Software Sales Management

How Well Are You Leveraging Technology for Collaborating with Your Distribution Partners by Rakesh Kumar

Today’s business environment is driven by the evolution of technology. Large enterprises are gaining real competitive advantage by leveraging technology to collaborate with their different business units. With the pervasive advent of ERPs and software applications, things seem to change for the better. ERPs help companies to share information in a way that they replenish the experience of face-to-face meetings. Manufacturing is a fragmented business unit. Manufacturers have a huge sales channel ranging from C&F agents, Distributors, Sub-distributors, Dealers, Partners and Retailers.
We have two types of groups: Forward looking companies & Laggards. Many forward-looking companies are leveraging the great advantages of the newer technological boom, while there are several laggards who still consider automation and integrated collaboration with their business units & partners cost head without returns. This article has relevance for both the groups. While we bring out nuances from the technologically advanced companies on how well do they leverage technology for collaborating with their distribution partners, the companies who aren’t paced up with distribution management software would also notice some of the benefits that are missing.
Have you experienced increased sales productivity?
To cover a large geographical area, a typical distribution channel has to be subset and diverse. This complexity in the product sales & distribution of a manufacturer often creates inefficiencies and hinders productivity. The highly connected distribution management sales team on the other hand, lets you accelerate sales cycle.
Were you able to increase market accessibility with your automation tool?
Any sales distribution initiative would need the market share report to boost their sales forecasting. The top management of any manufacturing unit needs a sales funnel to be able to make informed decisions before expanding and forecasting. Only if your Distribution Management System offers intelligent real-time data that lets you know your markets reach, it is worth your time, money and efforts.
Does your ERP/software allow you to push sales promotion to your distribution channel?
Robust distribution management software offers end-to-end collaboration among the company and the distribution channel. Scheme Management is an interesting and effective module of distribution management systems that allows you to push sales promotion across your distribution channel. You can run, manage and control scheme among distributors and even settle claims with a dealer claim automation module in the system. Effective schemes can be planned and run only when you have complete visibility of Daily sales, opening & closing stocks, top selling SKUs, stocks not in demand, and many more similar sales insights
Does you software help you to break down information silos?
Collaborating with your sales distribution channel doesn’t stop with information on sales and purchase data, but continues to information exchange. Does your software allow you to chunk the information that you need to transmit among different departments? If not, you are missing out on the possible benefits like Bulletin Board functionality. It helps you to segregate and circulate information to different trading entities. So if you want to apprise your distributors of a new scheme, volume purchase deals, reward them on the sales target achievements, you need an effective tool that facilitates consistent flow of sales information in real-time.
Did you gain trading partner confidence with the automation?
Given today’s global economy, there are higher probabilities of your working with partners in various time zones and multiple locations. Gain day-to-day insight on your partners working mechanism and you will be able to prevent potential problems before they occur.
The significance of automation is different for different companies. The present scenario sees collaboration with trading partners a burning challenge. Benefits of technology have been adopted by many such companies to align things in the most appropriate fashion. They have switched to Distribution management system that adheres to creating an integrated business communication platform in real time. Have you reaped benefits of shared visibility of data, accurate sales forecasts and dynamic market trends?

Rakesh Kumar is an after-sales service process optimization expert and associated with Zed-Axis Technologies Pvt. Ltd & Zed-Sales? – A 360 Degree Sales Management Software and Distribution Management Software – one of the flagship products of Zed-Axis Technologies Pvt. Ltd. For any queries/feedback Please visit www.zedsales.in

Article Source: http://www.earticlesonline.com/Article/How-Well-Are-You-Leveraging-Technology-for-Collaborating-with-Your-Distribution-Partners/1219561

Sales Software Management

3 Killer Ways to Handle Sales Objections by Peter Fuller

Bookstores are full of sales books which lay out objection handling methods. I know of one that has a mind numbing 10 step process guaranteed to kill the objection and the prospect. Through many years of power based selling I have come up with a few ways to make objections your ally not your enemy.rnrnPicture this; we are on a holiday from our professional sales job and we are driving on the highway to our destination. Up ahead, our alert driver notices dead deer on the highway. The deer is beyond help, mangled and messy. Do we stop the car and start prodding the dead deer or do we adjust steering, slightly, and cruise on to our destination?rnrnThis is what sales amateurs do. They spend too much time analyzing the objective instead of staying on the sales path to gain an objective. Object is to move the sales cycle to next baseline. Here are my 3 steps to keep the wind in the sails of your sales process:rnrn 1. Ignore the objection completely, 3 times: yes, I know we are supposed to listen, notice I did not say use deaf ears, I said ignore. Prospects are battered with pitches. On the way to work radio ads pitched him, before he left home his kids and wife pitched him, his colleagues pitch him. With the pitch happy world, smart prospects have built a layer; a layer of response to a pitch. Automatic and effective to kill off sales guys. So ignore the first objection, ignore the same objection if it arise again and ignore it for a third time. Yes, brass balled salesmen ignore the heck out of objections. Just keep on the sales highway.You will notice fast using this technique, that the objection was smoke, had no substance.rn 2. Switch it: Ok, now we heard it 3 times: we can assume, only assume at our risk, that the objection is real. Uh oh, now what. Switch it. Switch the objection to frame as the most important reason to buy. This elegant and magical when done right. Here is a switch to the no money stake in the amaters sales guy heart: “Sir, gentlemen like you who have no money, have a desperate need for our service.” and now get on the sales highway with no pause, no stop, keep selling.rn 3. Answer it: not the first approach, note the 3 infront of this line. Answer it just like this; feed the objective back to the prospect and be silent or as J. Douglas Edwards said, “SHUT UP.” Your prospect, guaranteed, will answer his own objection or give you details to frame your switch or response.rnrnMany believe the best way to answer objections is not to get any. 83 page powerpoints are designed to inform the prospect. But powerpoints inject boredom into the sales cycle when overused. And in my opinion, if you use a ppt, this is overuse. But if no objections do pop up, the sales guy is not selling hard enough or is selling to the wrong prospect.

OnlineSalesSoftware.netrn2140 E. Southlake Blvd. STE L 555rnSouthlake, TX 76092rn888-605-3173rninfo@onlinesalesoftware.netrnrnOnline Sales Software makes powerful sales software loaded with true sales force automation for lead distribution and sales tracking. Sales management gets accurate sales lead data, sales pipeline data and sales forecast date from all sales people; direct and sales channel partners.

Article Source: http://www.earticlesonline.com/Article/3-Killer-Ways-to-Handle-Sales-Objections/461861

Sales Management Software – Sales System

Sales Software Management

McAfee to Acquire Stonesoft – Analyst Blog (Zacks)

McAfee, a wholly-owned subsidiary of Intel Corp., which is the world’s largest
manufacturer of semiconductor products, plans to acquire Stonesoft, a network
firewall solutions provider, for $389 million in cash.

Zacks

Sales Management Software – Sales System