How to advertise through WhatsApp to sell more


Do you advertise on WhatsApp to promote your sales? We’ve listed tips to get you started today

WhatsApp can pride itself on being an app with no ads, no games, no gimmicks, and you can still use the service to sell your product.

The application started to be part of Brazilians’ lives in 2012, gaining popularity for allowing the exchange of messages without you having to pay for the delivery, as happened with SMS.

No time to read the content? Would you like to be able to accompany him as he drives, walks or performs other activities? So don’t waste your time and listen to this article in its entirety. Just click play! We appreciate your feedback in the comments 🙂

how to advertise through WhatsApp

How to advertise through WhatsApp

In 2014 the app was sold to Facebook for 19 billion dollars in cash and some shares. But the question here is: how can we use WhatsApp to help your business sell more?

WhatsApp is especially popular in countries where SMS is less accessible, or not included in phone plans – such as Brazil. People commonly use the app to get in touch with family and friends, and it ends up being used to bypass cell phone bills.

Small businesses can use WhatsApp for customers, communicate directly with them and close new sales. The new relationship between Facebook and WhatsApp makes this option even more intuitive.

Importance of social networks

Maintaining a presence on social media is crucial to building your brand. And while Facebook already allows you to keep in close contact with potential customers as well as fans, WhatsApp takes you to the next level of relationship.

By enabling messaging functionality between businesses and potential customers, communication can be even closer than and as immediate as and SMS. You can put your WhatsApp number on your website, business cards, and social media, letting your audience know you’re within reach of the app at any time.

Specialized companies, especially the sales team of marble arch have adopted WhatsApp as a communication tool.

Are you ready to use WhatsApp to sell more?

Which companies should make sales through Whastapp?

But, should your company participate in WhatsApp? Although the app does not have the same presence worldwide, in Brazil it is very popular.

It’s a way to connect with your market in real-time. Plus, it costs next to nothing, and it doesn’t require maintenance like other media, which need to actively create content all the time.

This is simply another way customers can reach you – and all you need is a phone number and a smartphone. Some sellers may be upset by their prospects having to answer their questions all the time. But, in addition to messages, WhatsApp already allows voice calls, and even conversations via browser, for Android users.

So, while replacing SMS, you end up replacing messaging applications as well as voice services such as Skype or Vibe. WhatsApp is not the death sentence for other media.

Responding to a deluge of queries via WhatsApp may not be the most ideal or sustainable way to do business. And if you’re doing SMS marketing, you should know that WhatsApp will soon replace text messaging marketing capabilities.

If you are unsure about how to use WhatsApp to sell and sell businesses, we’ve put together some useful tips for you to learn how to do business using WhatsApp.

The 4 tips on how to advertise through WhatsApp

See some tips on how to use WhatsApp commercially sending the right messages, at the right time and in the right way.

#1. Save contacts to phone

If you’re the type of salesperson who has multiple chips and thousands of loose numbers scattered across multiple devices, you won’t be able to give your customers the attention they deserve.

That’s because, you’ll hardly know who you’re talking to, know what they’ve already talked to and so on.

Self-respecting seller needs:

  • Use 1 single number;
  • Always save your contacts on your phone;
  • Keep your histories safe.

Many times you don’t remember a conversation, and your customer thinks you remember the information they exchanged.

If you don’t have the history, you may end up lost and have to confess to your client that you don’t remember what they talked about.

#two. Record audios

Most customers have questions and doubts when they receive an advertisement through WhatsApp. So how to respond?

Be proactive and have a stock of audios with simple answers ready on your device to answer your customers’ questions.

This way, you respond to your customer quickly, and in addition to not having to recreate the same responses over and over again, you spend less time than typing the same response. Thus, your WhatsApp becomes a dynamic and fast relationship channel with your customers.

#3. Spread thank you messages

You can’t be a good salesperson on your own.

You can only be a good salesperson thanks to your customers.

So, never fail to thank them.

If you’ve won an award, hit your sales target, or are simply happy to close new sales, thank your current customers.

They are the ones who make this possible.

Sincere and personalized thanks represent a low-cost, high-impact marketing action.

Customers are happy while their level of trust increases.

And you know very well the importance of satisfying customers and making them happy!

Use WhatsApp to share thank you messages to your customers.

#4. Use the videos to your advantage

Suppose you are a real estate agent and want to be more assertive in your presentations.

Often companies launch advertisements on open TV and forget to create a video for WhatsApp.

Make videos for your customers, showing, for example, a new product, a new application for an old product, or even offering a discount coupon on a new service.

This is a great way to use WhatsApp commercially.

It never hurts to send video content to your customers.

Are you ready to implement WhatsApp in your sales?

Now that you know how to advertise through WhatsApp, and that it serves not just as an app to chat with friends and family, are you ready to engage your customers with this powerful app?

In addition to being a simple tool to keep your customer close, the application is very useful in various stages of sales.

You can, for example, qualify leads, present, and post-sales only with WhatsApp.

By the way, you can make sales through WhatsApp, why not?

Finally, when you give your WhatsApp to your customers they realize that you won’t run away.

It is important that they understand that it will not be a way to send advertising through WhatsApp.

In fact, if he needs it, they have his phone number handy, to ask questions or solve any problems.


15 Questions for a Job Interview for Salespeople

job interview

Skill is knowing how to use knowledge to achieve a result.

Find out about examples and criteria most used to create questions in job interviews.

The purpose of a salesperson job interview is to determine whether or not the salesperson should continue in the selection process for a job opening with the company.

It is important to emphasize this because many companies restrict themselves to selecting resumes and interviewing a salesperson as the only steps in this work.

During the selection process many other techniques can be used. But let’s focus here on the salesperson job interview questions.

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And before listing our 15 question suggestions, let’s better understand what criteria to use when selecting candidates.

After all, what’s the point of asking questions if we don’t have something to base ourselves on to evaluate the answers?

No time to read the content? Would you like to be able to accompany him as he drives, walks or performs other activities? So don’t waste your time and listen to this article in its entirety. Just click play! We appreciate your feedback in the comments 🙂

We prepared a presentation with the main tips of this article. Check it out by clicking on the image below.

By having these evaluation parameters well defined, we avoid the trap of asking pre-conceived questions or following stereotyped scripts that won’t provide the answers we need.

If you are expanding or creating a sales team, see more about this topic in this post: How to build a high performance sales team?

Criteria for evaluating job applicants

One of the most used techniques for this purpose has a picturesque name: CHA. No, it is not to replace the traditional coffee offered at the beginning of every salesperson interview or any other position.

CHA is an abbreviation for three important criteria when evaluating whether a person is suitable for the job:


  • knowledge
  • Skills
  • attitudes

With that, when you go to make your script of questions for the candidates, you will already know which of these criteria is being evaluated. Let’s understand each one of them.


Knowledge is the theoretical domain of what needs to be done and, in the case of salespeople, also of the characteristics of the product or service they sell.

