It's easy to assume that a strong referral means a done deal. That's not true in this competitive market. All referrals do now is provide you with a temporary benefit of the doubt. You still have obstacles to overcome. Here's a look at three challenges and how to handle them.
While some people seem to have been born to sell, most need coaching or training. Even sales managers who coach their teams need guidance. Given that, here are a few things you can do to be a better salesperson.
Technology has created a new type of gatekeeper—noise. The constant sales emails, social media requests, and text messages generate so much noise that decision makers often delete or ignore them. Because of that, salespeople need a multi-pronged approach to get appointments with decision makers.
Most sales managers teach their sales teams new selling skills and behaviors. Often, however, their salespeople struggle with what they are being taught. In this article, Colleen Stanley explains why that happens and offers tips to help sales managers improve their coaching skills.
The days of customers needing salespeople to get information about what a product does, how much it costs, and even make a purchases are long gone. To succeed, sales reps need to step up their game as consultative sellers and provide insight to buyers.
Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both.
Executives want and need trusted advisors. How do you earn your seat at the table? By doing these eight essential things. They're the ingredients of great long-term trusted partnerships.
Each salesperson should be allowed to add their own "secret sauce" to the process. Doing so allows them to tap their individual strengths, which leads to more creativity, happier salespeople, and more sales.
Sales has always been thought of as more of an art than science. That is changing as more data about sales teams is available. Rather than simply trying something and hoping it works, teams can apply data and metrics and predict success, says Mark Roberge, Chief Revenue Officer of the HubSpot Inbound Sales Division.
Targeting new business based on prospects' unhappiness with previous providers comes with unique challenges. Their skepticism and trust issues can complicate and extend the selling cycle. You can overcome them, but it will take more time, research, and strategic conversations.