition to consistent and measurable results.“ Compare with the Competition: If appropriate, compare your proposal with competing solutions. Say something like: “While there are cheaper options on the market, they often don’t offer the same quality and support that we guarantee.“ Offer Alternatives: If the budget still seems unfeasible, present alternatives. You can suggest package options or reduced services that better fit the client’s budget. For example: “We can adjust the scope of the service to better suit your budget, while maintaining the desired quality.“ Address Objections Empathetically: If the customer expresses objections, respond with empathy. Use phrases like: “I understand that this is a significant investment. Let’s explore together how we can maximize your return.“ Reinforce Partnership: Remember to emphasize that your intention is to create a long-term partnership. Say something like: “We are here to help you achieve your goals and will work together to ensure that happens.“ Close with Confidence: At the end of the conversation, reaffirm your commitment to delivering value. Say: “I am confident that by investing with us, you will see a much greater return than the initial cost.“ By using these strategies, you can turn a price objection into an opportunity to consolidate your proposal and strengthen the relationship with the customer. How to respond to the customer about the price? Responding to a customer
Sales Ops: The Secret Weapon for Boosting Your Sales Performance
In a world where efficiency and strategy are paramount to an organization’s success, Sales Ops has taken center stage. Far more than a simple administrative function, Sales Operations has become a strategic engine that optimizes sales operations, enabling sales teams to be more effective and focused. If you’ve ever wondered how to improve your sales forecasting, reduce time spent on bureaucratic tasks, and increase your team’s productivity, you’re in the right place. Sales Ops is the key to maximizing performance, using data and technology to transform the way sales are done. In this article, we’ll explore the nuances of this field, understand its role, and show how it can drive your company’s success. What is Sales Ops and What is its Role in Companies? Sales Ops, short for Sales Operations, can be described as the set of practices, tools, and strategies designed to optimize sales team performance. Its focus is to ensure that internal processes, from data collection to performance analysis, function effectively and continuously. In essence, Sales Ops acts as the backbone of sales operations, enabling greater clarity and predictability at each stage of the sales process. Defining the Role of Sales Ops The main function of Sales Ops is to eliminate inefficiencies and bottlenecks in sales processes. To do this, the Sales Ops team not only manages administrative tasks but also analyzes data in depth to generate strategic insights. The goal is clear: to make the sales area more predictable, productive, and scalable. In practical terms, imagine a sales team operating without proper organization. It may even be made up of talented professionals, but if there are no clear processes, data organization, or predictability, much of the potential is wasted. The role of Sales Ops is to create a framework that allows salespeople to focus on what they do best: selling. The Relationship Between Sales Ops and Sales Sales Ops works closely with the sales team, ensuring that all efforts are directed toward achieving goals. This relationship is especially important in B2B sales, where cycles are longer and transactions more complex. By providing strategic support, Sales Ops frees managers and salespeople from operational tasks and offers a clear vision of how performance can be improved. One of the most important functions of Sales Ops is the continuous analysis of KPIs (Key Performance Indicators). These indicators offer valuable insights into the effectiveness of sales strategies, allowing for quick adjustments whenever necessary. Some of the main KPIs analyzed include: Conversion Rate: Percentage of leads that convert into customers. Customer Acquisition Cost (CAC): How much the company invests to acquire each new customer. Lifetime Value (LTV): The total value that a customer generates for the company throughout their lifecycle. Churn Rate: The rate of customer loss, a critical indicator for understanding business health. These indicators not only provide a snapshot of the current state of sales, but also help predict future trends. Companies that adopt a data-driven approach, supported by Sales Ops, tend to have more predictability in their revenue, which is a competitive differentiator in any industry. Direct Benefits of Sales Ops Implementing a structured Sales Ops team brings several advantages that go beyond simple process optimization. One of the main benefits is scalability. With well-defined processes and the use of technological tools, such as CRM (Customer Relationship Management), it is possible to expand sales operations without a proportional increase in resource usage. In addition, Sales Ops allows for: Increased Productivity: By automating repetitive and