Introduction

One of the most important aspects of any business is sales. Without sales there is no revenue and without revenue the company ceases to exist. This is why so many executives and managers are focused on generating the most sales possible. One of the tools they are using to do this is sales management software. Sales management software is software that can be used by employees to track and improve their sales and sales opportunities. There are many different types of sales management software available on the market today, but one of the best sales management software is Prophet.

Prophet sales management software is easy to learn and easy to use.

Obviously one of the things executives and managers take into consideration before purchasing new software for their company or business is how easy the software is to learn and use. Prophet is one of the best sales management software available on the market today that meets both of these requirements. It is so easy to use that many executives and managers who were using competitor brands of sales management software have switched to Prophet sales management software simply because of this. In addition, Prophet sales management software is easy to learn, as most users can learn the software just by using it for a little while. However, Prophet sales management software does offer a tutorial that shows all of its features quickly, so employees can learn what they need to know about the sales management software even faster.

Prophet sales management software works with Outlook.

One of the most popular software programs used for email is Microsoft Outlook, and like most sales management software programs, Prophet works with Outlook and the information within it. Sales management software programs work with Outlook to maintain information on clients, business contacts, and sales opportunities. However, Prophet sales management software differs from its competitors, as it allows information to flow back and forth between the two programs much easier than other sales management software programs. For example, with Goldmine and Act sales management software, information in these programs must match the information in Outlook in order for it to be compatible, but this is not the case with Prophet sales management software. In addition, Prophet sales management software works with more versions of Outlook than any of its competitors.

Prophet sales management software makes adding and changing information easy.

Things are rapidly changing in today’s world, and nothing stays the same. It is important that companies and businesses have sales management software that is flexible and can adapt to these changes. Prophet sales management software does just that through its toolbar located in Outlook. This toolbar allows employees to change and add information with just a click of the mouse. Prophet’s competitors don’t offer this in their sales management software. Instead, employees must open up the sales management software program each time they want to make changes and manually do so. This is not only frustrating, but it makes employees less efficient.

Prophet sales management software is made to be customized.

Companies and businesses aren’t identical, thus the sales management software they use shouldn’t be either. Some information that is important for one organization is not important for another, thus they don’t need their sales management software to track it or include it in reports. Prophet sales management software recognizes this and allows for more customization with their sales management software than any of their competitors. This way businesses and companies can get only the information they want, and should they need to get different information at another time, they can simply change the customization in their sales management software and access what they need.

Prophet sales management software makes sharing information with others easy.

One of the best features of Prophet sales management software is that it is designed to make sharing information with internal and external individuals very easy. Prophet sales management software is the only sales management software to offer peer to peer sharing, which allows information to be easily shared and used by multiple individuals in a company or organization. This is a great feature as most employees work in a team or group and not in isolation as they might have done in the past. Sharing information with individuals outside the company or organization is also easy with Prophet sales management software. Obviously information in the Prophet sales management software program can’t be sent directly to outside individuals as they don’t have the sales management software. However, Prophet sales management software allows you to save, print, and send information to others in a variety of file formats including aspx, PDF, Word, and Excel. This way individuals can view it and use it no matter what software programs they have on their computers.

You can begin using Prophet sales management software today.

For more information about Prophet sales management software, simply visit Avidian Technologies website, Avidian.com. If after reviewing the information and learning more about Prophet sales management software you would like to purchase the sales management software, you can do so on avidian.com. Your purchase can be of either actual physical software that is mailed to your company or business postal address or you can download the sales management software from the website for immediate use. This means that you can start using Prophet sales management software today!

If you are an executive or manager of a business or company that is looking to take their sales to the next level consider purchasing a sales management software program such as Prophet. Prophet sales management software is not only easy to learn and easy to use, but it also makes employees more efficient as it makes adding and changing information much easier than competing sales management software programs. In addition, with Prophet sales management software sharing information with both internal and external individuals is much easier than competitors’ sales management software programs. If you are interested in purchasing Prophet sales management software to help your employees manage your clients and business contacts and to improve your sales and customer service, visit the website of Avidian Technologies today at www.avidian.com

About Avidian Technologies:

Avidian Technologies is a software company specializing in creating software solutions for users of Outlook and Exchange. Prophet, developed by Avidian Technologies on the .NET platform, is the leading contact management and sales CRM software built in Outlook. The company is headquartered in Redmond, Washington. For more information, please visit http://www.avidian.com or call 1-800-860-5534.

