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sales homework
sales homework

Failing to do your homework will cost you in sales

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Buyers today are more aware than ever before; they know what they want and they know they can get the information, products and services they need at the click of a button. Sales professionals are transitioning into informed business consultants who can add value through their expertise, insights and knowledge of a client’s needs. Whilst buyers are, on the whole, open to trying new brands and products, it’s down to sales professionals to make the right approach to even have a chance of getting those deals over the line. Here are top tips for getting it right in today’s competitive sales landscape: Don’t underestimate the importance of doing your homework Buyers know what they want, and any salesperson approaching them needs to know too. 79% of decision makers we surveyed said they wouldn’t bother engaging with a salesperson who hadn’t put in the necessary legwork before approaching them; 89% were…

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10 Motivational Quotes to Fuel Sales Success

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Original Article By Matt Hallett Mindset is everything when it comes to sales success. Our thoughts influence our beliefs. Beliefs influence our actions. Our actions impact our sales results. To help your sales team develop the right mindset, here are some principles on sales excellence… 1. To Open the Door to Opportunity…Don’t Sell Products. Sell the Problems You Solve. It’s not about the product. It’s all about the pain that your product can solve. Connect with your prospects by sharing stories about how you helped similar companies overcome their challenges, issues, and business problems. 2. What Sets the Best Salespeople Apart Is Not What They Sell…But Rather the Value They Create Through Delivering Insight. Top salespeople offer unique perspectives and educate their prospects on key business issues. They challenge their prospects’ assumptions. They create value by sharing ideas on how their prospects can increase revenue, reduce costs, or mitigate risk.…

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How to Increase Sales in 8 Seconds

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Article by Jill Let me ask you a question: What’s the one thing you can do in the next 12 months that will dramatically impact sales? I mean, if you really thought about it, what’s causing you the most trouble in your sales efforts? Don’t worry. I can wait for you to come up with an answer. Questions like that make you think. Any time you ask your own prospects to reflect on their issues, challenges, and priorities, it takes a while for them to formulate the answer. But if you’re like most sellers, silence drives you crazy. Imagine you’re talking with a prospective customer and there’s a brief lull in the conversation. I bet you jump right in to fill it. Am I right? A Whopper of a Sales Mistake Research shows that the average salesperson, after asking a question, waits no more than 2 to 3 seconds before…

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Are You Accurately Measuring Your Company’s Digital Strength?

Business

There are few business leaders around the world not thinking about digital transformation in some shape or form. Whether improving omni-channel commerce or developing digital extensions to product lines, businesses are working out how to drive profitability through digital. But traditional metrics might underestimate the impact of digital, leaving companies vulnerable to aggressive competitors or pure-play disruptors. Many managers are missing digital signals that could help them better compete. Armed with a hypothesis that the stock market was undervaluing digital, we sought to create the largest known repository of digital data on U.S. companies. Our aim was to prove the link between digital strength and shareholder value, and do so in a way that passes the rigorous standards of hedge funds. We looked at the top 1,000 U.S. public companies, mapped every digital property for those companies, collected 75 billion digital consumer interactions per month over a period of five years,…

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4mins sales

4 Things Every Rep Should Say in the First 5 Minutes of a Sales Call

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Article written by Emma Brudner This is it. The all-important first call with a new prospect sales tip. This conversation will set the tone for the rest of the relationship, and could even make or break a deal. No pressure, right? Considering just how much hinges on sales calls, reps would be wise to get the conversation off to a strong start. But kicking off a call can be awkward, as anyone who’s asked “So, uh … how’s the weather there?” at the beginning of a meeting knows. Mattson recommended that salespeople touch on four crucial points within the first five minutes of a call: Purpose Time Agenda Outcome First, Mattson suggested that salespeople establish the purpose of the call. “Make sure you’re on the same page about why you’re here today,” he said. Talking about the purpose of the call early on not only refreshes attendees’ memories, but it…

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