We waste a lot of time during our day. Sometimes it's beyond our control, and sometimes we are to blame. You can eliminate waste by getting rid of ineffective, outdated processes and doing things that add value to the buyer.
Lean Thinking, long used to improve manufacturing and production processes, has found a use in sales. By implementing Lean Selling strategies, companies have been able to reduce sales waste, increase sales closures, and shorten sales cycle times, says Robert Pryor, author of Lean Selling.
To find the best sales reps for your team, you need a large pool of candidates from which to choose. And to get that large pool, you must be ubiquitous. Be creative in your search, and use multiple resources to cast a wide net. These five techniques will help you get started.
When following up with prospects, don't send them a thing until you are sure what you are sending is interesting, valuable, and adds to the conversation. To help you do that, Justin McGill offers six follow-up ideas that go beyond typical "checking in" emails.
If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.
When using social media as a sales tool, keep in mind the one thing that drives social media: relationships. Social selling is about making connections and developing relationships with those people. Your goal should be to create a mutually beneficial relationship.
LinkedIn is the most powerful social media tool for sales professionals. Most decision makers are members, and you have ungated access to them. The key is to be proactive in your use of it, says Melonie Dodaro, author of The LinkedIn Code. You can't simply create a profile, collect connections, and wait for buyers to come to you.
When using Twitter as part of your social selling strategy, you should have a mix of relationship-building efforts and lead generation strategies. To help you do that, Shannon Belew offers several tactics that enable sellers to build mutually beneficial relationships and generate sales.
LinkedIn is the sales professional's best friend. With it, you can create, nurture, and deepen business relationships—which leads to sales and endless referrals. The key is to develop Know-Like-Trust relationships with people. In this article, Kevin Knebl explains three things you can do to make the best use of LinkedIn to improve your social selling.
You might question whether social selling works. Is it worth the time and effort it takes to build your online brand, search for information about prospects, connect with new people, and especially, share your insights? In a word, yes—if you approach it the right way.