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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 Conversation
Occasionally salespeople will sign up for the challenge of trying to sell me something. This doesn’t always end well, but is usually entertaining. I’ve had a few recent experiences with SaaS software providers trying to sell to me and I found myself thinking about John Kaplan and his comments around Seller Deficit Disorder. This common “ailment” encompasses two of the biggest complaints buyers have about sellers: You don’t understand my business. You don’t listen.
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Categories: Sales Conversation | Sales Process
In complex B2B sales, research shows that more and more decision makers are needed to make the sale. The recent CSO Insights Sales Performance Optimization report showed that 76% of B2B deals involved three or more decision makers. Thirteen percent had six or more. This can be seen as a challenge or an opportunity for a salesperson. Sales conversations with multiple buyers can work for you or against you. Here are a couple of scenarios to consider:
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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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Categories: Sales Conversation | Sales Process
A powerful customer testimonial may mean the difference between winning and losing an opportunity. That’s why we put such an emphasis on proof points at Force Management. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. Your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. You need to look for the right opportunity to have the greatest impact. How do you know when the timing is right?
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