For salespeople today, the rolodex and the cold call are relics of the past. The rise of software, mobile and social media has given birth to new sales strategies that give sales professionals a leg up in locking in deals.
When employees, particularly sales professionals, find the time to hear from thought leaders in the sales and marketing world, the entire organization benefits. One of the best ways to learn is from the success of others. Events, webcasts, and interviews are where these industry-leading professionals come to share their vast knowledge.
For most sales reps—even the most social and digitally minded among us—social selling is still a brave new world. When it comes to new and novel approaches to sales, there’s always an adjustment process—and it isn’t always easy to build lasting habits.
Editor’s Note: How does a global enterprise with thousands of sales reps manage to successfully roll out a completely new sales strategy? And what steps can you take to follow that company’s footsteps? Kirsten Boileau, Director of Digital Innovations at SAP shares her success story in our monthly series #SocialSellingChampions.
We’d all love to imagine ourselves as the self-made, rugged individual: the person who succeeds through their own ingenuity and force of will. The truth, however, is that almost no one goes it alone. (Or at least, those that do don’t make it very far.) Most leaders and innovators in every industry are standing on the shoulders of giants.
You don't necessary have to aim for a magic number of connections on LinkedIn. But it's also a no-brainer, both on and offline, that more meaningful and influential connections will lead to more valuable sales leads.
If you picked up the Old School Prospecting Playbook and turned to the very last page, you would find a classic move called “The Rhino.” It’s a hail-Mary type play for salespeople who have sent multiple messages without a response.
There’s a lot to be said for a trial-and-error approach—learning through personal experience ensures you’ll take your hard-won lessons to heart. But while trying, stumbling, and coming back stronger is commendable, you can also take a few shortcuts and bypass some pitfalls by listening to those who have been there.
Any salesperson worth his or her salt knows that finding the right decision makers is half the battle—you don’t want to waste your time selling to someone who doesn’t have the authority to say yes. And yet, identifying these key players can also be time-consuming and tedious.
SPIN Selling, TAS, Consultative selling, Solution Selling and now Social Selling, surely it all boils down to the same thing – you pick up the phone, get a meeting, close the deal and start again and the world keeps turning; except the world is now turning a lot faster and technology is changing the way humans interact.
The overlap between sales and marketing responsibilities isn’t everyone’s favorite subject. Most organizations have at least a few pain points when it comes to making these two teams work together effectively.
Study after study suggests that less than 20% of all salespeople set written goals of any kind. Our experience is that the income of this elite minority of salespeople who have written goals is predictably and consistently greater than that of the more than 80 percent who don’t — combined!
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Sure, you want to sell your solutions to potential clients. But those folks don't just want to talk about workflow management and new business development. They care about a whole lot more than that—they’re whole human beings, after all.
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