When it comes to sales, there are a lot of different tactics you can use. One of the most popular is the rundown, which helps you close a sale by following a specific formula.
You might be wondering, then: what is a rundown in sales?
Rundowns are also flexible enough that they can be tweaked based on who you're selling to—if you're talking with someone in tech, it might be more effective if the rundown was presented as bullet points on paper rather than as a script that you read aloud.
In this blog post, we'll look at what rundowns are and how they can help your sales process.
What is a rundown in sales?
A rundown in sales is a means to arrange all of your data about a specific lead or client. Anything from essential contact details to notes on previous contacts can be included here.
A rundown gives you access to all the information you require on a lead or client in one place. Doing this allows you to quickly access whatever information you require without sifting through mountains of papers or rummaging through old emails.
You can track where a specific lead or client is in your sales funnel with a well-organized breakdown. This makes it simple to distinguish between leads that may be reached immediately and those that require further nurturing.
By keeping a list of essential facts about your leads and clients, you can be more organized for phone calls and meetings.
Now we know what is a rundown in sales, what exactly do we use a rundown for?
What is a rundown in business for?
An item or point rundown is a list of things that need to be discussed or covered. It can help you arrange your ideas and ensure everything is noticed.
So, what is a rundown in a business for? A rundown ensures every task is completed and no information is missed.
I really like how a rundown in sales has many uses.
Not only does it keep track of products and services offered, but it also serves as a helpful guide for your customers. A written or printed summary of the options presented in a rundown can help customers to recall and consider them later.
Create a sales rundown beforehand to ensure you remember all crucial points or offers during your presentation. In a nutshell: rundowns keep your business organized.
How rundowns can help you score deals
If you're like most salespeople, you probably have a lot on your plate. You have leads, clients, meetings, and calls to schedule...and that's just the beginning.
So how do you stay organized and prepared for all of this? The answer is rundowns!
A rundown is a document containing all the information about each of your leads or clients—from their name and contact details to their position in the sales funnel (if applicable) and any particular circumstances that may be relevant.
It also tracks where each lead is in terms of closing the deal: whether they've already made an offer or are still just in the research phase.
The position of each lead in the sales funnel is also tracked, making it easier to determine which leads may be handled right away and which ones require further nurturing.
A well-organized rundown can provide you with the knowledge and perspective required to close more deals. So, work on your rundowns immediately and watch how it affects your sales success!
How do you create a rundown?
Creating a sales rundown varies depending on your products or services and the customer’s needs. However, some tips can make your sales rundown more effective.
A rundown is a list of leads assigned by sales representatives to other sales representatives or departments within the company.
The information on each lead—such as their name, contact information, account status, and sales history—should be entered into an electronic system so that it’s easily accessible when needed by various parties to make informed decisions about which leads should be prioritized over others.
There are a few different ways to create a rundown. The most common way is to use an electronic system that automatically pulls in all your leads from one place and displays them in a format that makes sense for sales representatives.
This could be a spreadsheet or database with columns for each relevant piece of information about each lead. Another method is manually creating the list using Microsoft Word, Excel, or another program with similar capabilities, like a CRM.
The most important thing to remember is that a rundown should be highly organized and easy to read. It needs to contain all the data sales representatives need to make informed decisions about the most promising leads.
A rundown sheet
A rundown sheet is a summary of the essential elements of a project.
It contains information like the client's name, the project's title, the beginning and ending dates, the budget, and the team members working on it. A rundown sheet keeps everyone informed and ensures no crucial information is overlooked.
All pertinent information must be included while generating a rundown sheet. It will be simpler to manage the project if you have more information.
For any project, a rundown sheet is a crucial document. It keeps everyone informed and guarantees that nothing crucial is overlooked.
You can create a rundown sheet that will help keep track of your project's progress by including all the relevant details.
What are the steps for creating rundowns for your sales team?
You must decide what information to include in your rundown.
In some industries and sales contexts, the details that go into a breakdown may vary from company to company or person to person.
Basic contact information, notes from prior encounters, the position of the business in the sales funnel, and any pertinent research or sources are still some ordinary things.
Compile your rundowns in a system that works best for your team. For example, you could compile them into an actual folder or binder—or use Excel spreadsheets, CRM software (customer-relationship management programs), and other tools.
Then, make rundowns for your prospects and clients and periodically update them with new data.
Ensuring that team members are familiar with a system for keeping one another apprised of upcoming deadlines will help them avoid any confusion or surprises down the road.
CRM programs for rundowns
For putting up a sales team summary, some well-liked CRM software solutions are Salesforce, HubSpot, and Zoho.
Using these tools, you can quickly gather and manage information about your leads and clients—making it easier to refer back to essential facts during calls or meetings.
So, to increase the efficiency and structure of your sales staff, think about implementing one CRM program.
Hubspot
The HubSpot CRM is a customer relationship management tool that helps businesses organize, track, and analyze customer interactions.
It offers functionality for managing marketing campaigns, sales opportunities, leads, contacts, and other data related to customer interactions.
The HubSpot CRM integrates with other applications, such as Google Analytics and MailChimp, to give users a holistic view of their business.
In addition to tracking the activities of individual customers, HubSpot also allows users to create reports on trends across their entire customer base.
For example, they can see how many new customers were acquired each month of the past year or how many opportunities were closed each quarter of the past two years.
This type of report is helpful for businesses that want to identify seasonal changes in their sales patterns or other changes over time that might indicate a need for a change in strategy or staffing levels.
Zoho
Zoho’s CRM tools can help you create and maintain a sales rundown. Lead management, forecasting, and scalable dashboards—all in one package!
Zoho is a CRM, or customer relationship management, a tool that allows you to manage your customer relationships. The platform is based on collaboration and productivity, allowing you to see all your contacts in one place.
You can assign tasks to specific contacts, set up meetings with those people, make notes on each contact's profile, and more.
The platform also includes integrated email marketing software to send emails directly from within the program. It's straightforward to use and has many features for managing your contacts and keeping track of how well you communicate with them.
Salesforce
Salesforce is one of the most comprehensive business software packages today. It helps businesses increase sales and streamline operations, among many other benefits.
Salesforce is a CRM (Customer Relationship Management) software companies use to manage customer relationships. It can be used by sales teams, marketing teams, and other departments to keep track of customer information and interactions.
Salesforce also offers analytics and reporting tools so that you can track the performance of your sales team and make informed decisions about how to improve your business.
Salesforce has many integrations with other applications and services, such as Google Analytics. This allows users to import data from these services into their Salesforce accounts, making it easier to access and analyze in one place.
The bottom line
So, you've got a product or service that would be perfect for your target market. You've identified the right clients and know exactly what they need to help them succeed. But then… nothing happens.
You don't land any new customers, and everything is falling apart. That's when you need a rundown.
A rundown is an incredibly effective sales strategy used for decades by salespeople in every industry—from real estate agents to insurance agents to medical professionals to financial advisors.
It's simple: You identify the problem your customer has, and then offer them a solution to fix it.
You need a rundown if you're looking for an easy-to-use and effective way to summarize your sales pitch. It's an excellent tool for closing a sale, but it's also beneficial for crafting your pitch in the first place.
If you've got a product or service that you want to sell, I believe in using a rundown as part of your sales pitch.
By creating an outline of each feature, benefit, and advantage of your offering and then structuring them so that they flow together naturally, you can make sure there are no gaps in your presentation—and keep your audience engaged throughout.
This is especially important if you write copy for email marketing campaigns or landing pages. You want to ensure that every word counts!