For example, if you are hiring an IT equipment advisory salesperson, it is very important that he or she has knowledge of the subject.

It is also very important to know if he has specific knowledge to perform his role.

A salesperson has to know: sales techniques, negotiation, financial math, prospecting tactics, customer profiles, pricing, and many other topics.

In some cases, it may be necessary to request training in a higher education course. A diploma is nothing more than a certificate of knowledge in a certain area.

Finally, it is necessary to have knowledge that allows the interviewed salesperson to use the tools provided by the company, such as management software, communication equipment, spreadsheets, mobile devices and any others.

In short: it must be ensured that the respondent has technical knowledge of what they are going to sell, knowledge of how it is sold and knowledge of how to use the company’s infrastructure.

It is also very important to know if he has specific knowledge to perform his role.


Skill is the ability to put knowledge into practice, it is knowing how to do it. And to find this out you will have to ask the most subtle questions.

It is one thing during the salesperson job interview for the candidate to respond by saying that he has a degree in systems engineering and that he knows everything about computers.

Another is to ask him to give an example of a project in which his suggestions were instrumental in closing the sale.

Skill is knowing how to use knowledge to achieve a result.

The truth is that knowing a subject is one thing, knowing how to sell is quite another!

To dig deeper into the skills a good salesperson needs, read also: 11 Skills Every Inside Salesperson Must Have


During the salesperson interview, a skilled interviewer soon notices the candidate’s attitude, that is: if he has the necessary grip for the job!

Attitude is linked to action: does the candidate have knowledge and skills, but do they know why in practice? Do you have the necessary disposition and grit?

This is a determining criterion because it is possible to train someone to acquire knowledge and skills. It is also possible to change attitudes, but they require more effort and, above all, the will to change!

It is important to remember that each company profile requires different attitudes from its sales team. Not every seller has to be aggressive. Sometimes you have to be just the opposite: more advisor and persuasive.

So before you ask attitude salesperson interview questions, think carefully about what kind of salesperson your company needs to hire.

15 Sales Interview Questions

Let’s start with questions about attitude:

1. Why did you choose to be a salesperson?

It will be easy to see if he is being sincere in saying that he enjoys this activity and that he sees it as an exhilarating challenge to make a sale.

2. Do you like helping customers? Give an example.

Of course, the respondent will say yes, but the example will have to be a compelling story. He has to show that he makes consultative sales and delivers solutions. That is: he is not just an order taker.

 3. Are you creative? Tell a case in which this was decisive in closing a sale.

It is likely that most applicants will take a few seconds to respond. But pay attention to the answers and draw your conclusions.

 4. Why did you leave your last job?

Responding calmly to why you left your last job can reveal much of a candidate's attitude.

Responding calmly to why you left your last job can reveal much of a candidate’s attitude.

A classic question that no one likes to answer. The important thing is for the interviewee not to start criticizing the company from which he left and say that he was being persecuted.

And remember that being fired is not a demerit, it can happen in everyone’s career and not necessarily due to deficiencies at work.

5. Tell us a little about this company and why you want to work here.

At this point you will see if he is proactive and if he has some of the basic attitudes of a salesperson: be curious and prepare in advance to face challenges.

Now, knowledge.

Academic background and languages ​​you will see in the curriculum. The questions should be more comprehensive, such as:

6. What is the last book you read?

7. Did you take any training courses lately? What’s the theme?

8. Tell us something you learned in this course and that you use in your professional daily life.

9. If the company was willing to help you pay, what course would you take immediately?

The answers will indicate which areas of knowledge the respondent likes to develop and if they have this habit of researching and looking for new knowledge.

It is also necessary to ask objective questions about the specific knowledge needed to work in your company, such as:

10. Questions about specific knowledge:

  • Have you worked with the SAP system?
  • Do you master Excel spreadsheets?
  • Do you know how to assemble PowerPoint presentations?
  • Do you know the government’s bidding procedures?
  • Have you ever held leadership positions? Etc.

Finally, the questions about skills.

These are some of the most important questions during salesperson job interviews.

 11. Count a sale you’re proud of to this day.

12. Give an example of a case where you exceeded expectations to achieve your goals.

13. Tell us about a big hurdle you were forced to overcome in your career.

14. Talk about a case where teamwork was crucial to achieving a goal.

15. What is the most difficult negotiation you’ve been through?

All these questions require more than knowledge, it is necessary to show the ability to solve the challenges and tell in detail how it happened and how the person stood out in it.

Do you already know what questions to ask the seller? See an example that the Agendar team developed for you to use:

These questions are some examples of how to break away from traditional scripts and find effective answers so that you can evaluate a candidate well during a salesperson interview.

How about creating your list of salesperson job interview questions?

How about creating your list of salesperson job interview questions?

It is important that you use this list as a template for designing your own salesperson job interview questionnaire, meeting criteria that are pertinent to your company’s needs.

Take a quiz and create your own custom questions for your business demands!


We never forget the first contact with the customer


Checklist: what to do before and after the first contact with your prospect

Are you ready to drive the sales process? Know what to do before and after the first contact with the customer

Are you ready to get in touch with your customer or prospect and bring out the best in them? We hope you answered yes.

But if you’re unsure whether you’re ready to get in touch with your prospect, don’t worry. We can help.

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After all, every salesperson, no matter how experienced they are, at some point in their career needed a little help to start finding their way to success in sales?

Generally, the sales process begins with prospecting, which is a salesperson’s first contact with a potential customer.

But for this contact to happen it is necessary to know not only the right profile of your customer but also your product, your company, your goals, your limits, your weaknesses and strengths.

This brings us to a reflection on the sales process: does the sales process start when we contact our potential customers and prospects, or does the sales process start when salespeople start their work?

Probably, the sales process comes long before prospecting, long before any ideal customer ideapersona, or business analysis.

The sales process starts with a salesperson trying to understand your product or service, while trying to learn more about your market and application.

That said, here is a customer service checklist of what to do before and after the first contact with the customer or your prospect.

first contact with the customer

Do you know what needs to be done to drive a successful sales process?

Customer Service Checklist: First Customer Contact and More

Before contacting your potential customer or prospect, you need to show that this is not just a cold and unprepared approach, you need to show that everything you do has a purpose.

Here’s what you should do, before first contacting the prospect.

#1. Do your homework

This is the most important step to ensure you are not shooting anywhere.

It is important that you are aware of all possible information about prospects, such as the company name, the decision maker’s job title, their name, their work experience, and other information.

All of them can be on Google, or just 1 click away, on LinkedIn. All you need to look for is information about the customers you would like to contact, and thus find the decision-makers in each organization.

The more you know about your prospect, the less awkward any speech you use will sound.

#two. Build a Great First Impression

We all know that people buy from each other (regardless of the roles behind it) and therefore it is essential that you make a great first impression.

This can even mean creating a good first impression with the doorman.