Hiring an outsourced sales company can be an ideal strategy for small businesses seeking to grow. Many companies today are growing as “virtual corporations”, choosing to outsource many functions within their business including choosing to outsource sales.

From web services to manufacturers, the decision to outsource sales often comes down to four core reasons:

1. Conserve capital

2. Reduce risk

3. Lower management overhead

4. Enjoy your business more

This article examines each of these reasons to explore how you can outsource sales to grow your small business.

Conserve capital

Hiring sales people can be one of the most high-risk and costly experiences for any small business. Recruitment costs, which can be up to 30% of the annual salary package, take a large slice of cash, plus other up-front costs including equipment and company car. For many small businesses, and particularly start-ups, the cost to get into the game can be prohibitive.

Rather than committing large capital sums to hire in-house people, business owners can access an outsourced sales resource through a specialist outsourced sales company.

An outsourced sales consultant will be provided on a flexible contract to fit with your budget, and on a results-focused model that includes commissions. The outsourced sales agent will already have their own vehicle and equipment (as they’re effectively self-employed) and there will be absolutely no recruitment fee.

This means that you can engage an outsourced sales consultant for between 3 to 6 months before you exceed the up-front costs you would have paid to a recruitment agency.

Reduce risk

In addition to saving huge up-front recruitment fees, many small businesses choose to outsource sales to reduce their risk. Getting a sales hire wrong can be a very costly mistake. It’s not just the wasted recruitment fees and employment costs; failure in hiring the right sales person can lose customers and destroy reputations.

By working with an outsourced sales company, you can engage with an outsourced sales consultant on a flexible, pilot basis. This could be a small project to see how things go before you scale up the operations, with the ability to terminate the relationship (without any employer obligations) at short notice.

For a small business, the ability to reduce risk by using an outsourced sales company is a big attraction.

Lower Management Overhead

For business owners without experience of running a sales team, using an outsourced sales company will dramatically lower your management overhead.

Why?

Outsourced sales consultants are not employees, they are self-employed. An outsourced sales company has its focused on delivering results; it’s their business model after all.

Rather than chasing employed sales people to find where they are, developing processes to control their activities, and then wondering why they are not performing – you contract out the entire management overhead to your outsourced sales company.

Your outsourced sales company will have its own reporting systems, CRM, sales processes, etc. They will be experienced at sales operations and bring many years of sales management expertise to the table.

Enjoy your business more

This brings us to the final compelling reason why small business owners choose to outsource their sales.

It may be heretical to state, by not every company wants to be (or can be) a global market leader. Some entrepreneurs want to build a profitable business that enables them to enjoy a particular lifestyle.

Even business owners with greater ambitions want to grow at a pace that they can control or focus on the aspect of their business that they enjoy.

Often, the most attractive reason to partner with an outsourced sales company is that you just don’t want to “do sales”. Even if you enjoy selling, the whole aspect of prospecting and managing the sales process may leave you cold.

If this is the case, finding an outsourced sales company that can take your business and run with it is the best solution. Outsourced sales companies exist to sell. They are run by people who will look at your business and see an opportunity to make money.

Many entrepreneurs find this liberating as they can get back to what they enjoy, be that product design, technical development, or whatever, and leave the sales to someone else.

If you are a small business owner or start-up entrepreneur looking to grow your business without the costs, risk and hassle of hiring your own sales people, partnering with an outsourced sales company can be the answer you are looking for.

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A sales referral is when you, as a sales professional, ask a client, a prospect (or even an acquaintance or friend) for the name and contact information of someone who might have an interest, need or want for your product or service. An introduction to the individual makes the sales referral even more powerful.

But first how do you get sales referrals and introductions. The answer is simple – ASK! You already know that you have the right to ask. If you don’t ask, you don’t get. If you ask, you have a 50-50 chance of getting one, and if you don’t, there is nothing lost as you cannot loose something you never had.

Simple make it a habit to ask everyone and you will no longer be making cold calls, but working strictly on a sales referral basis. Ask more to sell more! Don’t miss out on this tremendous lead source!