bureaucratic tasks, salespeople can focus on what really matters – negotiating and closing deals. This improves time utilization and increases the number of leads converted. Predictability and Regularity: The ability to predict sales peaks, periods of low demand, and adjust strategies according to market behavior is a major differentiator. This not only optimizes sales planning but also improves resource allocation. Data-Driven Decisions: A well-structured Sales Ops uses data to guide all its decisions. This means that, instead of making decisions based on assumptions, managers have numbers and analyses that show the most effective way to achieve sales goals. Resource Optimization: Implementing tools like CRM enables smarter use of available resources. By centralizing information and automating processes, the sales team can work in a more integrated and efficient way. Identification of Improvement Opportunities: Sales Ops, by continuously analyzing data and monitoring performance, can quickly identify areas for improvement in the sales process. This may include adapting strategies, changing the lead approach, or even the offering of products and services. Practical Examples of Success Many companies that have adopted Sales Ops as a fundamental part of their sales strategy have experienced impressive results. A notable example is Salesforce, a global leader in CRM solutions. The company invested heavily in structuring a Sales Ops team, resulting in significant improvements in the efficiency of its sales team and revenue predictability. Another example of success is HubSpot, which also implemented Sales Ops to optimize its sales processes. As a result, they not only increased their revenue but also reduced their sales cycle time and improved the quality of leads worked. The Profile of a Sales Ops Professional To perform all these functions with excellence, the Sales Ops professional needs to have a multidisciplinary profile. They must combine analytical skills, problem-solving ability, and a constant focus on results. Among the main characteristics of a good Sales Ops professional are: Analytical Skills: Knowing how to interpret and transform data into valuable insights. Proactiveness: Anticipating problems and opportunities. Systems Thinking: Seeing the business as a whole, understanding how different areas interact with each other. Tech Savviness: Efficient use of CRM tools, automation, and data analysis is essential. Effective Communication: Facilitating communication between departments and ensuring that everyone is aligned around the same objectives. How Sales Ops Can Transform Your Sales Team If there’s one thing Sales Ops does masterfully, it’s ensuring that the sales team operates more efficiently and strategically. It not only relieves the sales team of more bureaucratic tasks, but also provides the tools and insights needed to maximize results.
Sales Machine: Definitive Guide to Structuring Your Sales Machine
Attracting customers in a continuous flow is essential for a company to remain in the market, but growing a business’s sales is not a simple task. If you want to leverage your sales, maybe it’s time to learn what a sales machine is. The growth of a company depends on the joint work of different areas, such as marketing, sales, production and supply. Even more occasional factors, such as the COVID-19 pandemic and the need to adopt a home office, for example, end up interfering. All of this affects your business’s relationship with the market and customers. Therefore, having a sales machine is essential to maintain the stability of your business. This concept was created to help your company grow and stay in the market. So, if this is your goal as an entrepreneur, read on! What is a vending machine? Sales machine is the expression used to explain the process of structuring a scalable sales model. That is, this concept designates optimized actions and processes designed to support a constant volume of newleads in your company. A sales machine must always be scalable and deliver solutions that really make sense for the customer. In other words, it’s like a roadmap of steps your company should take to increase lead capture and retention. The term was invented by Aaron Ross, in the publication of the book“Predictable Revenue”, and comes from English Sales Machine. In the book, the author tells how he created a sales machine that earned more than 100 million dollars for the pioneering company of the strategy, Salesforce. What Aaron did was to structure a lead generation growth process, continuously generating opportunities. This is what defines an effective sales machine today. The vending machine is: Scalable; Profitable; Predictable. Scalable, as its objective is to increase the number of customers. Profitable, because the objective of every company is the profit. It’s predictable because it’s essential that your company’s projected future matches what’s happening in the present. After all, you can’t imagine that your future will be billions if your company’s revenue hasn’t even reached the hundreds of thousands. In that case, keeping your foot on the ground about your company’s growth is essential. It is also essential that the vending