Most decision-makers will be senior managers and likely to have an intermediary to track unwanted sales calls.

Be prepared to get involved and build a relationship with the intermediary first, it’s amazing how doors can open for you.

But if you have the opportunity with the decision-maker, make sure you can present yourself in a professional, well-organized and successful manner.

To do this, always present, introduce your company and why you are contacting the company. Demonstrate your knowledge of the prospect: reference your position, your company, and if possible, summarize the market.

first contact with the customer

Are you ready to spend a memorable experience?

#3. Start with open-ended questions

Always start with open-ended questions, and don’t push your sales pitch. If there is news impacting your prospect’s market, ask them open-ended questions about how to handle the situation.

At the end of your initial call, you need to know what are the main issues affecting your market, how the business might be affected, and how you can help.

#4. End your call

Yes, you read that right – now might be a great time to end the call. You’ve completed the open-ended questions and now is a great time to show your customers some respect and build rapport.

Start by confirming that you know your product, and how it can be a viable solution because you’ve recently helped a similar company.

Your prospect will be happy if you aren’t pitching too hard a sales pitch, but will be intrigued if you name a competitor or other customers, so they’ll be willing to continue the contact.

What to do after the first contact with the customer?

Our customer service checklist doesn’t stop there.

Now that you know what to do with your first contact, the question that remains is: what to do after the first contact?

If you want to show yourself prepared to continue relating to your customer and increase your chances of selling, you will need to know what to do after the first contact with the customer, without putting everything to waste.

It might be easier if it’s all inside a script that can make you look more natural.

But if you get lost for a moment, here’s what to do after the first contact (whether it’s a phone contact) or face-to-face.

first contact with the customer

Now that you’ve gone through the first contact, are you ready to continue?

#1. Focus on getting your next meeting

If you’ve prepared well for the first steps, you need to prepare yourself to continue to be successful after the first contact.

Now it’s time to build your relationship and bring your prospect to the end of the sales funnel.

To do this, it’s essential to summarize your prospects’ needs and prioritize them to show understanding through it all. Discuss the benefits you offer in a language your prospect understands. This will help.

That said, stay focused on the customer’s needs – what problem they are trying to solve, what the financial impact of the problem is, and finally, whether the problem can wait or is it urgent.

These questions will naturally lead to the customer qualification process.

#two. Don’t miss the timing

Once you’ve prospected your potential customer, you may believe they should return.

But, who must be in front of the sales process is the salesperson. You need to be in control of the process.

You cannot let your client have the power in their hands or simply be a taxable person in the middle of this whole process.

The salesperson is the operator of the sales process and you need to move the process in order to be able to sell. Otherwise, it will just leave the doors ajar. And then, anyone can enter.

Checklist: what to do before and after the first contact with your prospect

Get ready for the hard work

Take a review in your routine to see if you are ready to follow this step-by-step in your sales routine, and so ensure that you can operate the sales process with the quality you need.

Obviously, it’s not an easy job to go through the sales process and know what you need to do before and after contacting your prospect.

Either way, you need to study and be prepared to get your customers to buy from you for the right reasons and reasons. You need to be a prepared salesperson to move forward in this process.


How to Fight Stress: Know Your Enemy to Defeat Him!



Stress has already reached 90% of the world population, according to data released by the World Health Organization (WHO). It’s a scary number, considering that stress is responsible for a series of complications in people’s lives. Discover now how to fight stress and have a better quality of life, with some simple changes in habits.

What is stress?

Although the terminology is commonly used to designate something bad, the definition of stress is not related to a medical pathology. Stress levels, however, when they are high, demonstrate a strong tendency to develop physical and mental complications.

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3 types of spreadsheet with ready-made formulas to put your business routine in order without much effort

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In order to know how to fight stress, it is essential to know its causes, how it manifests itself and which habits should be avoided. In general terms, stress can be understood as the body’s natural reaction to the environment, especially when it comes to a different context or for which the subject was not prepared.

Experts indicate that stress arises from the difference between a demand and the subject’s ability to deal with the situation. Any situation that is out of the box can cause stress. This makes all human beings subject to facing stressful moments during life.

But if we are all subject to this, why is it a problem? The answer lies in the amount of stress faced. The more you stress on a daily basis, the less control you have over your body and mind. There comes a time when other disturbances begin to appear. This is the case with anxiety and panic syndrome.

In order for you to be able to live a healthier life it is essential to know how to combat stress. Before we get to the tips for eliminating stress from your routine once and for all, let’s talk about the signs that you’re experiencing stressful times.

Signs That You Suffer From Stress

There are several signs that stress is taking over your life. They can be classified into two groups:

  • Mental Stress Signs
  • Signs of physical stress.

Do you remember SUNTZU, the famous Chinese general, strategist and philosopher, author of the Art of War? If you want to not only combat stress but also defeat it, now is the time to remember some of the great teachings that have inspired thousands of world leaders over the past 2,500 years.

“If you know the enemy and you know yourself, you need not fear the outcome of a hundred battles. If you know yourself, but you don’t know the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself you will lose all battles”. – Sun Tzu.

Ready to learn about the signs of stress, and see if you are stressed or calm like Buddha?

What are the mental stress signs?

Among the main signs of stress are:

  • Lack of concentration;
  • Distant and troubled thoughts;
  • Feeling of impotence in the face of situations, even the simplest ones.

Due to lack of concentration, you lose much of your cognitive ability, which can affect your motor coordination, the quality of your sleep and even your sexual desire. If you are under a high level of stress, it can even damage your libido, showing a drop in affective and loving performance when it comes to sex.

What are the signs of physical stress?

Among the physical signs that you are living a stressful routine are:

  • Exhaustion, characterized by the lack of willingness to carry out activities.
  • Difficulty sleeping, usually caused by the flow of thoughts and worries.
  • Excess hair loss, a symptom that must be closely monitored by a physician in order to discover the cause and proper treatment.
  • Too much tiredness is the body’s way of forcing us to stop and rest. The best option is to always respect this request.
  • Skin allergies are another way for the body to say things aren’t right.
  • Gastritis and ulcers are the way our stomach walls signal that stress can harm this region as well.
  • Muscle tension characterized by blockages, stiff necks, and even nighttime teeth grinding can be symptoms that stress has built up.
  • Low immunity is another sign that the body is asking for help. If you are getting sick frequently, it can be a message that your body and soul lack rest, relaxation, and small pleasures.
  • Headaches, which should not be considered common. They can also be a sign that things aren’t going well.

When you’re stressed, you can’t even do the most basic tasks, with a noticeable lack of physical energy.

Are you feeling like this?

If you want to know how to fight stress and overcome it, the good news is that there are a few methods. All of them quite simple, but with proven effectiveness.

Want to know the secret?

Changing habits.

It is the key to creating more pleasant environments, without conflicts and with a low risk of irritability.

