On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?"Read More
A common theme I hear from top sales executives is that we simply don’t get enough “quality at bats”. A phrase in baseball most often used to refer to a batter's performance.
When I dig into what they mean by this statement I usually hear the following:
- We're way too reactive (as opposed to proactive)
- We wait to respond to RFPs instead of helping customers define their requirements
- We lose on price because customers don’t understand the value we provide
According to CSO Insights, less than 50% of first meetings result in second meetings.
One reason for this poor ratio is while a buyer may be willing to meet with the salesperson, the buyer’s actual level of interest in having an in depth sales conversation may in fact be low.
So what can you do to increase the chances of getting a second meeting? Prepare.Read More
One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales call.” The problem with this expression is that it is intended to describe a positive interaction with a customer but is typically stated without a clear definition of what the call objectives actually were. Over the years, I’ve found that sales people often meet with customers in the spirit of relationship building but without a specific set of objectives in mind.Read More
As SRG’s Director of Marketing, one of the most common questions I get from sales professionals is whether LinkedIn can really increase sales performance.
The answer is, of course, yes. According to research by Aberdeen group, social selling pros create more opportunities, are more likely to achieve quota, and are more productive.Read More
I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to hear a common theme from many of our participants:
“I connect with people when I think of it, but I really should do more,” or
“yeah, I connect but then I’m not sure how to use this resource in my account management program.”
Let’s face it: when we think of a great salesperson, we often think of that hard-charging, fast talking, go getter that is in constant motion. When you catch them on phone, they are either in an airport, or in their car just arriving at a meeting or just getting out of a meeting, and so it goes all day long.
Louis Pasteur’s famous quote, “Chance favors the prepared mind,” was intended to guide a better scientific method, but is equally appropriate to the art and science of professional selling. Preparing field sales representatives, account managers, or even inside reps, for sales calls, represents one of the most challenging tasks faced by sales leaders. All too often, unfortunately, the training provided to sales professionals before they are released into the fray of sales calls focuses too aggressively on the features of their products, rather than on how to effectively prepare to converse with their prospects and customers.
For better or worse, research has indicated that we make decisions or judgments about a person in the first seven seconds of an initial encounter. Given this brief window of opportunity, it is imperative for salespeople not to leave anything to chance when they initiate sales conversations.