Susan McCullin, on December 21, 2023
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So, you've successfully secured an appointment with a promising prospect! Now, it's time to prepare for a comprehensive digital needs analysis to ensure that all the effort you invested in getting that meeting bears fruit.
The key to success lies in conducting a thorough needs analysis because understanding your prospect's business, their specific needs, challenges, and expectations is paramount when crafting a solution that truly aligns with their goals.
Amanda Meade, on December 20, 2023
A new year brings new opportunities and a chance to set the foundation for sales success in 2024. With fresh perspectives and renewed motivation, sales teams have the potential to accomplish great things.
By learning from the wisdom of experienced professionals, managers and salespeople can map out a plan to thrive in the months ahead. This year, let's challenge ourselves to implement impactful sales strategies and adopt empowering mindsets. If we start motivated and intentional, there is no limit to what we can achieve.
Elissa Blankenship, on December 19, 2023
Prospecting. It's the cornerstone of a thriving sales pipeline, yet it can feel like sifting gold from sand.
But what if a powerful ally could streamline your efforts and uncover hidden gems you'd never see alone? Enter Artificial Intelligence (AI), the technological revolution transforming the sales landscape.
Tirzah Thornburg, on December 18, 2023
A spot opens up on the sales team and the hiring manager needs to fill it. Fast. They look over their talent bank, find a few candidates, look over their Sales Talent Assessments, and decide who has the sales talents they need.
One is available.
Hired.
That’s it but for the onboarding, right? Unfortunately, no. Finding new talent for a sales team involves more than just finding a talented person who wants the job. It’s also critically important to find talent that will fit on the team.
The Center for Sales Strategy, on December 14, 2023
Too many sales organizations don't have an Account List Management Strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:
The Center for Sales Strategy, on December 13, 2023
There’s no longer a debate on whether social media is an effective way to remain relevant in today’s busy and modern online world. Social media has come a long way since the mid-2000s, where users simply used it to share photographs and “check-in.”
Today, smart sellers incorporate social media into their sales strategy as an additional way to connect with prospects. This allows you to:
Through likes, comments, shares, and posts, you provide your insights to both prospects and current customers and allow for more engagement. Social media is a valuable tool for driving sales, but first, you must identify the most-used platforms for your ideal customer.
Trey Morris, on December 12, 2023
Securing new business appointments is crucial for success in sales.
These days, it's quite challenging to get new business appointments. This difficulty is a key reason why many salespeople struggle and why sales organizations often miss their goals.
Research in sales indicates it typically takes eight attempts to reach a prospect. However, 92% of salespeople give up after just four tries. This explains why many are struggling to secure more appointments.
To excel in sales, it's essential to blend persistence with a clear purpose to secure new appointments. Here are three effective strategies.
Deborah Fulghum, on December 11, 2023
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Being a great coach and developer of people is a natural talent, and those gifted with these abilities can take people far. Seeing how things CAN happen or improve motivates others to feel the same, especially in the event of a failure.
We all make mistakes and have disappointments; it's what we do with that lesson that makes a difference.
There are a few things that the best coaches do when failure occurs on their team that may also help you find success.
The best coaching is…
The Center for Sales Strategy, on December 6, 2023
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B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process.
This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.
The Center for Sales Strategy, on December 5, 2023
In sales, nailing down your customers' pain points is key to sealing the deal. As we enter 2024, it's crucial to stay on top of the game by tackling the sales challenges that will pop up in the coming year. Whether you're dealing with price objections, trying to build trust in your brand, or struggling to connect with decision-makers, facing these issues head-on can make a difference in your sales success.
With technology advancing and customer expectations changing, salespeople need to tweak strategies accordingly. By spotting and dealing with pain points early on, you can customize your sales approach, offer spot-on solutions, and build strong relationships with potential clients that stand the test of time.