The other option is word of mouth, where you provide an outstanding service and other talks about you. However, if you do not ask for testimonial letters, or for a sales referral, the chances of getting one out of the blue are slim.

You are given a sales referral because you have earned the other person’s trust and they think that you can actually help someone else. Do you believe in yourself, in helping others and do you trust yourself? If you don’t, nobody else will either.

A sales referral allows you to introduce yourself through that person’s name, creating commonality and an immediate level of trust.

There are several reasons why you should ask for a sales referral. When you call a sales referral and encounter their voice mail, be sure to mention the name of the person who provided their name. The sales referral tends to respond faster and at a much higher rate compared to voice mails you leave when making cold calls.

A sales referral has affinity with you and that begins to create an element of trust. And quite frankly, most feel a sense of duty or obligation to those who referred their name. They feel compelled to call back just in case they are asked. Either way, it works for you.

Sales referrals tend to listen and engage you more closely when you finally reach them. Typically, they don’t see you as “just another sales rep.” A tentative bond is created in your mutual acquaintance. The sales referral is curious and wonders why his or her name was passed on. In simple terms, this gives you a significant edge.

Sales referrals tend to buy at a higher rate compared to cold calls and other lead sources. There are three reasons for this: First, people usually refer others who are in similar situations. They tend to have similar problems, concerns, needs, wants and opportunities. This usually means there is a strong application for your product or services. In short, they are more qualified.

Second, as mentioned above, sales referrals tend to listen more closely to your message. They do not ‘dismiss’ you as quickly or as lightly as they do other sales reps.

And third, the sales referral’s trust is typically higher with you because he or she can “check you out.” You have an instant credibility source. Every buyer is looking for someone they can trust and depend upon. Having evidence of success with a known acquaintance makes buying easier for referral and easier for you.

Remember, if you don’t ask, you don’t get.

I was never very good in science class which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all over the place in excitement. The excitement was uncontrollable. The energy remained as long as the heat was applied. As soon as the Bunsen burner was removed, the atoms moved back to a static state. All movement stopped.

What does science class have to do with recruiting sales people? This science experiment teaches a lot about recruiting passive (those not presently looking for a job) sales candidates. All companies want to recruit the top talent sales people from other companies. However, that talent is usually locked-in pretty tight. The top sales people are the top earners of the company so they probably aren’t looking to leave. What would get them to leave? How do you find these candidates? What would energize passive sales candidates to be excited about another opportunity?

Years ago, my father used to take me deep-sea fishing off the Jersey shore. When we went fluke fishing, we used one kind of bait. When we went blue fishing, we used a different kind of bait. Thus, you need the right bait to attract a particular type of fish. You certainly won’t catch a shark using a worm for bait.

Once the baited hook was in the water, the fish didn’t usually grab it in a way that allows you to reel them in right away. There was a dance. You had to make sure the fish had eaten all of the bait and was firmly on the hook. Professional fishermen talk about all of the different techniques involved with playing this game well. On any Sunday morning, you can find television shows on ESPN that walk you through the steps on how to select bait and tackle as well as techniques to bring the fish into the boat.

So, what is the right bait when looking to catch passive sales candidates? How do you motivate them into action? There are two fundamental motivators of sales people: fear and greed. It’s very simple, just those two. Thus, the two types of bait for recruiting passive sales candidates are fear and greed. Sales managers use techniques to direct their sales team based on those two motivators every day. Guess what happens when a “greed” technique is used on a sales person motivated by fear? Nothing! Thus, it is critical for the sales manager to figure out the right motivator for each of his team members.

The wrong bait is also an issue for sales recruiting. Many recruiters rely strictly on the “greed” motivator. “Come to our company and you can make oodles of money.” That will work with some sales candidates, but certainly not all. As sales managers have come to recognize, there is an equally-sized population motivated by fear. I might argue that the “fear” population is larger than the greed one. For those folks, the “greed” factor does not motivate them into action. Some of you may be thinking that some sales people are motivated by both which is true. However, one of those two is more dominant. One of those two drives them into action.

As you can imagine, I talk to sales people all the time. Most have a lament about the goings-on in their company. So, I ask them if they are looking for another job and they say no. Then, an event occurs. Something that gets their attention and they call me and say that today they have decided to make a change. Wondering what that “thing” is? Well, it is different for every sales person. However, that “one thing” falls into the category of either fear or greed.