machine is profitable. That is, your customers need to give a return greater than what was spent to acquire them (ROI). This means that if you have a marketing campaign that costs 2,000, for example, and it only brought 2 customers, the cost of each customer was 1,000 reais. In this case, the only thing that would pay for the campaign would be if both customers spent more than a thousand reais, which is unlikely in many scenarios. In this sense, the CAC (Customer Acquisition Cost) must always be as low as possible, as this means more profit. Therefore, the sales machine is the whole process and mapping to increase your sales numbers and profit more and more. Scalability and sales machine A scalable company is a company that manages to increase its revenue without necessarily increasing its costs. In other words, it is a growing company. Every company wants to be scalable, have continuous growth and profit greater than its expenses (even if this is not always the case for all scalable companies). There are two scalability models within a business: horizontal and vertical. The horizontal scalability model has as main objective to make the company a reference in the market in general. In this way, the company seeks to maintain a varied range of customers and segments, with the objective of remaining relevant in the market as a whole. We can give as an example of a company with horizontal scalability Coca-Cola, which in addition to the soda, today is also a brand of clothing, sneakers and much more. In horizontal scalability, the company seeks growth within its specific market niche, focusing on the company’s specific products and services. It is necessary to define which type of scalability your company wants to focus on before creating the sales machine, as this model intends to standardize its entiresales strategy in line with your company’s goals. The goal of the sales machine is to keep the flow of customers continuous, just as the goal of scalability is to keep growing. By putting these two concepts together, it is possible to create a sales machine that increases your company’s ability to scale in the market and grow even more. Therefore, for those who want to increase the company’s revenue without necessarily increasing costs, creating a sales machine is paramount. How to make a vending machine? The vending machine takes its name because it is also composed of parts and gears. That is, there are several parts of a process so that the whole structure makes sense. All parts of the company need to be engaged with the sales machine: the team, the metrics, the strategies, everything. For example, there is no point in having a structured and perfect process if your employees are not trained to execute it. If the team does not understand the process, the process will not be used and therefore will be meaningless. That’s why everything has to be working properly for the sales machine to bring results. Implementing a sales machine in your company necessarily means reviewing your business’ commercial approach. That is, review the sales strategies and techniques used by your employees. So, before you decide to make a vending machine, be aware that this is a laborious strategy. However, once the sales machine is working properly, all sectors of your business will be much more in tune with each other – and the flow of customers will inevitably increase. Below, we will mention the main tips and strategies to make a sales machine for your business. We are specialists in business between companies. Get in touch and find out how we can help! Define a sales strategy Defining a commercial strategy is essential to establish the sales machine and create your company’s
What are complex sales? Completely understand the concept
Have you ever thought about the process of selling a submarine? State-of-the-art technological systems? Of aerospace components? Or, bringing it closer to reality, equipment for assembly of manufacturing plants of any kind? Right away, you realize that these are not the simplest of negotiations. And there is even a category for this type of sale: these are examples of complex sales. In this article, we’ll show you what defines complex sales and what are its main characteristics. You’ll find that they have some aspects of their own, notably their longer sales cycles than you’d see in simple sales. At the same time, complex sales bring the great advantage to the companies that work with them, the fact that they return a higher average ticket, which boosts revenue. Another very present aspect concerns the environment in which complex sales are more common: in business between companies – also called B2B complex sales. What are complex sales? Complex sales are those that require longer processes, which involve more technical issues and, consequently, go through several decision makers until they are concluded. Because of all this, in general complex sales have a more costly process, but at the same time represent a higher average ticket. Although not a rule, they apply more frequently in negotiations between companies (B2B). As the name suggests, complex sales vary greatly depending on the type of product or service being sold. More technical