They say, “Love is in the air.” Last week was Valentine’s Day, and while we are sure you spend the end of the week with your loved ones, let us share what we posted once again on our Facebook page last week:
Customers are smarter and information is not only easier to find, but available in greater detail than ever before. In addition, technology has become a way of life and completely disrupted the buying process. Via the Internet, customers can research products, prices, and opinions.Steve W. Martin, “The Trend that is Changing Sales”
Some of the most tried-and-true methods of marketing still work. People still love video advertising, for instance. In fact, video accounts for 69 percent of all consumer Internet traffic, according to Cisco Visual Networking. However, many other marketing strategies are falling flat. To be sure, Sirius Decisions reports the average sales cycle has increased by 22 percent over the past five years since more decision-makers are being involved in the buying process.Matt Goldman, “6 Sales and Marketing Tips & Ideas to Grow Your Business”
Sometimes what’s standing between you and success is the picture of what you think it should look like. Kimra Luna had pictured herself at the helm of a food service business but found success in online marketing. Stay open to new possibilities and you never know what could happen.Karrie Lucero, “5 Motivational Sales Stories to Read for Inspiration”
Remember that the influx of technology has spurred a tectonic shift in consumer behaviour—a recent report from the Aquity Group shows that more than two-thirds (68%) of B2B buyers now purchase goods online, 94% of B2B buyers say they conduct some form of online research before purchasing a business product, 24% have made a purchase for their company using a mobile device, and 71% prefer to conduct research and purchase on their own with access to a sales representative via the phone or online chat if needed.Aki Merced, “Top 5 Customer Service Lessons for B2B Sales Reps”
What you’re trying to get at is an accurate measure of your sales process and the health of your sales pipeline. Do a workflow analysis and see where you experience gaps and bottlenecks. A sales stack that would truly benefit your team is one that’s implemented for a tight and efficient sales process.Dan Sincavage, “What Is a Sales Stack?”
Solving the right problem for the prospect makes for a good pitch, an almost guaranteed sale, and lots of success. The pitch needs to gently poke the prospect’s pain points, reminding them why they need this service of product offering, and then laying out the benefits it will give them.Aki Merced, “The Art of a Great Sales Pitch”
Attempting to analyze all of the data you need to succeed in the contemporary environment without the help of sales enablement software is a fool’s errand, and a recipe for wasted manpower. Enhanced analytics can take your productivity to new heights and companies who use these techniques have been shown to hit team quotas four times faster than others.Danny Wong, “6 Strategies to Leverage Sales Enablement and Boost Your Productivity”
This is not the time for the salesperson to sell other company or product benefits; it is time to listen and answer the prospect’s questions. When the prospect is asking questions, they are already imagining how the company and its product will help them. From here it is easier to build a relationship or make a sale with little resistance.Dan Sincavage, “How to Overcome Sales Objections and the Fear of Rejection”
So many sales professionals believe that in this limited amount of time to make an impression, they have to run through all of the bells and whistles of their solution to hook and impress the buyer. But they aren’t looking for innovative features for their own sake; customers want a partner who has proven they understand the situation in detail, and is dedicated to improving it.Danny Wong , “7 Characteristics Of A Successful Inside Sales Operation”
When prospects raise an objection, they don’t want to hear a canned response that suggests their feelings are invalid. Sales reps who work through the objection with them logically and brainstorm innovative solutions and compromises can prove themselves to be valued collaborators.Danny Wong, “Why Outbound Sales Reps Need Creativity As Well As Persistence To Succeed In Prospecting”
Whatever it’s come to represent for your team – how it’s used (or not used, in some cases) to set goals, motivate and assess sales performance – it is something you shouldn’t take for granted. The optimized utilization of marketing and sales analytics is a guaranteed way of forging ahead.Dan Sincavage, “How Sales Analytics Is Useful For Your Sales Team”
While sales and marketing each present unique contributions to the musical performance that is the sales funnel, both teams are necessary for a successful production. Though sales approaches tend to remain the same over the years, and marketing tactics frequently change, their commonality rests in a shared desire to increase company revenue.Dan Sincavage, “Marketing vs. Sales: Their Major Difference and How They Work Together”
That will be it for now – we’ll do another round next week. While you wait, we also share positivity on our Instagram feed, so please do follow us @salesinnovator for more. Have a great wek ahead!
Looking to expand your selling skills? Join the 2nd Sales Breakthrough Conference 2020 on its new scheduled date – May 21-22, 2020 – at Tower Club Makati.
Call +632 8633-0153 / 8535-1150, SMS +63 920 981 4376 / +63 920 924 2532 or email email@example.com for more information.