Losses caused by stress

Among the many negative results of a stressful life are the increase in cases of disorders such as anxiety, depression and panic disorder. All these disorders, despite having specific causes, are closely related to stress levels. Studies indicate that a person’s level of stress and lifestyle determine 60% of illnesses.

70% of economically active Brazilians suffer from stress. Of these, 30% suffer from Burnout Syndrome, a physical and mental exhaustion directly linked to professional activities, which was characterized as a depressive syndrome by the New York psychoanalyst Freudenberg.

A stressed person cannot relate well with his peers, because they are immersed in uncomfortable feelings. The frustration of not being able to deal with everyday situations ends up shaping the personality of those who suffer from stress.

Therefore, it is common to hear people say that someone else is too stressed, in a non-positive way. Stress needs to be controlled and fought as much as possible, as it can have serious consequences. Those who suffer from stress age faster, lose appetite (food and sexual), lose focus and performance. Fortunately, there are methods for dealing with stress.

How to combat stress in practice

One of the most effective ways to combat stress is by eliminating conflict situations. If the climate in your company is not the best, it may be the case to look for a specialized consultancy. Internal Communication, Human Resources or People Management professionals generally have good strategies to deal with conflicts and noise between employees. In addition, a professional in psychology can also help you find effective solutions and lighter ways to deal with problems.

People who work with what they like, in cozy environments, tend to have fewer stress-related problems. All thanks to the energies and vibrations that the environment gives us. The more positive and pleasant the space, the less chance of having a negative reaction. Being in a cozy place is good for stress.

Another effective technique that can help you who are wondering how to fight stress is to start saying “no”.

Remember when you last said “No” to a customer?

We often go far beyond what we are capable of, because we are not used to saying no. Be it an excessive volume of work or performing favors. All excessive tasks can trigger stress.

Avoiding fights is recommended by experts to control stress and anxiety levels. And we’re not just talking about serious fights, but also arguments. Don’t get into unnecessary conflicts, as they tend to add up to nothing in our lives. Quite the contrary, they are responsible for stress and discomfort. Wellness tips like this can help you manage stress. 

With these tips and the help of General SUNTZU, you are more prepared and now know how to combat stress efficiently. This is a serious problem that must be faced seriously. With simple changes in habits it is possible to lead a much healthier and happier life.


Recurring revenue: what it is, how it works, advantages and which indicators to use   


recurring revenue

What do you know about what recurring revenue is and how it could be used by your business?

The most traditional way of selling is to carry out one-time transactions. In other words, the customer goes to the store, buys what he needs and then leaves. It may come back to buy again or not. And, each time a sale is made, it demands new efforts from the team.

Therefore, in order to maintain a more stable billing level and with less use of resources, many companies started to bet on the recurring billing model.

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This alternative has been gaining more and more followers. So much so that only in Brazil between 2014 and 2018, there was a growth of 167% in the business market with recurring revenue. The data are from the Brazilian Association of Electronic Commerce (Bascom).

But the report Payments American Market Recurring 2017-2021 predicts that by the end of 2021, commercial transactions via recurring payment will reach R $ 1.8 billion mark.

If you are interested in implementing the recurring revenue model in your company and would like to learn more about this subject, rest assured that we will explain everything you need to know.

No time to read? Click on play below to listen to this content!

In the next lines of this article, you will check what is recurring revenue, which indicators to monitor and the advantages that this model offers:

  • Revenue predictability;
  • Decrease in default;
  • Increased customer retention;
  • Reduction in Customer Acquisition Cost.

In addition, we’ll also show you some examples of businesses with recurring revenue for you to be inspired by.

What is a recurring revenue business model?

We can define what is recurring revenue as a modality in which the customer makes payment at a previously agreed frequency in order to have access to products or services offered by the company with which he signed a contract.

Companies that operate under the monthly recurring revenue model, for example, receive a monthly amount of money from their customers and provide them with access to a certain service or product during the current month.

The charge is usually made automatically via credit card, direct debit or bank slip. If payment is not made, access is interrupted until everything returns to normal.

Instead of having to repeat the purchase procedure every time they want to purchase the product or service, the customer provides their data only once and every month (or other frequency agreed between the parties) will be charged for access, generating revenue applicant for the company.

What are the advantages of adopting the monthly recurring revenue model?

Implementing the monthly recurring revenue model can bring a number of benefits to your company. Below are some reasons to adopt this modality in your business model.

1 – Revenue predictability

By adhering to the recurring revenue model, it is possible to have greater predictability about how much the company will bill monthly, semiannually and annually.

With this, it is possible to better plan investments and have more effective financial control.

With a dashboard detailing your metrics it’s easier to make sales forecasts, see how the Agent can help you by watching this video:

2 – Decrease in default

Recurring collection is made automatically, by the payment method chosen in the contract. Therefore, if the customer does not pay, he will not have access to the product or service that he has purchased.

This tends to reduce delinquency and also the resources invested in collecting overdue invoices.

3 – Increased customer retention

Businesses with recurring revenue are able to retain their customers for longer, as the purchase cycle does not have to repeat itself every time they want to purchase your products and services.

In other words, situations in which the repurchase is postponed for some reason are avoided.

4 – Customer Acquisition Cost Reduction

The monthly recurring revenue model allows the company to reduce its costs for acquiring new customers. But why?

Because the model is based on sales plans, whose advantages and differentials have already been tested and approved by several other customers. This makes it much easier to show new customers that hundreds (or thousands) of people already use the service and feel satisfied with it.

Performance indicators for recurring revenue

To ensure the good performance of your business in the recurring revenue model, it is important to monitor some key indicators. Are they:

  • Average ticket: amount spent on average by customers for each purchase;
  • Recurring Monthly Billing (MRR): recurring amounts that the company receives each month, with the sum of all active customers;
  • Recurring Annual Billing: the total amount of all recurring receipts during one year;
  • Customer Acquisition Cost (CAC): all amounts spent to acquire new customers, by marketing and sales, divided by the number of customers acquired in the period;
  • Customer Lifetime Value (CLTV): the average value a customer leaves for the company during their relationship with it;
  • Churn Rate: The number of customers lost by the company during a period, divided by the number of customers at the beginning of that period.

And if you want more sales indicator tips, we have a few more for you:

Businesses with recurring revenue: 3 B2B examples to get inspired

Several companies have obtained good results in the recurring revenue model, however, we often only know the success stories of B2C models – such as subscription clubs for books, wines, toys, records, among other products that arrive at our homes monthly.

However, there are many inspiring and even business reinvention models in B2B. Let’s meet some of them?

Scheduler – CRM Software

The Agendor is a Software as a Service (Saabs) model, or, translated into Portuguese, software as a service.

What does this mean in practice? That instead of a company buying a CRM system and installing it on salespeople’s machines, it contracts it as a service, in a subscription and cloud access model. As a result, in addition to always having the software up-to-date, access to technology is more agile and economical.

