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High-Velocity Sales and How to make sense of it in a B2B landscape!

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High-velocity sales

High-velocity sales isn’t a very new concept – Back then, the high-velocity model was mainly applied to freemium/transactional products. Today, high-velocity sales techniques and tools are being increasingly adopted in the B2B market.

High-velocity sales- the term that as the name suggests is a sales technique bought in the market to speed up the sales process and help the sales representatives become more efficient.

In this article, you will learn more about High-velocity sales and how to implement it in your organization.

What are High-velocity sales?

High-velocity sales is an approach designed to speed up the sales process.

According to a study carried out, inside sales representatives spend 32% on an average of their days only selling, and in the rest of the time, they are busy keeping track, reaching or seeking out contacts, planning activities, making notes, etc. In addition to these tasks, they might be using an average of 6 different tools to manage their sales activities.

High-velocity Sales was formed to improve the productivity of inside sales, especially with reps who mostly spend a lot of time making sales calls. The three objectives of HVS are to enable sales reps to be more efficient in:

  1. Prioritizing Opportunities
  2. Carrying out sales processes better
  3. Managing Tasks

High-Velocity Sales as an approach can be applied to any B2B business. The technique helps bring together the broad approach used in B2C sales and implements the same in the B2B sales process. It is likewise turning out to be important for Customer Relationship Management stages as it assists with monitoring and dealing with the sales processes better.

In simpler words, with the help of phone integration, artificial intelligence, and a single pane of glass view, High-velocity sales can help in saving a lot of time by not making sales reps switch between tools.

How to bring High-velocity sales in Practice in a B2B environment?

High-Velocity Sales is a new concept in the B2B industry as it is more familiar in B2C, so, before getting into the process, it’s better to know all the information and best practices to implement when using High-velocity sales. It saves time, money, and lets the focus be on getting more leads and deals.

  1. Use internet lead generation methods

The most used method to generate leads is through the internet. These methods include online survey forms on the website, key landing pages, organic search strategies, pay-per-click programs, and email marketing campaigns.

Every method has the same end goal, that is to make this lead a qualified prospect and then finally close the deal.

The application of high-velocity sales in the sales process will help the sales team reach the best leads and then convert them quickly with the help of CRM.

  1. Nurture your leads

The perspective of buyers has changed a lot in recent times. Before engaging themselves in a sale, they tend to look around, research and educate themselves about the product.

With this change in the mindset of the buyers, it has become very = important to nurture a lead because the prospects won’t accept your offer in the first meeting itself. Sales have thus become a long process, and nurturing leads becomes essential.

Nurturing a lead is like taking care of a plant, watering it every day to get fruits as an end result.

Your Leads also needs nurturing. They need consistent attention and expect constant discussions before finally closing the deal.

Lead nurturing is so impactful in the sales process that according to stats, 15-20% of the leads convert into sales even after they are “not ready to buy”.

By implementing a high-velocity sales model in your business you can catch the hints of buying from your prospects to convert into happy and satisfied customers.

  1. Leveraging a powerful inside sales approach

Buyers keep evolving every day, so should the sales approach.

What does not need to change is the goal which is to keep the prospect committed and then finally turn them into a customer.

Every prospect needs a different approach, so for that, you need to have an excellent understanding of your prospect and how you can practice the approach in making a sale.

The inside sales approach needs to be as strong as the foundation. Try adding value to the product and to the time prospects spends on your brand. Going for a story-based approach will help prospects to understand the product better. It will also aid in showcasing how the product can be beneficial for them. You can also use the before and after story format with your clients as it is influencing decisions.

In a summarized way, use the power of storytelling to get your leads on board. Plunge in your buyer’s minds and make them feel that your product is the best for them.

  1. Track performance to manage inside sales

High-velocity sales is not a cakewalk.

Being aware of the sales processes and the numbers that define your team’s efforts is necessary. Hence, tracking is essential.

Daily sales reports can help you keep a track of the productivity of the sales team and let you plan for the future strategically.

  1. Make the product easily accessible to the prospect

Do you ever buy a piece of clothing without trying it on beforehand in the store? No, right?

Then, why would you expect the prospects to buy the product without letting them have a demo? Give your prospects a chance of trying the product by giving them a 14-15 days free trial. Let them see and enjoy the benefits of your product, and then finally let them decide if they want the product or not.

