If Already Investing in Marketing, Why Do Training Too?

Marketing should be a vital part of your overall strategy to increase the number of leads to which you can offer your product or service, but it is only one part of the puzzle. Marketing will not help you to turn those leads into conversions and does not necessarily result in increased sales.

Typically, our clients come to us because they want to increase sales and profits and realise that sales training is an effective way to do this. Training not only benefits your team but also your business as a whole and it offers an impressive return on investment compared to other methods of increasing sales.

Marketing can be expensive but sales training is much lower cost in comparison. Training offers around two or three times the return on investment than marketing alone, allowing you to benefit from higher profits for the same investment.

If you have already reached the limits of your marketing budget, spending on training is another way you can increase your sales by improving your conversion rate. Sales people who have undergone training will be able to convert leads into sales more effectively after only one training session.

Sales training can also be used in conjunction with marketing to improve the effectiveness of your overall sales strategy. Consider the following:

• Before training, you may convert 1 out of every 100 visitors to your website

• After training, this rate could increase to 2 out of 100

• This means the effectiveness of your marketing has been increased by 100%

• Your customer acquisition cost has also halved – if it was previously £200, it is now £100

• Your marketing plan is now more effective and your return on investment is higher because sales training has resulted in a higher conversion rate.

Our training method is based on questioning. Every sales situation gives you the opportunity to carry out market research and adjust your marketing message accordingly. This research means much more than generic market statistics as it is based on data from real leads that are already interested in your product.

Using this questioning method also allows you to differentiate customer and prospect responses and focus on the requirements of your most important leads.