How do you motivate a passive sales candidate into action based on fear? You need to do your homework to effectively use fear as a motivator. The media provides most of the tools you need to do this well. Here are some examples of the fears sales people have:

Leadership change. As a whole, sales people don’t like change. They like their territory and compensation to remain static unless they are getting more. When there is a change in leadership at the top, they get very uneasy about what happens next. Will the territory change? Perhaps, the compensation plan will change?

Thus, top sales people could be open to listening to you about a new opportunity. How do you know when there is a leadership change? The Business Journal of that city announces promotions/new hires at the management level of companies. A weekly read of this tool gives you new ponds for your fishing expedition. You also may learn that information from an active candidate who cites that as a reason for looking for another job.

Company acquisition rumors. For the larger companies, the financial news (print, online, television) broadcasts rumors like this. Whether the company is going to be acquired or is the “acquiree,” there is uncertainty in the sales team. Sales people don’t like uncertainty. Post acquisition, there will be changes to the sales team, but who will still have a job and who won’t?

Just like kids the week before Christmas wondering what is in the wrapped box under the tree, sales people wonder what their “gift” will be. For some, the uncertainty of the future is just enough to lead them to be receptive to a job exploration.

Company financial woes. Again, this information is shared in the financial news media. It is also in the local Business Journal. Sales people panic when they hear this kind of news. For one, they wonder if their company will survive. However, they also connect a few other dots. “If the company isn’t doing well, I bet they lower the commission rate.” Or, “I bet they cut the size of the sales team. Even if I survive the cut, I’ll have to do twice the work for the same pay.”

Compensation change. How can you possibly know when there is a compensation plan change in another company? This information is certainly not shared in the media. When “active” candidates are asked why they are looking at other opportunities, they usually cite compensation plan changes as one of those reasons. Hearing that should trigger a campaign to find the top performers of that company so you can apply your Bunsen burner.

To motivate passive sales people into action, you need the right bait. With research and technique, you can apply the heat that sends these candidates into a frenzy.

Businesses have always had their own training programs, especially those businesses that deal in sales. Whether it was called orientation or training, sales people were required to attend these meetings in order to perform their jobs to the employers’ specification. The problem was the orientation or training programs were created by people who did not understand the requirements of sales and were often ineffective.

Sales training courses were developed to teach salespeople an overall view on Sales Techniques. A sales training professional will teach your salespeople the fine art of sales.

A sales training course or seminar can teach your salespeople the fine art of sales. It can give them the confidence and finesse to close the sale. Salespeople have to appear confident and self-assured in order to convince the potential client that your product or service is right for them. Sales training teaches each one to have the confidence and persistence to land even the toughest sale.

Sales training also teaches your salespeople how to communicate with clients. At times, it is necessary to finesse them, and with sales training, this skill can be perfected.

No matter what you sell, your salespeople need to have a good sense whether or not the client is interested in your product, and with sales training, your sales force can be taught the art of reading the client. Sales training can also teach your sales force how to become proficient in the art of negotiation, a skill that is needed to insure the maximum amount of profit.

Sales is all about who you know. It is called networking, and in today’s business world, it is more important than ever. In the past, all that was needed was a telephone. However, The Internet is growing everyday, and keeping good business contacts with allow your business to grow with it. Sales training can teach your salespeople how to network successfully on the Internet and develop solid business contacts.

Another skill that salespeople need is to motivate and be motivated. Clients respond better to a motivated salesperson than one who is quiet and reserved. Sales training teaches your salespeople motivation and how to use it to their advantage.

Before you send your salespeople out to meet potential clients, you have to be confident that they will be able to not only be able to sell your products or services, you also have to be confident that they will be able to close the sale.

Sales training teaches your salespeople how to successfully close a sale. Highly trained professionals who come to your business teach the sessions. If your sales force is in different locations, online sessions can be set up for them to attend at their convenience. Sales training schedules are very flexible and can be arranged at any time.

In today’s competitive business world, competition is fierce and it is necessary for businesses to give themselves an edge over their competition. Sales training gives you that edge by equipping your salespeople with the tools and knowledge that they need to get the job done.