Bottom Line:

Sales is taking a new turn every day, what was in yesterday might not be in today! In such a scenario, you need to take care that the sales team is more focused and productive than ever before.

When you implement high-velocity sales into your sales process, you give your sales team a chance to broaden their horizons, allowing them to speed up the process, convert more customers and churn more revenue through maintaining and planning to nurture leads and by tracking the numbers daily.

You can always use a CRM to make the life of your sales team easy and escalate the revenue growth.

Kylas is one of those CRM that has been built on the same goal of making the life of salespeople easy and escalating the growth of revenue.

 

 

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PepsiCo Reduces Revenue Projections As North American Snacks And Key International Markets Underperform.

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(VOR News) – In the third quarter of this year, Pepsi’s net income was $2.93 billion, which is equivalent to $2.13 per share. This was attributed to the company.

This is in stark contrast to net income of $3.09 billion, which is equivalent to $2.24 per share, during the same period in the previous year. The company’s earnings per share were $2.31 when expenses were excluded.

Net sales decreased by 0.6%, totaling $23.32 billion. Organic sales increased by 1.3% during the quarter when the effects of acquisitions, divestitures, and currency changes are excluded.

Pepsi’s beverage sales fell this quarter.

The most recent report indicates that the beverage and food sectors of the organization experienced a 2% decline in volume. Consumers of all income levels are demonstrating a change in their purchasing habits, as indicated by CEOs’ statements from the previous quarter.

Pepsi’s entire volume was adversely affected by the lackluster demand they encountered in North America. An increasing number of Americans are becoming more frugal, reducing the number of snacks they ingest, and reducing the number of times they purchase at convenience stores.

Furthermore, Laguarta observed that the increase in sales was partially attributed to the election that occurred in Mexico during the month of June.

The most significant decrease in volume was experienced by Quaker Foods North America, which was 13%. In December, the company announced its initial recall in response to a potential salmonella infection.

Due to the probability of an illness, the recall was extended in January. Pepsi officially closed a plant that was implicated in the recalls in June, despite the fact that manufacturing had already been halted.

Jamie Caulfield, the Chief Financial Officer of Pepsi and Laguarta, has indicated that the recalls are beginning to have a lessening effect.

Frito-Lay experienced a 1.5% decline in volume in North America. The company has been striving to improve the value it offers to consumers and the accessibility of its snack line, which includes SunChips, Cheetos, and Stacy’s pita chips, in the retail establishments where it is sold.

Despite the fact that the category as a whole has slowed down in comparison to the results of previous years, the level of activity within the division is progressively increasing.

Pepsi executives issued a statement in which they stated that “Salty and savory snacks have underperformed year-to-date after outperforming packaged food categories in previous years.”

Pepsi will spend more on Doritos and Tostitos in the fall and winter before football season.

The company is currently promoting incentive packets for Tostitos and Ruffles, which contain twenty percent more chips than the standard package.

Pepsi is expanding its product line in order to more effectively target individuals who are health-conscious. The business announced its intention to acquire Siete Foods for a total of $1.2 billion approximately one week ago. The restaurant serves Mexican-American cuisine, which is typically modified to meet the dietary needs of a diverse clientele.

The beverage segment of Pepsi in North America experienced a three percent decrease in volume. Despite the fact that the demand for energy drinks, such as Pepsi’s Rockstar, has decreased as a result of consumers visiting convenience stores, the sales of well-known brands such as Gatorade and Pepsi have seen an increase throughout the quarter.

Laguarta expressed his opinion to the analysts during the company’s conference call, asserting, “I am of the opinion that it is a component of the economic cycle that we are currently experiencing, and that it will reverse itself in the future, once consumers feel better.”

Additionally, it has been noted that the food and beverage markets of South Asia, the Middle East, Latin America, and Africa have experienced a decline in sales volume. The company cut its forecast for organic revenue for the entire year on Tuesday due to the business’s second consecutive quarter of lower-than-anticipated sales.

The company’s performance during the quarter was adversely affected by the Quaker Foods North America recalls, the decrease in demand in the United States, and the interruptions that occurred in specific international markets, as per the statements made by Chief Executive Officer Ramon Laguarta.

