This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, and frankly surprised me with all the sales methodologies, books, podcasts, etc. that they consume on the regular basis. But what caught my attention most was their upfront transparent view on sales training, and its ability to enhance sellers’ careers (knowing full well that some sellers then become a flight risk).
Let’s get right to it. I’m sick and tired of big, obnoxious platitudes like “cold calling is dead!” They are dangerous, and quite frankly if you’re spouting them or believing them, you’re not just missing the boat, you were never on it in the first place.
The golden age of sales is dawning. This is true despite the fact that more than two-thirds of buyers would rather shop online than talk to a salesperson. What is the role of a salesperson in an automated, self-service world?
The best sales reps know sales isn’t about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high level through activities like customer experience mapping and annual sales strategy sessions. However, equally as important is the planning that goes into individual customer interactions and sales calls.
Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.
In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly outlining the core business outcomes. Assuming that step has been tackled, can your front-line sales leaders tell you how specifically they’re measuring important milestones that will achieve your business outcomes?
Prospecting conversations are some of the hardest conversations in the sales process, even for the most experienced sellers. Though difficult, they’re also the critical beginning of what should be an enjoyable customer experience. As you’re coaching your sales team, consider using these methods to overcome three common prospecting conversation challenges.
As the world welcomes another new year, it’s suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company needs to start implementing changes now if they want to be running at peak performance by then. It’s not hard for sales leaders to understand that competition is likely to be much more intense at that time, as developing technology continues to smash down the barriers to entry in every industry.
With endless website options that can enhance the user experience and create more value for visitors, how should you evaluate and prioritize opportunities? Which enhancements among dozens of choices will keep your brand competitive, while impacting the bottom line and supporting sales?
Within the walls of thousands of organizations around the world, there are leaders looking at their company’s “Random Acts of Social” and they feel frustrated. Does this sound like you? Do you look at your sales team’s execution, and wonder how you can push everyone to focus on a greater digital sales transformation?
Sales for Life was founded with one goal – to become the most trusted sales resource for its customers. During our journey, we’ve had the privilege of serving thousands of sales professionals and leaders around the world, from start-ups to Fortune 50 corporations.
