Categories: Sales Discovery Process | Sales Process
A lost sales opportunity hurts the bottom line, but it can also provide a valuable teaching lesson for your sales team. There is usually a quantifiable reason that the sale wasn’t made. Identifying what went wrong gives your team an opportunity to understand how not to make the same mistake twice. Help your team recover from the lost sales opportunity quickly and effectively. Here are four questions you can ask your salespeople that will help them learn from their mistakes.
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Categories: Sales Productivity
The B2B sales conversation is a complex dance between seller and buyer. One misstep, and the whole conversation can be knocked off balance. But sellers who are able to maintain a steady selling rhythm and keep value at the forefront during the conversation are far more likely to succeed in closing the opportunity. Below is a list of four common personas that show up during a sales conversation, taking it down the wrong path quickly. We’ve also included tips on how you can help steer your salespeople away from becoming these types of sellers.
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Most professionals now have a LinkedIn profile. The company boasts more than 100 million registered users in the United States alone. Many B2B salespeople are also now leveraging Twitter. Unfortunately, many people who use these sites are not using them to their maximum advantage. For example, most B2B salespeople have LinkedIn accounts, but they’re only leveraging them as a contact database. They’re likely connecting with key players and finding decision makers at prospective companies, but that’s where their LinkedIn use ends. We call that the “business card” approach. If you only use LinkedIn as a connection tool, it’s just like going to a conference and gathering business cards. Sure, you have people’s contact information, but you aren’t doing anything to capitalize on that relationship.
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It’s no longer a bold statement to say that your organization needs to be in the social game if you plan to achieve optimal sales productivity. Social media helps sales organizations drive pipeline by (1) engaging with buyers earlier in the sales cycle, (2) maintaining relationships with current customers and (3) demonstrating valuable market insight. Eighty-seven percent of decision makers in B2B sales organizations spend time researching products and services on social media. Just like having a website in the 1990s, buyers are now judging the legitimacy of an organization based on their presence (or lack thereof) on social media. Research shows that salespeople who use social media are more successful, but how does a sales organization begin to embrace social activities as part of a sales process? The first step is to recognize that social selling isn’t your magic bullet.
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Categories: Sales Planning
When our clients come to us to improve their sales planning processes, they often have a misdirected focus. As a result, they’re dealing with a waterfall of problems: Reps frequently missing quota goals Inaccurate revenue forecasting High percentage of deals closing late in the quarter Inadequate territory & account penetration
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The key to using social media effectively, is to consistently share information of value. If you’re in sales, you likely have a social media network filled with people who are looking to generate more revenue per rep and improve overall sales effectiveness. We’ve outlined five pieces of content that any sales manager or executive can relate to. Use these messages over the next week to show your own value with your social media networks, your colleagues and your own sales team.
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