Strengthen your sales process and drive successful sales

Do you want to drive successful sales? If so, you need to master your sales process. How do you keep track of your business opportunities? And where can you find suitable prospects? We sat down with our Business Area Manager, Charlotte Magne, who shares some smart tips on how to stay on top of your business.

Can you tell us a little about yourself—who you are and what you do here at Releye?

“My name is Lotta Magne, and I work as the business unit manager for our Salesforce business unit. This means, among other things, that I’m responsible for our profit and loss. I also make sure our consultants are kept busy—neither too much nor too little,” says Lotta, continuing:

– To achieve these goals, I need to drive our sales—by bringing in new customers or expanding our business with existing ones.

What makes you so well-versed in our business?

– Of course, I spend a lot of time working in our own CRM system, particularly in our deal pipeline, to keep track of the deals we have in the works and get a good overview of when we’ll close them. I also combine this pipeline work with frequent check-ins and needs assessments with our prospects.

How and where can we find suitable prospects?

– If I sense that the pipeline is running low, we need to take action to generate more leads. We can do this by working with a marketing agency, organizing events, or following up on leads with the help of our partners. Since our Salesforce business unit is in a growth phase, this is something I do on an ongoing basis.

How do we make sure to close our stores?

– If we have a lot of deals in the final stages, it’s important to focus on closing them. That means I spend a lot of time on the phone, updating quotes, and holding internal meetings with our architects and experts to find the best possible solutions for the client.

Do you enjoy working in sales?

“It’s really exciting. Our sales work involves a tremendous amount of business development since we deal with complex transactions. So my job is to find a suitable and effective solution for the customer that supports their operations and long-term strategy,” says Lotta, continuing:

– Since I also serve as an account manager, I have the opportunity to guide them from the initial client phase through to the implementation of the solution—and to see the results of the strategy and solution we first developed with the client.

What are some important things to keep in mind during an initial meeting with a client?

1. Listen to the customerand find out what their needs are. In the next step, you should develop a solution tailored specifically to them.
2. Build trust– You represent your company, and of course you want to secure a follow-up meeting. Show the customer that you’re interested in them, and feel free to share some helpful tips right during the meeting to help them see that you know what you’re talking about.
3. Evaluate the customer– Allow yourself to be a little selective. Even if the meeting went well, the customer might not be the right fit for you right now. Will they be ready to make a decision in the near future, or not? Maybe you should hand the lead over to the marketing team and let them nurture the customer a bit more before you actively follow up with them again?