The rapid proliferation of technology has had a great impact on all business functions and sales is no exception.
Revolutionary technologies, such as big data, cloud computing, and mobile technologies, have transformed the sales process in a way that was unthinkable only a couple of years ago.
So, a number of businesses are adopting new technologies to accelerate their sales productivity, improve their performance, and strengthen their competitive advantage.
But, how does technology simplify sales operations and what tools should you use?
These questions will be answered in this article. So, read on to learn more. Continue reading 6 Ways Technology Has Simplified the Sales Process
“Is your sales call so valuable that your client would write a check for your visit?” – Neil Rackham
Has that ever happened to you?
Research shows that today it takes eight attempts to reach a prospect compared to 3.68 times in 2007. And, it takes 6.25 hours for a salesperson to set one appointment.
So, reaching a prospect is not a piece of cake.
And, after such hard work, if the prospect still does not buy your products or services, will the effort you put in matter?
So, it is critically important that you do not let even a single opportunity go.
And, this is only possible when you can make such calls valuable enough that it can influence the prospect to make a decision right away or at least express interest in buying your products or services.
But, how can you do that and what do you need to remember to ensure positive results?
These questions will be answered in this article. So, read on to find out. Continue reading 5 Things to Remember When You Are On a Sales Call
“Follow up and follow through until the task is completed, the prize won.” – Brian Tracy
This is very true!
Research shows that 80% of sales happen after five follow ups. But, that does not mean that simply sending follow-up emails multiple times will help you close a deal.
For most salespeople, following up means sending boring and ineffective emails with phrases like:
- “Just checking in…”
- “Just following up on our conversation…”
- “Just wanted to touch base…”
This does not work!
Because such emails are void of value to the prospect and they are robotic, without the power to influence.
And, lead nurturing is not about touching base or checking in.
It is about providing value with every connection with the prospect and keeping him or her moving through the purchase cycle.
However, we know it is not as simple as it sounds. So, to make your job easier, we have put together a couple of strategies that you can follow and implement in your next follow up emails to encourage a response. Read on to learn more. Continue reading How to Write Follow-up Emails People Will Actually Reply To
According to a report, 92% of sales reps give up after four rejections and 44% already give up after just one!
That is an alarming figure!
Rejection is part of life in general and particularly in sales. You can only succeed once you have found a way to engage the customer to listen to you, share their needs with you and influence them to spend time in evaluating your products or services.
That is the only way to convert sales objections into sales.
But, most salespeople fail to realize this and give up too soon. A common reason is that they do not know how to handle the rejections and overcome them. Obviously, you cannot win if you do not know how to win.
So, we list six common sales objections here that every sales rep will face and ways to close over them. Continue reading 6 Common Sales Objections and How to Close Over Them
“ If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask” – Albert Einstein
Do you know why the majority of sales calls do not turn into sales?
Well… it is because the sales person does not ask the right questions.
Information is paramount in designing the opportunity to win a sale. Although there are a number of other factors that influence the outcome of a sales call, the reality is that the person who is well-informed is the only one who can close a sale at the end of the day.
And, good information is always a product of insightful questions. It is the questions that can help you identify the buying motivation which will help you present solutions that are tailored to the customer’s needs.
But, what questions should you ask?
How will you know what is a bad question or a good question?
To make your job easier, we list 10 sales questions you must ask on a discovery call to maximize the opportunity of winning a sale.
Read on to find out what these questions are. Continue reading 10 Sales Questions to Ask on a Discovery Call
“Ask the right questions if you are to find the right answers.” – Vanessa Redgrave
By asking the right sales questions, you engage a prospective client in a more relevant and powerful way and control the direction of the conversation, which is needed to close a deal.
So, it is the questions that you ask that pave the way to sales.
But, simply asking questions cannot generate the results you want. You need to ask the right sales questions to uncover the prospect’s needs.
This will help you present your solution better. And, by asking the wrong questions, you will not be able to learn what the exact problems are.
However, sales reps often do not realize this and ask questions in emails that turn against them instead of working for them.
You are possibly doing this as well, without even knowing.
So, it is critically important to learn what sales questions can cost you a sale and that you should thus never ask in an email.
And, to make your job easier, we list five such questions here. Continue reading 5 Sales Questions You Should Never Ask over Emails
“Sales cure all”
– Mark Cuban.
This epic statement is still 100% true across all industries, but making a sale is not easy.
According to Aberdeen, about 66% of sales professionals do not meet their annual sales quota.
So, the key to sales success lies in productivity. Therefore, the sales manager and sales team’s productivity should be a top priority.
But, what productivity secrets should you know about and with what should you start?
Read on to find out what these top sales productivity secrets are. Continue reading 8 Productivity Secrets for Sales Managers
Understanding what it takes to sell your product or service is the key to business success. Do you know what it takes to be an effective sales rep, or are you still wondering if you are on the right track to success (or failure)?
Sales success begins with attitude, it’s directly connected to understanding that the sale is not about you; It’s not about commissions, It’s not about logistics, and it’s definitely not about your paycheck – it’s about the customer.
Sales success requires salespersons to constantly be adapting and improving their skills. It can take years to learn all the hacks and tricks behind a successful sales process and even then, when dealing with people, there are no guarantees. The best you can do is to arm yourself with the best practices for every situation.
Below you’ll find a step by step guide to sales success. A great infographic by the Salesforce team. Feel free to share your feedback on it on the comments section below. Thanks! Continue reading A Step by Step Guide to Sales Success – INFOGRAPHIC
“If you keep doing what you’re doing, you’ll keep getting what you’re getting”. – Anonymous
This famous quote applies to everyday life and so it also applies to your sales process.
The year 2016 has already started and, unless you are fully satisfied with your 2015 sales results, it is time to act now.
The year has just begun which makes it the best time to make an action plan for the entire year. So, do not let this golden chance pass you by.
But, what areas should you focus on?
What creative and new ideas should you bring about?
To answer these questions, you need a few sales tips.
So, here are our five sales tips that will strengthen your sales funnel. Take a look. Continue reading 5 Sales Tips to Get the Most Out of 2016
Last week we hosted Chris Hamilton from SalesTipADay, who is a sales and marketing expert that can help you generate up to 10 X’s MORE SALES LEADS.
Among other things, Chris is a LinkedIn expert, and he agreed to share with us a few LinkedIn prospecting tips and tricks he uses in order to maximize your ROI on your LinkedIn efforts.
You can listen to the call, or read the transcript below.
Hope you enjoy, I know we did! 🙂
And here’s the link (with free access instead of $299) to the ‘LinkedIn Social Selling Playbook for Sales Managers’, we spoke over our chat.
Continue reading Podcast: Awesome LinkedIn Prospecting Tips By Chris Hamilton – SalesTipADay