Darrius – Information Security and Cyber Security Consultancy

It’s not just technology that can be hired in a subscription model in B2B. Consulting companies like Darrius already have specialized outsourcing service models for monthly bundles of hours for their clients. Thus, instead of carrying out specific projects, there is also recurring revenue through a package of hours for companies that do not have internal teams in these areas.

Simpers – Equipment outsourcing platform

Simpers has a business model based on outsourcing of MFPs, printers, tablets, smartphones, notebooks and desktops. In this way, its customers hire the equipment without generating internal assets and facilitating maintenance and the process of switching to new technologies.

Can your business have a recurring model?

In these examples, we saw that recurring revenue does not have to be a company’s only revenue model, and that it is possible to offer subscription services and products in different markets. Does your company have any opportunity in this regard? Or is it possible to start a new business with this profile?

If the answer is yes, remember to do a good market study and a thorough business plan to take advantage of the opportunities and also surf the recurring revenue trend. After all, this market tends to grow more and more!


Behavioral training: 5 skills to develop with your employees   


behavioral training

Employers shouldn’t expect their contractors to be finished products when they walk through the door. Behavioral training in companies is essential to align the entire team with essential skills for a good relationship and performance, especially in sales work.

Providing this opportunity for growth depends on companies as team leaders and on how they choose to develop their workplaces.

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By establishing an environment that encourages communication and balance, you can better extract employee productivity and help them achieve recognition at work.

The work environment must encourage the growth of skills to promote a stable and productive climate.

When selecting people to make up a team, bringing in employees with the right technical skills is not enough.

The people you hire need to be able to use their interpersonal skills in different settings while working together with other colleagues.

Here are five skills you can develop with behavioral training to create a positive culture in your company.

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Behavioral Training: 5 Options for Investing

1. Communication

Communication is a very broad topic that can cover different situations and participants.

Of course, it’s vital in workplaces where responsibilities are shared, such as when employees collaborate on sales-oriented projects.

Functioning properly as a unit rather than having multiple individuals with different work patterns is a necessity.

In addition, clear communication is vital to consolidating a company’s culture and work standards. Regardless of whether it is a fixed routine, in the office, or a remote job. Employees must adapt to the culture established by the employer.

In a study by Pepperdine University, it was noted that qualities such as the level of ambiguity and autonomy are directly related to the overall personality of the workplace.

Therefore, everyone must be aware of the type of workplace in which they are inserted. And you should continually encourage your employees to talk about their jobs and ask about what they don’t understand.

Being receptive to questions in this way ensures that employees do not hesitate to clarify their mistakes and take the initiative to understand their contribution to the company.

Behavioral communication training helps to improve the daily experience of the entire team and also helps them to create friendly communication with customers during sales efforts.

2. Conflict resolution

In points of imbalance and friction, your employees have to be able to face the tension between themselves and resolve any disagreements that arise.

This can be seen as an offshoot of communication, although it is a distinct skill that can be difficult to develop due to the hesitancy and intimate nature of the workplace.

The worst habit for breeding is to ignore these conflicts to the point that they grow and spread like wildfires, damaging relationships and the productivity of individuals and staff.

Employers must remain aware of potential conflicts and be active in intervening and facilitating these more emotional interactions.

Conducting behavioral training to actively teach conflict resolution methods and help employees develop this skill is important to developing a safe and positive workplace for your employees.

For example, are some members using sales approaches that another group doesn’t consider as effective? Having the tact to bring everyone on the team together and talking to better align the strategies makes it possible to mediate the conflict, preventing this divergence from spilling over into customers.

Teach them to approach conflicts head-on and not let things get worse. The corporate training on appropriate ways to deal with “bad” employees will keep the conflict contained.

3. Balancing work and life

While employers want their employees to devote as much time as possible to their work, pushing them to work as much as possible is an old story of disaster.

Mental fatigue and physical frailty follow strenuous work programs, and no worker will be as capable or stable in this condition.

Rather, it is better to cultivate an environment of balance, a self-awareness of limits and health to work more effectively.

To create a balanced work environment, encourage employees not to take work home with them. Try to restrict work-related emails and calls to certain hours as much as possible.

Encourage employees to focus and put in 100% effort during work hours and then allow them to focus on personal life. This will help them keep the work-life balance clear.

Try different things to improve your work-life balance. Not only will your employees work more efficiently, but they will also be able to appreciate their position as something more than a financial necessity.

There are many ways to encourage balance, from allowing flexibility in working hours if you have a team that works remotely, to simply encouraging breaks consistently.

By relying on your employees to find their individual balance, they can make the most of your productivity of their own volition rather than outside pressure.

4. Time management

An often underrated attribute of employees, time management, refers not to an employee’s ability to meet a deadline, but to organizing and performing their work to complete a task on time.

While this is another worker skill, you can help develop your employees’ time management skills during appointments.

Removing distractions such as cell phones and social media is one way to ensure employees stay focused on the tasks of better presenting a product and getting a sale closed.

In cases like working from home or without a traditional office space, you will have to focus on promoting best practices through more subtle means.

For example, staggering tasks into multiple milestones, organizing goals and results management helps guide your employees and encourages them to see the proper pace to complete each one.

Separating work into these micro-goals convinces your employees to view certain assignments and tasks as more immediate.

You can also create an in-company personnel training program to provide time management tips, such as focusing on the most difficult task in the first hour of the workday and watering down the easy ones throughout the day.

These regular check-ins are a great way to help employees develop time management techniques to improve their performance over time.

5. Self-improvement

Workplace life must not impose the status quo or stagnation: there must be a constant need or desire for improvement.

Complacency leads to a perception of repetition, which is the staple of work perceived as undisputed or routine.

Your team must always improve to avoid both the frustration of inexperience and contentment with their work. Good employees want to grow and be challenged, and new skills are always welcome.

At the top end, you can give your employees the tools and mindset to seek improvement by looking at their behavior, work habits, and production.

From there, provide comments and criticisms they can use to benefit their next assignments, such as sloppiness, tardiness, lack of focus or participation.

Creating moments to share experiences is another way to encourage self-improvement. Senior members of your sales team can bring their hands-on experiences to share with newcomers. A zero-cost initiative that will encourage integration and improve communication.

An essential part of making improvements with behavioral training is conveying to your workers that failure should not be considered an obstacle, but a way to focus on better results.


Productivity indicators: what they are and how to calculate


productivity indicators

Is keeping the team at high performance a challenge for you right now? Then you can find good support in your management by using productivity indicators! They are parameters used to analyze the production generated by a team, a process or a specific employee. The information provided by them makes it possible to identify bottlenecks and points of continuous optimization.

Thus, these metrics provide several benefits to the organization, ensuring more quality, conversion and profit.

So, to help you apply it to your company or team, we explain in this text the main productivity indicators:

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  • Conversion rate;
  • Technological degree;
  • Production capacity;
  • Profitability;
  • Turnover index.

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What are Productivity KPIs?

