Sales professionals are often looking for the silver bullet to increase sales—the #1 tactic, the best strategy, the one thing you need, etc. The reality is no one thing will make selling easier or faster. Sales is hard work, and you have to put in the effort to see the results. Here’s a look at four things you can do.
Having a CRM to enable your sales team is just table stakes. Today, sellers need advanced tools to help with their sales efforts—tools such as predictive analytics software, cloud-based document software, and e-signature software. Listen as Monte Wilson, Vice President, Head of Americas Field Operations for Digital Media at Adobe Systems, discusses how those types of tools help companies win sales—and close them faster—and develop longtime relationships with customers.
The most profitable companies are those who sell to a target audience. By targeting your ideal clients, you spend time and energy selling to people most likely to buy from you. The result is more sales and a faster sales process. In this article, Colleen Francis explains how to identify your ideal clients.
To get referrals, you should give referrals. And to give referrals, you need to open your mind and listen for the “language of the referrals.” If someone says “I can’t, I want, or I don’t know,” that’s your cue to try and help. When you begin to do that, a whole new world of doing business opens up to you.
The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.
Forget about old-school sales tactics. Those will not work in today’s selling world. Instead educate, guide, and collaborate with buyers. Use your team’s expertise about your products, the industry, and your buyers’ challenges to lead them to the right choice
In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.
Being able to persuasively present a value case to a prospect is important. More important, however, are sales skills such as responsiveness, product knowledge, and customer knowledge. Master those first, and you’ll be in a position where your persuasion can make a difference.
The quality of your writing impacts your clients’ perceptions of you and your firm’s expertise. When done well, it captures your readers’ attention to ensure they connect with your service offerings. It elevates your overall value. When done badly, it could cause you to lose business.
Are you thinking about moving into the world of sales management? Before you take a step up the career ladder, make sure you know what you are stepping up to. In this article, Colleen Stanley explains the eight core traits that make for great sales leaders.