1. Three tips to making the difficult B2B sales callsHow sales managers, sales operations can help reps engage in the difficult conversations

2. Its easy to do the enjoyable things.But sometimes the more difficult things are needed to boost sales results.

3. Such as resolving customer problems.Problems with a customer dont go awayunless the customer goes away.

4. What can you do when you dont want that to happen

5. Heres three tips from our experience. (We improve sales performance via predictive analytics, sales databases and CRM.)

6. To make difficult sales conversationseasier for sales reps

7. Tip 1.Mix up the servings

8. Segmentyour customer portfolio based on buying cycle. Ensure that sales reps call on all segments in some proportion that reflects both gains in immediate sales and long-term relationship. Use your CRM system to set up call blocks that are driven by analytics, to ensureconsistent actions across the entire sales force.

9. Tip 2.Demonstrate the loss from not making the call

10. You dont want to leave money on the table. Your salespeople DEFINITELYdont want to leave money on the table

11. so definea customer segment to call first (Tip 1).

• Then identify actual sales revenue from sales calls made previously to a similar customer segment.
• 12. Use this revenue figure to establish a per-customer baseline of incremental sales generated.
• 13. Multiply this figure by number of customers in your to call first segment.
• 14. Use this to show sales reps how much revenue may be lost by not calling.
• 15. You can also extend this lost revenue estimateinto a longer time horizon, showing revenue lost from what would have been future repeat purchases.