Productivity KPIs are metrics that make it possible to quantify what is being delivered, whether by a process, by a team, or by an employee. For this, most of these indicators use the comparison between what was delivered and the resources consumed (time, money, etc.).

But, if you don’t work with indicators yet, let’s take a step back before delving into the subject: what is KPI?

This is the acronym for Key Performance Indicator, which is basically a tool used to measure something that is important for the success of the company.

With this definition, it is possible to understand the importance of productivity KPIs, as they make it possible to understand something fundamental for any organization: whether production is compensating for the resources that are being invested.

Furthermore, it is through the analysis of productivity indicators that it is possible to identify process optimizations, training needs and even problems in the organizational culture.

What are the productivity indicators?

There are a large number of productivity indicators, each of which facilitates the visualization of different data.

Therefore, it is essential to analyze your organization’s objectives before defining which indicators will actually be measured. In this way, it is possible to understand which ones fit into the organizational context.

In fact, there are so many productivity indicators that it is possible to classify them into three main groups:

  • Capacity indicators: refer to the production capacity of the business and can be measured using various factors, such as, for example, the number of employees, availability of raw materials and financial income;
  • Strategic indicators: make it possible to collect and analyze information related to the company’s objectives, such as profitability and growth;
  • Quality indicators: measure the quality of the product or service being delivered, showing the need for optimization.

Below we list and detail some of the productivity indicators that can have a great impact on the organization, bringing several benefits. Check out!

1. Conversion rate

At first glance, conversion rate may not seem like an indicator of productivity. However, it is critical to understanding whether the efforts and processes of the sales team—and other sectors—are going well.

This metric is of great help in identifying failures and points that require optimization. And, as we said, it goes beyond the commercial department, as it can help find problems in marketing or in the product itself.

If there is any failure and the rate is low, productivity will also be affected. After all, the investment in resources will not be bringing the corresponding results.

To be calculated, you need to have access to the total number of leads and how many actually closed the purchase. From this information, the following formula is used:

(# of closed purchases ÷ # of leads) × 100 = % conversion

2. Technological degree

The company’s technological degree refers to the level of influence of technologies on process automation and optimization.

Nowadays, many tasks have become more practical and agile to be performed due to technological evolution.

However, it is useless for the technology to have advanced if the organization does not advance along with it and look for ways to implement them, ok? You have to be willing to do a digital transformation.

The technological degree can be calculated comparing the productivity of processes with and without certain technologies, as well as it can be evaluated in a qualitative way, analyzing all the details that bring gains.

3. Production capacity

Production capacity is a classic productivity indicator, especially for industries and other companies that involve production. This is because it makes it possible to visualize the demand capacity that the business supports.

Therefore, it is an essential KPI to understand the production limit of a company, which is very relevant.

After all, failure to deliver something that has been agreed is not good for customer retention, is it?

And it is noteworthy that it can be applied in different types of companies, not just those that have a manufacturing system. This is because organizations are made by people, who have a production limit.

Therefore, this metric can be monitored either by evaluating the production limit of something or by the delivery capacity of a team.

In addition, production capacity can also help to evaluate processes. For this, it is enough to compare the resources that are being invested in it and the results that are being delivered.

4. Profitability

Profitability is an indicator that makes it very clear the company’s productivity level in a given period.

After all, this indicator shows whether the revenue that is coming in is more than enough to cover all costs. Something that is necessary for a company to be successful.

The formula for calculating profitability is as follows:

(Net profit ÷ total revenue) × 100 = % profitability

If the percentage of this metric turns out to be negative, it’s time to turn on the warning signal, because there is a bottleneck that is affecting productivity.

5. Turnover index

Although the turnover index is mainly considered an indicator of people management, it also makes it possible to visualize the level of productivity.

But what is turnover? Basically, it is the employee turnover rate in the company. And what does this impact on productivity? People are the core of organizations and are directly related to productivity.

It is essential to maintain a team that identifies with the organizational culture and knows the processes so that productivity is high.

In addition to not retaining talent, the frequent change of employees generates a constant need for training and adaptation, which also impacts costs. And, as we know, in sales there is also ramp-up time, a period until the professional can bring financial return from their work.

To calculate the turnover rate, it is necessary to select data from a period of time and apply them in the following formula:

(Dismissed employees ÷ total employees) × 100 = % turnover

A good turnover rate will be below 5%. A result equal to or greater than this means that there is some problem related to salary, organizational culture or other factors.

How to increase productivity in sales?

Have you started planning how to increase sales productivity with indicators? We can help you with this! We have two great materials that can help you apply KPIs to the sales team.


Value proposition: how to ask the right questions to present it to your customer


value offer

A few sales questions help you see customer needs and show your value proposition. Find out in this article, the most important.

All commercial managers, sales leaders or any salesperson committed to results, are concerned about how to sell value and create a competitive differential, to stand out from the competition.

The importance of making your customer value proposition clear

To stand out from the competition, making an effective and functional sales presentation, arousing the interest of your potential customers for your product, this is a great challenge.

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These strategy discussions are actually one of the most fun parts of the job, depending on your point of view.

But, over time, any specialist will dwell on the same question:  “What solution can your company present?”

That’s the question, the big secret of sales . Because it is the answer to the customer’s pain, it brings relief to the customer’s pain and, mainly, it will position your product in the customer’s head, during the sales steps.

That way, your customer value proposition will be very clear.

Understand what the customer’s real need is. Only then will you sell.

#1. The qualification

During the qualification process, a good salesperson assesses the fit between their product and the needs of their potential customer.

In this first phase it is critical to understand how to position the value of your solution and set the tone for engagement, or perhaps not proceeding with the business if you feel there is no connection between the problem and the solution.

To help sales representatives get started, a listing of qualifying questions is provided. They are tools designed to strategically discover the potential client’s pains and operations and demonstrate the ability to resolve them.

Unfortunately, these questions are often focused on solutions rather than on your customer’s real problems.

By looking at the qualification process through the lens of the problem, the salesperson will be able to see the true positioning and role of their product for a particular customer.

This helps us to reconcile the pains in a customer-centric context so that the customer understands your company’s value proposition. That way we’ll have useful insights into the business strategy, or gracefully give up if we don’t seem to be able to solve your problem.

In fact, asking this question directly to the customer can be a perfectly acceptable qualifying tactic, and in some cases, extremely refreshing.

value offer

Knowing the customer’s pain point will help you get the sale.

#2. The presentation

A big part of the sales presentation is demonstrating your knowledge of the customer’s business environment.

Showing that you listened and also demonstrating how your solution can specifically address customer needs will not only establish value in your presentation, but also engage you as a sales professional.

That’s why the presentation phase is the most powerful sales moment.

A technique that works very well is to include a slide, at the beginning of the presentation or at a stage of the conversation, entitled: “… what we observed…”, or else, “…your current situation..”.

Here, you outline the specifics of what you’ve learned about your business in the context of the problems you’re trying to solve.

