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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In today’s digital world, B2B buyers are more engaged and digitally informed. The rise of the connected buyer means your sales organization needs to account for a buyer who is more educated and researched than ever before. They’ve done their homework on your solution – and your competitors’ solutions as well. When they finally contact a salesperson, they’re ready to talk price. In order to move beyond regular vendor status, you’ll need to take action.
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Categories: Sales Conversation
Your Challenge We’ve all been in this conversation at one time or another in our sales careers. Your prospect may understand some of the value you can provide, but is also considering using internal resources to achieve the same result.
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Categories: Differentiation | Sales Conversation
Your Challenge Understanding the best way to differentiate against your competition is critical to being an effective salesperson. The “Do Nothing” competitor is always one of the toughest. Who has instant access to the decision maker? Who is always part of the sales opportunity whether you are or not? The dreaded “Do Nothing.”
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