Pepsi has revised its forecast for organic sales in 2024, shifting from a 4% growth rate to a low single-digit growth rate. The company reiterated its expectation that the core constant currency profitability per share will increase by a minimum of 8% in comparison to the previous year.

The company’s shares declined by less than one percent during premarket trading. The following discrepancies between the company’s report and the projections of Wall Street were identified by LSEG in a survey of analysts:

SOURCE: CNBC

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Old National Bank And Infosys Broaden Their Strategic Partnership.

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Old National Bank And Infosys Broaden Their Strategic Partnership.

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(VOR News) – Old National Bank, a commercial bank with its headquarters in the Midwest, and Infosys, a firm that specializes in information technology, have recently entered into a strategic expansion of their link, which has been in place for the past four years.

This expansion is more likely to take place sooner rather than later, with the likelihood being higher.

For the purpose of making it possible for Old National Bank to make use of the services, solutions, and platforms that are offered by Infosys, the objective of this expansion is to make it possible for the bank to transform its operations and processes through the application of automation and GenAI, as well as to change significant business areas.

This lets the bank leverage Infosys’ services, solutions, and platforms.

Old National Bank Chairman and CEO Jim Ryan said, “At Old National, we are committed to creating exceptional experiences for both our customers and our fellow employees.”

This statement is applicable to Old National Bank. Infosys is carefully managing the business process innovations that it is putting us through, putting a strong emphasis on efficiency and value growth throughout the process to ensure that it is carried out efficiently.

This is a routine occurrence throughout the entire operation. Because of Infosys’ dedication to our development and success, we are incredibly appreciative of the assistance they have provided.

Old National has been receiving assistance from Infosys in the process of updating its digital environment since the year 2020, according to the aforementioned company.

Ever since that time, the company has been providing assistance. The provision of this assistance has been accomplished through the utilization of a model that is not only powerful but also capable of functioning on its own power.

Infosys currently ranks Old National thirty-first out of the top thirty US banks.

This ranking is based on the fact that Old National is the nation’s largest banking corporation.

It is estimated that the total value of the company’s assets is approximately fifty-three billion dollars, while the assets that are currently being managed by the organization are valued at thirty billion dollars.

Dennis Gada, the Executive Vice President and Global Head of Banking and Financial Services, stated that “Old National Bank and Infosys possess a robust cultural and strategic alignment in the development, management, and enhancement of enterprise-scale solutions to transform the bank’s operations and facilitate growth.”

This remark referenced the exceptional cultural and strategic synergy between the two organizations. Dennis Gada is the one who asserted this claim. This was articulated explicitly concerning the exceptional cultural congruence and strategy alignment of the two organizations.

We are pleased to announce that the implementation of Infosys Topaz will substantially expedite the transformation of Old National Bank’s business processes and customer service protocols. We are exceedingly enthusiastic about this matter. We are quite thrilled about this specific component of the scenario.

Medium-sized banks operating regionally will continue to benefit from our substantial expertise in the sector, technology, and operations. This specific market segment of Infosys will persist in benefiting from our extensive experience. This phenomenon will enable this market sector to sustain substantial growth and efficiency benefits.

SOURCE: THBL

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American Water, The Largest Water Utility In US, Is Targeted By A Cyberattack

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American Water, The Largest Water Utility In US, Is Targeted By A Cyberattack

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water

The largest regulated water and wastewater utility company in the United States stated Monday that it had been the target of a cyberattack, forcing the company to halt invoicing to consumers.

water

American Water, The Largest Water Utility In US, Is Targeted By A Cyberattack

American Water, based in New Jersey and serving over 14 million people in 14 states and 18 military facilities, said it learned of the unauthorized activity on Thursday and quickly took precautions, including shutting down certain systems. The business does not believe the attack had an impact on its facilities or operations and said employees were working “around the clock” to determine the origin and scale of the attack.

water

The corporation stated that it has alerted legal enforcement and is cooperating with them. It also stated that consumers will not be charged late fees while its systems are unavailable.

According to their website, American Water operates over 500 water and wastewater systems in around 1,700 communities across California, Georgia, Hawaii, Illinois, Indiana, Iowa, Kentucky, Maryland, Missouri, New Jersey, Pennsylvania, Tennessee, Virginia, and West Virginia.

SOURCE | AP

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