Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs. With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still…
When getting started in sales, it is crucial to always understand the customer you are selling to. Sadly, only 13% of customers believe salespeople are capable of understanding their needs. That leaves 87% of salespeople who don’t truly connect with their prospects, endangering the deal right out of the gates. By knowing exactly who you are targeting, along with what messaging is appropriate for the scenario, you avoid wasting time and resources on the wrong prospects — a misstep that can result in confused goals and missed opportunities. Knowing the difference between B2B and B2C is a fundamental part of…
Did you know over 60% of companies say channel partners help strengthen their annual revenue? When implemented correctly, channel sales can be the key to lifting your business to the next level. It is a strategy that can be adopted by businesses of all types. Is your company in a position to implement a channel sales strategy? Keep reading to learn more about channel sales and understand if it is the right way to grow your business. What Is Channel Sales? Channel Sales is the practice of distributing your product to consumers through different selling platforms. Say your direct sales…
In today’s business climate, where extended buying cycles reign supreme and scalability is coveted, Sales Ops are key to a successful sales organization. However, as it is a recent development of the sales arm, and its responsibilities are closely tied to both sales management and sales enablement, many of its functions remain hazy. Let’s shed some light on the world of Sales Operations... Sales operations have been around since the mid 1970’s, when XEROX developed the first Sales Ops team. The need developed when sales management could no longer juggle sales strategy, territory management, and data crunching with sales leadership. …
Negotiations are always a high-stakes, high-pressure period for salespeople and prospects who both have serious skin in the game. Each team involved may have their own conflicting agendas. As a result, it's unlikely that every person at the bargaining table will walk away with exactly what they wanted. Negotiation breakdowns in sales can happen for a number of reasons, including poor communication, short tempers, and sudden changes in an established plan. Here are some strategies to avoid losing deals when negotiations go sideways: Consider Integrative Bargaining Historically, most sales negotiations have taken place with reps and prospects both holding their…
Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs. With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still…
When getting started in sales, it is crucial to always understand the customer you are selling to. Sadly, only 13% of customers believe salespeople are capable of understanding their needs. That leaves 87% of salespeople who don’t truly connect with their prospects, endangering the deal right out of the gates. By knowing exactly who you are targeting, along with what messaging is appropriate for the scenario, you avoid wasting time and resources on the wrong prospects — a misstep that can result in confused goals and missed opportunities. Knowing the difference between B2B and B2C is a fundamental part of…
Did you know over 60% of companies say channel partners help strengthen their annual revenue? When implemented correctly, channel sales can be the key to lifting your business to the next level. It is a strategy that can be adopted by businesses of all types. Is your company in a position to implement a channel sales strategy? Keep reading to learn more about channel sales and understand if it is the right way to grow your business. What Is Channel Sales? Channel Sales is the practice of distributing your product to consumers through different selling platforms. Say your direct sales…
In today’s business climate, where extended buying cycles reign supreme and scalability is coveted, Sales Ops are key to a successful sales organization. However, as it is a recent development of the sales arm, and its responsibilities are closely tied to both sales management and sales enablement, many of its functions remain hazy. Let’s shed some light on the world of Sales Operations... Sales operations have been around since the mid 1970’s, when XEROX developed the first Sales Ops team. The need developed when sales management could no longer juggle sales strategy, territory management, and data crunching with sales leadership. …
Negotiations are always a high-stakes, high-pressure period for salespeople and prospects who both have serious skin in the game. Each team involved may have their own conflicting agendas. As a result, it's unlikely that every person at the bargaining table will walk away with exactly what they wanted. Negotiation breakdowns in sales can happen for a number of reasons, including poor communication, short tempers, and sudden changes in an established plan. Here are some strategies to avoid losing deals when negotiations go sideways: Consider Integrative Bargaining Historically, most sales negotiations have taken place with reps and prospects both holding their…