An example:

“…we hear that you plan to grow your business aggressively this year, which includes taking on new employees, you want these people to be productive and increase company revenue, but currently you don’t have a consistent solution… ”

After you’ve delivered this message, pause and ask your listeners if your understanding of the problems they’re trying to solve is really what they think.

By doing this you will build massive credibility to hit the bull’s eye or gain new insights, which you can quickly incorporate towards the end of your presentation.

Often these post-qualification presentations include stakeholders who have not been involved with you or your solution.

By framing your sales pitch in the context of collaborating on problem-solving, you will promote a frictionless sales cycle, making new participants comfortable with your approach.

Check out this slide with more tips for a sales presentation that will help you make your company’s value proposition clear:.

#3. the defense

It is known that few sales fall from a “parachute” into your lap, or as a “freebie”. The reality is, when things get bad, you should play a little defensive.

The good news is, if you used the most powerful question in sales for the qualifying and presentation phases, defensive play will be much easier.

Suppose you have established that you have a well-differentiated solution that will solve your customer’s problem.

A new SUV for your customer. Example: a family of 5, with 3 small children, who said they hate the idea of ​​having a Minivan.

Over the course of the sales cycle, you’ve established that the family preferred their private SUV, not only because it was the safest and most stylish on the market, but it was exceptionally capable of supporting 3 seats in the back row.

You were also able to structure payments within your client’s monthly budget.

Then, in the final stage, the buyer comes back referencing competitive pressures from another company, highlighting the characteristics of a competing vehicle.

How to use the most powerful sales question?

In this case, the most powerful sales question can be used as an incredible defense, maintaining your price point of view and highlighting the value of your solution, diplomatically, making the customer shift focus.

So you can simply highlight your diagnosis of the customer’s problem:

“…it looks like you were looking for an SUV with the highest level of security, and one that has 3 seats in the back. I know there are other SUVs on the market, but this is the only model that meets all these criteria. Something changed?”.

This tactic works well, especially when faced with the dreaded option of “doing nothing” as sales do not materialize.

If you position your solution as great, and convincingly show the return on that investment, when the customer comes back and tells you they’ve decided to wait, you can make them think.

“No problem, but help me understand: you shared some of your main challenges, that we can help you solve them, it felt like we were in agreement, what has changed?”

By turning the tide in your favor, in some cases you will be successful, but in other cases you will gain valuable information that will help you provide the best service for your customer, now or in the future.

value offer

When you know your customers’ problem, it’s easier to work around objections.

Truly know what your customer’s problem is

Whether you’re in the early or late stages of the sales cycle, and if you’re a salesperson, manager or leader, promoting a continuous focus on helping your customer solve their problems is always a Winning Strategy.

Remember that a winning sales strategy is one that allows you to focus on solving your customer’s real problems and their real pain. That’s exactly the big difference of the winning sales teams: they know how to make the value proposition to the customer clear!

When you develop the mindset of how positive your business is and directly hits your potential customer’s pain point, you will be successful in making Big Business.


Big Data: How to use data in your sales strategy?

sales strategy


You’ve probably heard that “data is the new oil”.

In fact, the use of structured information has changed the rules of the game in different sectors, such as politics and economics. And in the corporate world too!

The use of Big Data in companies can bring very impressive results, especially when we talk about Sales and Marketing.

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In this new business scenario, in which data is now worth more than opinions, it is necessary to take advantage of the benefits of Big Data in an agile and strategic way, in order to anticipate trends and outperform the competition.

But how do you actually use this huge amount of information in Marketing and Sales? And what are the real advantages of investing in Big Data? Let’s talk about these topics in this article!


What is Big Data?

Before talking about the use of Big Data, it is worth exploring more deeply the definition of this concept, which is one of the great current trends.

Big Data is a large and varied volume of information that can be gathered, processed and interpreted from different sources. In companies, this data can come from internal processes, interactions with customers and even from the external market.

Therefore, there are different types of data that can be part of Big Data:

  • Internal data and external data: Internal data is data generated from customer relationships and company processes. External data are obtained from surveys or other market sources.
  • Structured data and unstructured data: Structured data is data that can be organized in the same way that has something in common such as a tag or classification. Automatically interpreted by the technology.

To make use of all this information, it is necessary to resort to technological systems capable of transforming this mass of structured data into analysis in an agile and simplified manner.

Because many of these systems are quite robust and involve high technological development, however, there is a myth in the market that Big Data in companies is part of reality only in large organizations.

Fortunately, this is really nothing but a myth. Nowadays, many tools and systems that are more accessible to mid-sized companies already use Big Data to improve their functionalities!

Use of Big Data in Sales and Marketing

And how has Big Data been applied in the corporate world?

There are good success stories, especially in sectors such as retail, capable of generating a significant volume of information based on consumer purchases and their interests.

In Brazil, for example, we see supermarket chains that rely on registration via CPF to document each consumer’s purchases and, based on that, recommend personalized offers via the app. These recommendations even consider similar purchasing behaviors among the customer base.

But it’s not just in Retail that Big Data has been the best bet to drive results. Companies from different segments are starting to apply data analysis in their strategy for decision making, especially in Marketing and Sales.

It’s not by chance. If we think about information available internally to start working with Big Data, most of it concerns customers and their interactions with the company.

Furthermore, as we will see below, its advantages directly impact Marketing and Sales results!

Big Data: advantages of using

We mentioned that Big Data is one of the most relevant trends in the current corporate scenario. But what makes him so important? How do you help organizations achieve better results?

Find out below:

1. Easier decision making

If until recently a good part of business decisions were made based on subjective factors or undocumented experiences of managers, now the data are the starting point.

Companies can no longer afford to decide strategic issues without first analyzing data, both looking at history and even doing predictive analytics.

Made possible by Big Data, a predictive analysis is one that considers the interpretation of historical and current data to predict future or unprecedented events using statistical techniques and using Artificial Intelligence.

In other words, you can understand a lot about the past, present and future using Big Data to support company decisions!

2. Real understanding of your audience 

Another benefit of Big Data is a broad knowledge of the audience, both on demographics and behavioral issues.

We cite the example of supermarkets that are applying data intelligence to recommend personalized offers. This is only possible because, through data analysis, they can observe that a consumer who usually buys “product X” is also usually interested in “product Y”.

This type of analysis also works in B2B. You can better understand the behavior of your buyer personas, taking into account negotiation time, deciding factors for closing, among other information.

3. Efficiency in Marketing Strategies

With in-depth knowledge of the audience, it is also easier to make campaigns that speak directly to their wishes and desires. Based on the use of data, marketing actions, especially those in the digital environment or those involving customer relationships, are more effective.

And the best part: more accurate campaigns also usually represent smaller investments!

4. Development or adaptation of products and services

Although we talk about Marketing and Sales, there is another area that has been using Big Data strategically.