or more specific products or services make sales more complex than others. This is because they demand clear and very restricted understandings at both ends: both from those who sell and those who buy. As a result, it is quite common for this type of sale to require the engagement of very specific professionals, expanding the negotiation process and the number of decision makers. The seller, for example, needs to act a lot with theconsultative sales profile, evaluating the client’s pains well and formatting a business that fits perfectly to his. At the same time, it is essential that those who work with complex sales are specialists in the product they offer. After all, negotiation involves a series of doubts and technical questions that only those who are very knowledgeable about the subject will be able to answer. And a bad impression left could put the entire sales effort down. Despite taking longer and requiring a much more expensive process than simple sales, complex sales bring a great return. This is because they involve high-cost products and, as such, offer great revenue opportunities. Difference between simple sale and complex sale First of all, let’s make it clear that the expression ‘simple sale’ in our context does not carry any meaning that represents lesser importance. Far from it. It is simply a conceptual issue. That said, simple sales can either be those of everyday life, or other less commonplace ones, but with shorter processes and fewer decision makers. A simple sale aimed at the final consumer, for example, could be a traditional trip to the mall. You enter a shoe store, choose the model, ask the salesperson for help and close the purchase. When it’s abouta B2B environment, we can say that a simple sale is one whose negotiation is possible to be done directly with a single decision maker. Think, for example, of the person responsible for supplier relations. Complex selling, on the other hand, requires a longer decision process and involves more than one decision maker. Because of this, it is necessary to build a relationship of trust between the parties – something that we do not necessarily see in simple sales, which are often resolved in a matter of minutes. In addition, while in a simple sale, in general, the seller’s approach is more incisive, in complex sales, it is necessary to act mainly as a consultant. After all, in complex sales, the idea is not simply to sell or sell soon, but to format the best deal so that, in the end, the entire investment makes sense – for both ends. Features of complex sales We have seen so far that a very present aspect in complex sales is the longer period for closing a deal. However, this characteristic is just one of those that conceptualize a complex sale. Quite simply, it can be said that a complex sale is one in which all the nuances involved in a simple sale are enhanced. After all, as you will see below, the cost to acquire a new customer is greater, the journey to be faced until closing the sale is greater, the average ticket is higher and even there are more decision makers. High Customer Acquisition Cost (CAC) Those who work in sales know that conquering a new client is not a simple task. It takes a lot of research, analysis, conversations and negotiations. And, even if you are an extremely prepared seller, there is no guarantee that the deal will materialize. In any case, conquering a new client is an activity that requires the integration of efforts. The marketing team needs to invest in content analysis and production, while those responsible for the pre-sales department need to prospect and qualify potential new customers. Then comes the time for the sales consultants to actually start negotiating, and only then is the deal closed. As you can see, this whole cycle demands financial investment. And all of this will have an impact on what we call Customer Acquisition Cost, or simply CAC. The CAC calculation takes into account the total amount invested by the company in all sectors and/or professionals and the total number of customers actually acquired. For example, if the company invested BRL 20,000 in marketing and sales, and during the period it acquired four new clients, the CAC would be BRL 5,000. In complex sales, the CAC is often much higher than that seen in simple sales. This is because, in general, negotiations involve few potential clients and a lot of investment in research and prospecting. Consider, for example, a
Downsell: understand what it is and see how to use the technique
