- MOTIVATION -
"OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY
TO SUCCEED IS TO TRY JUST ONE MORE TIME."
- AROUND THE WEB -
<< If you only read one thing >>
Every time we think we've gotten a grip on the weird, wonderful world of sales, we learn something new that forces us to change our perspective and question our beliefs. Like just 17% of salespeople think they're pushy -- compared to 50% of prospects.
And along similar lines, only 3% of buyers trust reps. The only professions with less credibility include car sales, politics, and lobbying. Ouch. Luckily, not all sales-related data will bum you out. This list of sales statistics has invaluable nuggets of wisdom on everything from which words to avoid in your email subject line to the optimal number of questions to ask during a discovery call. >>> READ MORE
Why All Effective Sales Leaders Have High EQ — Selling Power Blog
Success as a sales leader begins and ends with the quality of our relationships. Those with an ear to the ground have likely noticed increased attention recently to the “soft skills” required to win in “high-value” interfaces with customers. These days, the pressure is on to optimize the customer experience and expand the customer life cycle. >>> READ MORE
Sales still close all the time. It’s just how they close that’s changed. For modern sellers operating in the digital space, the old convention of closing a deal by adding your personal, persuasive touch and a firm handshake has faded. Reps now must often find a way to push deals across the finish line without the luxury of a face-to-face conversation, which can be tough in the case of a purchase that will cost thousands or even millions. This modern dynamic may explain why more sales seem to be stalling – 53% of B2B buyers have admitted to postponing decisions on at least half their purchases. >>> READ MORE
The sales paradigm has drastically changed. Businesses are expected to be more customer-centric. The buyers are well-informed and cautious with a vast amount of information flowing on the web. Sales reps who are just interested in customer’s money are doomed to failure. Customers want to deal with companies who understand their business pain points and challenges to growth. A strong sales strategy is essential for winning the trust and loyalty of modern buyers. >>> READ MORE
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This Week on The Center For Sales Strategy's Blog: