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How can you prioritize sales activities with multiple clients?

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As an investment banker, you have to juggle multiple clients, prospects, and deals at any given time. How can you prioritize your sales activities to maximize your revenue, efficiency, and customer satisfaction? Here are some tips to help you manage your sales pipeline and prioritize your tasks.

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Bayo George

LinkedIn Community Top Voice l Senior Business Strategist l New Business Developer l Lead Generation Expert l Mentor l…
Mubasher Rather

Executive Coach || Empowering C-Suite Leaders || Looker Studio Expert || Passionate About Efficiency and Excellence ||…
Pablo E. Coaguila Gutierrez

Ingeniero de Ventas| Gestión Comercial B2B | Ingeniero Quimico | Minería

1 Identify your sales goals

Before you start planning your sales activities, you need to have a clear idea of what you want to achieve. What are your revenue targets, deal sizes, and conversion rates? How many new clients do you want to acquire, and how many existing ones do you want to retain or upsell? How do you measure your sales performance and progress? Having specific, measurable, achievable, relevant, and time-bound (SMART) goals will help you focus your efforts and track your results.

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Bayo George

LinkedIn Community Top Voice l Senior Business Strategist l New Business Developer l Lead Generation Expert l Mentor l Technopreneur
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I'd say it starts with understanding your current numbers - revenue, average deal size, conversion rate. Analyze them, then set your sights higher. Aim for an achievable yet ambitious increase in revenue. How many deals and what size do you need to get there? A very important question to ask.

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Mubasher Rather

Executive Coach || Empowering C-Suite Leaders || Looker Studio Expert || Passionate About Efficiency and Excellence || Building Connections that Drive Success.
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To prioritize sales activities with multiple clients, I'd start by assessing each client's potential value and urgency. Then, I'd categorize them based on factors like revenue potential, likelihood of closing, and strategic importance. Next, I'd use a CRM system to track interactions and deadlines, ensuring timely follow-ups. Regularly reviewing and adjusting priorities based on client feedback and market trends is crucial. Effective time management and communication with team members also help maintain focus and productivity across all client accounts.

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Pablo E. Coaguila Gutierrez

Ingeniero de Ventas| Gestión Comercial B2B | Ingeniero Quimico | Minería
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Definir las metas de la presente campa?a o a?o, deben ser las mas objetivas posible, se debe tomar en cuenta el a?o anterior y todas las variables involucradas en el proceso. Se debe segmentar a los clientes en función del rubro, historial y meta asignada. Esto nos permite, delimitar de mejor manera la estrategia y dosificar nuestra energia de la manera mas optima posible.

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Carlos Felipe Contreras

Technical Sales Representative at @Comairco | Industrial Engineer
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n my experience, understanding your market is crucial. For me, every product or service has both a "potential market" and a "reachable market," and yes, they are different. Before you set your sales goals, allow yourself a few weeks to gather some data, such as: How many calls I need to make to secure a meeting. How many emails I need to send to secure a meeting. How many meetings I need to have to generate a quote. How many quotes I need to generate to close a deal. What the average deal size is. After several weeks, typically between 3-5, you will have accumulated enough experience and data to set your sales goals, taking into account the resources, knowledge, and abilities at your disposal.

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2 Segment your clients and prospects

It's important to recognize that not all clients and prospects are the same. Some may be more valuable, loyal, or responsive than others. Others may be more likely to buy, renew, or refer than others. To prioritize your sales activities, you can segment your clients and prospects based on criteria such as revenue potential, relationship stage, urgency, and fit. Revenue potential measures how much revenue you can generate from each client or prospect over time. Relationship stage looks at how far along they are in the sales cycle. Urgency examines how soon they need your solution and how pressing their problem or opportunity is. Fit assesses how well they match your ideal customer profile and how compatible their needs, goals, and preferences are with your offerings. By segmenting your clients and prospects, you can allocate your time and resources more effectively and tailor your sales strategies accordingly.

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Carlos Felipe Contreras

Technical Sales Representative at @Comairco | Industrial Engineer
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In my experience, in B2B sales, before segmenting your clients, it's essential to spend time with them, engaging in conversations and meetings over a few weeks, and inquire about their projects and budgets. Only then can you effectively segment them. It's crucial to establish a connection first because every year brings new dynamics, and relying solely on past data for segmentation could cause you to miss out on valuable opportunities.

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3 Prioritize your tasks and activities

Once you have segmented your clients and prospects, it's important to prioritize your tasks and activities based on their impact, urgency, and difficulty. A common way to do this is with the Eisenhower matrix, which divides tasks into four categories. Important and urgent tasks, such as closing a deal or resolving a customer issue, should be done first and by yourself. Important but not urgent tasks, such as prospecting or developing a proposal, should be scheduled and done by yourself. Not important but urgent tasks, such as answering emails or attending meetings, should be delegated or outsourced if possible. Finally, not important and not urgent tasks, like browsing social media or checking analytics, should be eliminated or minimized. By prioritizing your tasks and activities, you can focus on the ones that matter most and avoid wasting time on low-value or low-priority work.

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Carlos Felipe Contreras

Technical Sales Representative at @Comairco | Industrial Engineer
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n my experience, it is crucial to understand your weekly routine. Initially, take notes of your activities every hour of the day for a month. Then, with that data, get to know yourself and your current behaviors well. After that, make changes and improvements to your routine to maximize your productivity and time.

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4 Use tools and systems

To prioritize your sales activities, you can use tools and systems that automate, streamline, or simplify your work. For example, customer relationship management (CRM) software helps manage contacts, leads, opportunities, and deals. It can also track your sales pipeline, monitor performance, and automate processes. Calendar and task management apps organize your schedule, tasks, and reminders. They help plan activities, set deadlines and priorities, and avoid conflicts. Communication and collaboration platforms enable you to communicate with clients, prospects, and team members. You can share information, feedback, and documents while coordinating sales efforts. By using these tools and systems you can save time, reduce errors, and improve productivity and quality.

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5 Review and adjust

It is essential to review and adjust your sales activities regularly to ensure that you are on track to reach your sales goals. You can do this by measuring your sales results, evaluating your sales actions, identifying gaps and opportunities, and updating your sales plan. By doing this, you can learn from your experience, optimize your sales process, and adapt to changing conditions. For example, you can measure how well you are performing against targets, metrics, and indicators. You can also evaluate how effectively you are executing tasks and activities, as well as how satisfied clients and prospects are with your service and solution. Additionally, you should identify any challenges or risks that are hindering your success and any strengths or best practices that are enhancing performance. Finally, based on the review, make changes to goals, segments, priorities, tools, or systems and take new actions to improve outcomes.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you prioritize sales activities with multiple clients?

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1 Identify your sales goals

2 Segment your clients and prospects

3 Prioritize your tasks and activities

4 Use tools and systems

5 Review and adjust

6 Here’s what else to consider

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