High inflation and political uncertainties have made the economic scenario increasingly difficult, forcing companies to act with an extra dose of caution. Even if every manager has the ultimate goal of seeing business growth, it is necessary to be confident at every step. And that often means investing less. Less money circulating means less business, right? Wrong! You just need to know how to use the right strategies. And today we’re going to address one of them, the downsell. Downsell is a widely used sales technique that basically consists of proposing a negotiation with lower bases than initially anticipated. However, anyone who thinks that thismeans decreased profits or loss of revenue. It’s all a matter of knowing how to use donwsell efficiently. Often, offering discounts or less expensive business alternatives serves as a way to retain customers or even gain new ones. Although, at the tip of the pencil, the final numbers are smaller individually, in context they can mean the same billing. More than that, in the medium and long term, today’s donwsell may result in more advantageous agreements. For this to happen, however, it needs to be applied consciously. As we will show below, having well-trained teams, knowing the market, knowing how to listen to the customer and, just as important, identifying the correct timing to propose the donwsell, is what makes the technique yield good results. Follow with us! What is a downsell? Downsell, also called downselling, is a sales strategy that consists of offering the customer a solution whose sales value is lower than the one he had expressed at the beginning of the negotiation. The idea here is not simply to sell the same product or service cheaper; What you want is to keep the customer, even if the direct consequence for the company is a lower average ticket. A very common example concerns cable TV operators. Whether due to the popularization of streaming services, the economic crisis or the change in consumption habits, in recent years this sector has seen a sharp drop in its customer base. And how to break it? One form that has been quite common concerns the offer of service packages consistent with the new reality. If a customer calls the operator expressing interest in canceling the subscription for reasons of economy, it is very common for the company to offer a cheaper package, or else a discount for a period of time. Even if this could mean a decrease in profit for the cable TV operator, the permanence of that customer will at least generate “some” profit. And, no matter how small it is, it’s always better than having no sales at all. It is often possible that the downsell actually ends up not generating any financial advantage for the company – in this case, the sale price ends up being the cost price. But this momentary stalemate could mean customer loyalty, and profits from it could be resumed later on, when conditions prove to be more favourable. Differences between downsell, cross sell and up sell As we have seen, downsell is a sales strategy that aims to keep a customer, even with a lower financial return than he previously offered. The strategy, however, also applies to new consumers or business partners. Imagine, for example, that your marketing team has identified a new lead and its professionals pre-sales started an approximation. That potential customer showed interest and started negotiating a purchase. But at the last minute, he raised some objections and decided to pull out of the business. One way to try to secure a sale is to downsell. Even if the average ticket becomes smaller, once again the sale can be guaranteed and you will have a new customer. This strategy is exactly the opposite of two others that we have already covered here at Protagnst: up sell and cross sell. How about having the services of a consultancy specializing in B2B sales? Protagnst excels at this! Contact us and find out how we can help you! Up sell Also called up selling, this strategy aims to expand an initial sale, making it more interesting. The idea is basically to take advantage of a customer’s desire to buy to make the product or service even more advantageous for them. It is important to highlight that, in up sell, the benefit is mutual. When doing up selling, both the buyer and the seller have an advantage. This method basically consists of offering a larger quantity of the product, but with a proportionally lower price. Thus, you gain in value from the sale. Although it is fully feasible – and interesting to apply – in business between companies, this strategy is very common in the day-to-day business between companies and end consumers. Good examples of her we find every time we go to the supermarket. Just look at the shelves of products offered in different sizes. Who never thought something like “the price of two bottles of this 600ml soft drink is higher than the price of the same soft drink in a two liter bottle”? Or did you choose to buy a five-kilogram bag of rice instead of a two-kilogram one, because the sum ended up being more affordable? Realize that, at the end of the day, you spent more, but benefited proportionately. The supermarket lost proportionally, but had a higher average ticket. Also read about how to win more customers with the technique ofrole playing. Cross sell Cross sell – or cross selling – is another sales strategy that brings benefits to both ends of the business, but here using cross-negotiation. The intention of this business model is to expand the customer experience – and the average ticket – by offering products that complement each other. Once again, the gain is in proportional terms: if the products or services are purchased separately, the customer will have a higher cost than if they are purchased together. One sector that uses a lot of cross selling is travel. Try
Unique value proposition: why is it important and why have one?
