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Having a solid sales infrastructure in place has the potential to make or break your growing business.
If designed - and implemented - correctly, it can help you achieve goals, increase sales, and stay ahead of the competition.
But building one requires careful planning and execution, and key elements must be in place to support business growth.
So what steps do you need to take to establish a sales infrastructure? And how can you ensure that it will take your business to the next level?
In today's episode, our guest Eric Balis and I break down how you can build up an effective sales infrastructure for your business.
Eric is a Fractional VP of Sales and the Founder of Top Tier Sales Advisors. He helps founders realize their company's maximum value by accelerating revenue production and helping their sales teams achieve excellent and repeatable results.
He concentrates on helping small and mid-size companies optimize their sales strategy, process, and education. Eric helps companies transform their sales culture, implement new sales processes and procedures, and instill best practices. He focuses not just on the strategic level but also on the tactical level to help companies achieve record-breaking sales results.
We discuss:
02:13 What does it mean to have a sales infrastructure? What does it look like?
04:49 What is the role of content marketing in educating buyers and supporting sales efforts in service-based businesses?
07:55 Do you have an example of a business that you helped where its marketing and sales efforts were focused on attracting high-quality customers and that it drove business growth and increased revenue?
11:41 What changes did the company in your example make to its messaging that improved its sales process?
13:31 What is considered a good open rate for email campaigns? Is there an industry standard for what is considered average or low?
15:09 After setting the foundational pieces of having the correct messaging and positioning, is finding the best CRM system the next step in building your sales infrastructure?
16:39 What personality traits, attitudes, and qualities do successful salespeople tend to have?
20:01 Is it possible to train someone to actively listen and ask insightful probing questions in sales conversations, and is it a skill that can be taught, or is it innate to a specific personality type?
22:55 When does a business determine if it has reached the tipping point where it needs to implement a sales process?
24:17 What are some common mistakes businesses make when they try to handle challenging projects on their own instead of hiring a consultant or expert?
28:35 What is one actionable step that a business can take in the next month to improve its sales infrastructure if they already have some pieces in place, such as a CRM system and the right messaging and positioning?
Resources:
Eric Balis, Fractional VP of Sales and Founder, Top Tier Sales Advisors:
https://salesxceleration.bullseyelocations.com/salesxceleration/advisors/eric-balis/31190015
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