Sales tools are a fairly new phenomenon and their contribution to sales is still unclear to many. We have therefore put together five different sales scenarios and how you manage them. With – and without – a sales tool.

Scenario 1: Cold calling

You need to find new customers and decide to pick up the phone. Your company caters for larger restaurant businesses in Southern Sweden.

Sales rep WITHOUT a sales tool

You try to google companies matching your target group, to then find their contact information and paste it into an Excel sheet. Creating a call list takes anywhere between 9 and 90 minutes.

Sales rep WITH a sales tool

You open the sales tool and sort out businesses that 1) are in the category “restaurant business”, 2) have turnover of more than 500 million SEK and 3) are located in Skåne. In less than five minutes you have a complete call list with 77 different companies.

 

Scenario 2: Contact leads

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You have been to a convention and made new connections. You bring home a number of business cards and now it’s time to follow up.

Sales rep WITHOUT a sales tool

You get the business cards out and enter all the details, number by number and letter by letter, in your address book. Then you realise you forgot some business cards at the convention hall and you try to remember who you actually talked to…

Sales rep WITH a sales tool

You open the sales tool and start working off the list with new contacts. At the convention, you scanned all the business cards and marked them as business opportunities and added a reminder for today to follow up on these.

 

Scenario 3: Sales meeting

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You have been in contact with the restaurant Ristorante over the past few weeks and they seem interested in your products. Next week it’s time for a meeting and you are busy preparing the material.

Sales rep WITHOUT a sales tool

You try to remember what you agreed on last time you spoke to the restaurant over the phone. Who would be attending the meeting? What were you going to present? You have a vague recollection that 2-3 persons were attending and you had planned to focus on quality at the presentation, as the restaurant is a bit hesitant about whether or not your products will last. But you don’t remember the details.

Sales rep WITH a sales tool

You search for ”Ristorante” in the sales tool and get both contact history as well as your own notes. There you see that the MD, the head chef and a supervisor will be attending the upcoming meeting. And yes, you have made a note to focus on quality in your presentation. You have also added a reminder to bring afternoon tea, which you had incidentally promised.

 

Scenario 4: Won deal

The meeting with the restaurant Ristorante goes well and a few weeks later you win the deal. Hooray! Your work has paid off.

Sales rep WITHOUT a sales tool

As it was a bigger deal, you open up your inbox and compose an e-mail to your manager, who has asked for updates. It takes a couple of minutes, as you need to describe the contract and the total value of the entire deal.

Sales rep WITH a sales tool

You change the deal’s status to “order” in the sales tool and your manager automatically gets an e-mail that the deal has been won. In the sales tool, the manager can see the entire process and the total value of the deal.

 

Scenario 5: Upselling

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You have some customers that come back regularly to buy new restaurant equipment. But this year, it feels like the loyal customers are fewer than previous years and you would like to contact those who haven’t been in touch.

Sales rep WITHOUT a sales tool

You try to remember previous customers and look through your inbox, your folders and various documents to find them. Putting together your list takes time and you wonder whether you really remembered everyone. Furthermore, you don’t remember the details regarding when, what and why they all bought from your company last time.

Sales rep WITH a sales tool

You open the sales tool and search for “gold customer”, which is the tag you have given your large, repeat and recurring customers. All companies are displayed in a list that you can start to work through.


Watch (and listen in case you understand Swedish) how it all works

Video: How to create call lists
Read more: Scan business cards with Lime Snaplead (in English)
Video: Work with tags in Lime Go

OR

visit lime-go.com