What makes your business different from the competition? If you answered a unique value proposition (Unique Selling Proposition), is a sign that you are on the right path! However, having a unique sales proposition and not offering a guarantee is not enough. After all, many companies can even bet on a PUV, but not generate the expected result, that is, convince the customer that their business is better than the competitor’s. Here, then, is the great challenge for marketing and sales: winning over the customer with a good sales promise that guarantees the result of the unique value proposition. That is, if you promise to deliver much faster than the competition, then this becomes yoursUnique Selling Proposition (USP), and you must maintain this agility, because this becomes associated with the brand identity. A good example of a unique value proposition is the Head & Shoulders brand. Who does not know the brand of shampoo that promises to eliminate dandruff? Well, she brought the following phrase in the advertisement in the 60s: “Clinically proven to reduce dandruff” (Clinically proven to reduce dandruff). It’s not just a sales promise, but a guarantee that the product actually works. And that’s why, if you’ve never done or intend to improve your unique sales proposal, we invite you to continue reading and learn more about the term USP. What is a unique value proposition (Unique Selling Proposition)? A unique value proposition, also called a unique selling proposition,Unique Selling Proposition, Unique Selling Point or USP, for its acronym in English, is the term given to a product, service or any detail of the brand that helps to differentiate it from the competition. The name was created by Rosser Reeves, in the 1940s, to define the promise of sales within the advertising of products and services. According to him, the unique sales promise should bring a real benefit that no other brand has or claims to have. In this way, the target audience starts to associate the benefit with the brand and, as a consequence, even buys it. In short, the unique selling proposition should answer the following question: What sets you apart from the competition? What makes your company/product/service unique? Why is it important to have a unique sales proposition in your business? Before answering this question, we want to know: when you enter the supermarket or visit an online store, what do you consider when you find two or more products of the same type? If they’re equal in supply and price, either one will do, right? Unless one of them has a unique selling proposition. That unique value proposition could be a promise of service, not necessarily a benefit of the product’s composition: for example, the product always has free shipping, a 5-year warranty, or part of the sales goes to a charity. That is, the unique selling proposition is not always an exclusive advantage for the customer itself, but it can be a benefit to society as a whole. This also helps the brand to leverage its position in the market by not thinking of people only as customers. Therefore, having a unique sales proposal is important because you stand out in a competitive environment, bringing a differential that no one else can bring, and nullifying any comparison of prices and products. Not to mention that, without a good USP (Unique Selling Point), you don’t connect with fans because there’s nothing about your product or service that sets you apart from others to create an identity. But, before thinking about an exclusive offer, it is essential to fulfill the advertising promise, unless you want to have your sales pitch go down the drain. Having a well-defined PUV can transform your business. If today you have difficulty selling value, maybe it’s because your audience sees your brand as a commodity and will always buy for price. If you compete on price and don’t have differentials, you’ll end up losing margin and having an unprofitable company. To prevent your solution from being easily replaced by the competition, you must think and define a unique value proposition. If well defined, you stop being compared with the competition and start being compared to yourself. Do you need to improve your approach results in sales processes? Talk to Protagnst and find out the reasons to hire a company that specializes in B2B prospecting. Characteristics of a good value proposition An effective unique value proposition must be very assertive, harmonious, coherent and directed to the public that seeks the values that only your brand can offer. It must be supported by four categories of value elements, according toBain & Company: social, emotional, functional and life changing impact. A company can focus only on social impact, like the Peita store, which sells t-shirts with inspiring phrases that give visibility to the female audience. It can also have a functional impact, like Airbnb, which provides cheaper accommodation. In other words, the characteristics of an effective value proposition go far beyond granting exclusivity. It is important, however, to highlight the differentials that make a person look for your company, and not the competition. See what these differentiators are then. Assertiveness and clarity “We sell the best cheesecake in town”. This is a generic phrase, without impact, since every pastry shop can sell its product as the best in town. Therefore, it is worth identifying a differentiating point of the product/service in a clear and objective way – and, of course, fulfilling the promise of value. The sentence above, therefore, could be more or less like this: “We sell the only cheese pastry, with real cheese, straight from Minas”. It is a fun and unique proposal. See that, by positioning itself as a different pastry shop, the owner manages to bring something that really adds value, leaving aside subjectivities and points that are difficult to prove. If this pastry shop had an award, which proved that it was the best pastry in the city, state or anywhere else, then the unique value