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Last updated on 2024年7月16日

How do you balance your sales activities between prospecting, nurturing, and closing?

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Balancing your sales activities between prospecting, nurturing, and closing is a key skill for any salesperson. It can help you optimize your time, increase your pipeline, and close more deals. But how do you find the right balance? Here are some tips to help you plan and execute your sales activities effectively.

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Géssica Gabriela Carlesso

Coordenador comercial

1 Assess your goals and resources

The first step to balance your sales activities is to assess your goals and resources. What are your quota, target market, and ideal customer profile? How many leads do you need to generate, qualify, and convert to meet your goals? How much time, budget, and support do you have to execute your sales activities? By answering these questions, you can prioritize your tasks and allocate your resources accordingly.

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2 Divide your time and energy

The second step to balance your sales activities is to divide your time and energy. A common rule of thumb is to spend 40% of your time on prospecting, 30% on nurturing, and 30% on closing. However, this may vary depending on your sales cycle, industry, and customer behavior. The key is to find a ratio that works for you and stick to it. You can use a calendar, a CRM, or a time-tracking tool to schedule and monitor your sales activities.

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Géssica Gabriela Carlesso

Coordenador comercial
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Um ótimo livro para lhe ajudar com a divis?o do tempo é o Prospe??o Fanática. Um dos maiores erros do vendedor é negligenciar seu tempo de prospe??o, o que impacta muito nos seus fechamentos das semanas subsequentes. Neste livro, Jeb Blount ensina como ser eficaz com o uso de blocos de tempo e foco.

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3 Optimize your processes and tools

The third step to balance your sales activities is to optimize your processes and tools. You can use automation, personalization, and segmentation to streamline your prospecting, nurturing, and closing. For example, you can use email templates, social media posts, and cold calls to reach out to prospects. You can use newsletters, webinars, and case studies to educate and engage your leads. You can use proposals, demos, and testimonials to persuade and close your customers. You can also use analytics, feedback, and coaching to measure and improve your performance.

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Géssica Gabriela Carlesso

Coordenador comercial
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Um exemplo prático é o uso de ferramentas de Inteligência Artificial. Passei a economizar pelo menos 20 minutos por reuni?o ao utilizar o TacTiq - ferramenta de IA que compila e resume reuni?es online. Além disso, está ferramenta também lhe ajuda a lembrar os próximos passos com o lead, bem como escrever e-mails personalizados. Uma maravilha.

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4 Adapt to changing situations

The fourth step to balance your sales activities is to adapt to changing situations. You may encounter unexpected challenges, opportunities, and feedback that require you to adjust your sales activities. For example, you may face a market shift, a competitor move, or a customer objection that affects your prospecting, nurturing, or closing. You may also discover a new niche, a referral source, or a customer need that creates new possibilities for your sales activities. You need to be flexible, creative, and responsive to adapt to changing situations.

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5 Review and refine your balance

The fifth step to balance your sales activities is to review and refine your balance. You need to evaluate your results and feedback regularly to see if you are achieving your goals and meeting your customers' expectations. You also need to identify your strengths and weaknesses, and learn from your successes and failures. You can use metrics, surveys, and testimonials to assess your sales activities. You can also use mentors, peers, and customers to get advice and insights. You need to be proactive, honest, and open-minded to review and refine your balance.

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Géssica Gabriela Carlesso

Coordenador comercial
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Pela minha experiência, é muito importante acompanhar métricas semanais. Verificar seu funil de vendas, priorizar tarefas e pensar nas estratégias da semana. Se você olhar para sua meta de vendas nos últimos dias do mês, isso pode gerar extrema ansiedade e alto risco de n?o atingi-la.

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6 Balance your sales activities for success

Balancing your sales activities between prospecting, nurturing, and closing is not a one-time task, but an ongoing process. It requires you to plan, execute, optimize, adapt, and review your sales activities regularly. By following these tips, you can balance your sales activities for success.

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7 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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Géssica Gabriela Carlesso

Coordenador comercial
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Uma coisa que costumo fazer é iniciar um período do dia (manh? ou tarde) com a prospe??o. Geralmente, esta é a parte mais difícil do trabalho. Concluir essa etapa costuma me trazer grande motiva??o para o restante do dia!

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How do you balance your sales activities between prospecting, nurturing, and closing?

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1 Assess your goals and resources

2 Divide your time and energy

3 Optimize your processes and tools

4 Adapt to changing situations

5 Review and refine your balance

6 Balance your sales activities for success

7 Here’s what else to consider

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