The Product or Research & Development areas are committed to using data and understanding consumer trends and behavior to develop new products and services.

Historically, we know the cost that bringing a new product to market represents for companies. However, with Big Data, the risk of making mistakes is significantly reduced, as are investments with no return.

To get an idea of ​​how we already live in the data age, even songs are already created based on Big Data! If it works with something as subjective as art, why wouldn’t it work in product development?

5. Directing the sales team

The dream of any sales manager is to direct their team’s energy towards opportunities that will really become a business. But this is often a long shot.

The reality, however, is already changing a lot with Big Data.

Technological systems that interpret your sales history and market trends can already signal which potential customer is most likely to make a sale. And this can happen as soon as the lead is generated and the data about it is stored in your CRM system!

6. Identification of trends

Finally, without a doubt, one of the biggest advantages of Big Data is the ability to observe market trends based on people’s behavior.

In the fashion world, for example, interactions on social networks help to predict what will be successful in clothing stores next season.

To this end, consultants specializing in trends already use Big Data solutions as an essential factor in their methodologies.

Get to know the benefits of Big Data and learn how to use them in sales before investing

Although we recognize so many advantages in using Big Data in companies, it is clear that its adoption requires financial and human investment to be effective. This process includes organized and reliable data, technology and specialized knowledge. And it’s important for your company to understand if it’s ready for a step this big.

To better understand how to adopt Big Data, it is worth seeking the best solutions available on the market, professionals who have already had experience in previous projects, and even investigating which resources you already use at home and can be improved with Big Data in a way simplified.


10 tips on how to sell insurance and hit your goals!



Good or bad news for professionals in the field?

It all depends on the point of view. For a pessimist, this “glass is half empty”, there are few people interested in buying insurance.

Bonus: make your team achieve high sales performance with our CRM platform

Agendor is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.

For an optimistic seller, this means that 80% of people have not yet realized the value and advantages of having life insurance: there is a huge market to be conquered!

In this post, we’ve selected some insurance sales tips that can be very useful both for professionals in the area and for other sellers dealing with this type of complex sale that involves rational and very careful purchase decision-making.

Here are some great insurance selling techniques, as well as how to use a good insurance selling argument to be more effective.

And for extra tips, see how to sell life insurance!

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How to Sell Insurance: 10 Insurance Selling Tips You Need to Know

According to Ricardo Muller – insurance specialist – in an article published by Exam magazine:

“The insurance broker of the future is the one that delights the client through an adequate assistance, and that, using the correct techniques and tools, makes him realize the universe of vulnerabilities to which he is exposed”.

If you usually read our blog, you’ve noticed that, in order to know how to sell, some insurance sales techniques are the same as for other types of services or products:

  • Charm, that is, positively surprise the customer;
  • Use the right tools, like a CRM system, for example;
  • Show the value of purchasing the solution offered, in this case, an insurance policy.

1- Know the insurance market

It can be practically impossible to sell anything, especially for those who work in B2B companies, without a deep understanding of their market.

Do your homework and know the position your company occupies in the market, its market share and the strength of your brand.

Know who your biggest competitors are and what your products’ differentials are. Which company sells the cheapest? Which ones have high quality products? Which ones have the best service? Etc.

There is no way to sell insurance without being able to explain to your client how your company is the best option in the market for them!

2- Define some business segments, your ideal customers

It is very difficult to sell to “any company”.

Study the characteristics of your company’s insurance and find out which areas of business activity are best suited to them.

For example, if large aircraft insurance is a product that is not your company’s specialty, it might not be a good idea to look for clients in this field.

But if you have good insurance for corporate fleets, companies that have many salespeople or technicians visiting outside might be good customers for you.

Also study the size of these companies, number of employees, billing and other data that can make you’re prospecting for new customers more effective.

3- Know the real needs of these customers

What do your customers really need? After making the first contact, you need to demonstrate the value of your insurance solution. You need to show how it will help your customer reduce costs, increase revenue, or reduce risk.

One way to show customer value is by using the customer value equation.

4- Be known as “the guy” who understands insurance

Know absolutely every detail about your company’s insurance. Be recognized as a great expert in the field.

Make sure that when someone you know hears the question:

– Do you know any good insurance brokers?

He responds immediately:

– I know “the guy”!

And this guy, of course, is you!

5- Create a network of contacts

Made fame? Enjoy and create a network of relationships.

Use digital marketing tools such as online media, blogs and forums, and post useful content to your audience. Informative and relevant texts. No advertising of your company: squander good advice and tips!

Think about it: how to sell insurance if you don’t know a lot of people and show them all your knowledge in this field?

6- Stay tuned for news in the area

A highly regulated industry, such as insurance, could undergo major changes when a new law is enacted.

So, subscribe to newsletters, follow blogs, be part of associations and always be very well informed!

7- Use technology to your advantage

Did you see that you have a lot to do?

Use task organization softwaremobile apps and other specific technologies such as CRM tools and have all the information you need in the palm of your hand.

8- Work with a sales funnel

If you have a lot of customers, it’s hard to know in your head which stage of the sales process each of them is at.

With the help of a sales funnel, you will know who is prospecting, who is going to visit, present the company, make a proposal, negotiate or close a deal.

9- Follow-up is essential!

Forgetting to return a phone call or send an e-mail with information could end up with a sale that was sure!

And in the insurance area, where trust is paramount, this is even more serious.

Therefore, always monitor your relationship with customers and do not miss any commitment. Once again, good CRM software can help a lot…

10- Don’t abandon your customers after closing the sale

One of the insurance sales tips you can never forget is that you have become a sales consultant for your client.

Whenever he wants to use insurance, the first person he’ll call is you. Even if your company has a customer service platform with other agents who are more skilled in some technical and bureaucratic details, be sure to give the attention your customer expects from you.

Call and send e-mails asking if everything is fine and if things worked out the way he wanted.

This way, it will be much easier to renew the contracts and, who knows, to sell other types of insurance to that client.

EXTRA TIPS: How to sell life insurance?

Selling life insurance is very delicate, so we have selected some tips and tips on how to sell life insurance.

5 Tips for Selling Life Insurance

  1. When the client calls you to close an insurance policy linked to a major achievement, such as the residence you purchased, talk about life insurance;
  2. The birth of children or marriage are events that make us think about solidity and security, it is worth dealing with life insurance at these times;
  3. Don’t talk about death, talk about ensuring a peaceful life for loved ones;
  4. Show that person’s importance to the well-being of the one they love.

But what arguments do you use to sell life insurance? Check out!

Arguments for Selling Life Insurance

  1. Life insurance can be taken out early, as a form of reserve for emergencies;
  2. There are insurances that fit every pocket, there are some that are very affordable;
  3. The sooner you start paying for insurance, the cheaper it is;
  4. Insurance may also cover funeral expenses;
  5. Some insurance offers additional services and benefits for you to use now;
  6. Life insurance goes to the person the customer chooses.