It is the beginning of a new year, which means that it is time for you to sit down and formulate the way ahead for your sales team.
You would agree that getting your B2B sales strategy right is a huge challenge, even today. You need to have a look at the emerging B2B sales trends from the past year (2015) to determine which of those would be an ideal fit for 2016 as well.
So, in this article, we provide you with useful tips to help you plan your company’s B2B sales strategy for 2016.
There is no sales strategy that works for all types of B2B relationships, even when you are using a CRM, such as Salesforce.
Cold calling is a fact of life for most people in sales. Most of them don’t like doing it, but do it anyway. I believe that anyone, no matter what line of business they work in, should learn how to make solid sales calls.
On the scene below, you can see a glimpse from the life of a salesperson, conducting cold calls. Very inspirational!
For those of you who watch ‘Mad Men’, there’s no need to introduce Don Draper (Jon Hamm) – a creative director at the fictional Sterling Cooper advertising agency. In case you somehow managed to miss this brilliant TV series, this movie clip is for you.
This clip demonstrates effective objection handling at its best.
When Draper’s prospects are questionings his sales team’s pitch, he flips the conversation back on them and why they are not the top company in their industry. He then reminds them that they came to his firm looking for help becoming the number one company and if they are not open to his ideas, he is not interested in serving them.
For today’s post, I chose the following scene from the movie ‘Boiler Room’
The Movie tells the story of a 19-year-old named Seth who makes a nice income running an illegal casino in his apartment. His dad, a judge, finds out about it and raises holy hell. So the kid gets a daytime job as a broker with a Long Island, N.Y., bucket shop that sells worthless or dubious stock with high-pressure telephone tactics.
On this scene, Ben Affleck is marching into the room and lectures the team about their results.
The following sentence is an awesome example for a great salesman approach to cold calling: “There is no such thing as a no-sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way, a sale is made; the only question is who is gonna close? You or him?”
“Let me tell you something. There’s no nobility in poverty. I’ve been a poor man, and I’ve been a rich man. And I choose rich every f*****g time.”
The quote above is just one of many great scenes from the Wolf of Wall St film.
The Wolf Of Wall Street is a collaboration between actor Leonardo Di-Caprio and director Martin Scorsese. Its a black comedy based on the memoir of Jordan Belfort, a New York stockbroker who ran a firm that is involved in securities fraud and corruption at Wall Street during the 1990’s.
On the scene below, Di-Caprio demonstrates his team how to cold call a potential buyer.
Take a few minutes to watch it, educational and inspiring!
One of the most motivating sales pitches comes from the 1992 movie, Glengarry Glen Ross.
Blake, played by Alec Baldwin, is an alpha dog motivational salesman and goes into an epic speech where he coins the infamous acronym, A.B.C (Always Be Closing).
For those of you who are not familiar with this “Must See” scene, take a few minutes to watch it.
Baldwin plays the motivational speaker from Hell, determined to either increase productivity or inspire suicide 😉