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Introducing the 50 Pro Sales Tips for 2020 eBook

Sales today is a complex dance of data and relationships, of the digital and the hands-on, of the smallest details and the big picture.

The best salespeople make it seem like an art form. Today, more than ever, it’s an art that flourishes with a disciplined approach, when backed by science and engaged with by a team empowered by the best digital and cultural tools.

Great works include a comprehensive CRM, a refined sales funnel, aligned departments, diverse teams, great culture and a strategic approach to AI-powered tools. And the artist’s handbook? Our new ebook of 50 pro sales tips from the best in the business across Australia and New Zealand. 

Death of a salesman? Not so fast.

Customers can now buy whatever they want, whenever they want, from whatever device they prefer. What’s more, thanks to the internet, they can do their own research into a product or service or just check social media to see what’s being said. 

Many feared the internet would see the end of the need for salespeople. What could they possibly say or do if customers were already as informed as them? 

Instead, successful sales teams have discovered that rather than being shut down by the digital revolution, it’s given them a million new colours to paint with. 

For example, AI-powered tools allow sales reps to offload time-consuming, manual tasks and focus on what they’re really good at – being trusted, insightful advisors to their customers. AI is transforming the way sales teams identify, nurture and convert leads and is bringing predictive power to play so that sales reps can anticipate customer needs. 

And Cloud-based CRM is now a priority for high performing businesses who want the power to make sales anytime, any place with up-to-date data that is fully integrated into their other platforms. 

Are you ready for the sales renaissance?

The digital revolution has driven a renaissance in the way sales are conducted. There’s never been a more exciting time to be building sales strategies and developing the teams to execute them. 

The 50 Pro Sales Tips for 2020 ebook brings together unmissable insights from the best in their fields to give you a head start on the new decade’s challenges and opportunities. Balancing guidance on how to get the most out of new technologies with advice on how to nurture high-performance mindsets and successful cultures, the eBook gives you the tools you need to become a master of the art of sales in 2020.

Here’s a preview of what you can look forward to.

Five insights from the ebook

Tip #04 on building a great sales culture

In this one, CXC’s Corporate Solutions Director, Paul Chiswick, says their high performing sales team are involved every step of the way in developing and optimising client solutions. Rather than separating the sales team from that process, they’ve become integral to creating the customised models and tailored solutions they know their client needs. Expanding your picture of what your sales team is capable of might be the best move you make in 2020.

Tip #13 on lead prioritisation and growth

Sally Fallow, General Manager at Para Mobility, encourages you to match the passion of your sales team with the insight of your data. All the data in the world is no good if it can’t support the particular needs of each client. Using AI-powered tools to strategically mine your data is just one way data can boost sales revenue. Think lead prioritisation, forecasting and personalisation

Tip #27 on social selling

Daniel Jurczyszyn, National Sales Director at Destined, cautions businesses to be authentic, or else. Customers won’t stand for inconsistency or perceived hypocrisy from a brand. By showing you believe in your brand and owning mistakes when they happen, you’ll be rewarded with customer loyalty online and off. 

Tip #37 on negotiation

If you want to connect with your audience then you need to have empathy, says Kathy Rhodes, Chief Alchemist at the Thought Alchemist. Instead of communicating your value and making it about your brand, understand what your audience needs to hear and communicate that. A great sales pitch is one that offers understanding and solutions.

Tip #47 on building customer relationships

Phil Cleary, Senior Director of Sales Enablement here at Salesforce reminds us that we must know our customer better than they know themselves. Just when you think you’ve got all your personas down pat, drill deeper. With AI-powered tools, sales teams can further refine the customer journey and access personas they didn’t know existed. Step into your customers’ shoes: it’s one piece of sales advice that’s never gone out of fashion. 

And what’s my sales tip for 2020? Find out by downloading your copy of the 50 Pro Sales Tips ebook and make 2020 your best sales year yet.

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Ian McAdam

Ian McAdam is Chief Commercial Officer Australia at Salesforce. Ian joined Salesforce after spending four years at Symantec as Managing Director of Symantec in the Pacific Region encompassing Australia, New Zealand and the Pacific Islands. Prior to this he was the Vice President of Application for ANZ at Oracle and has also held management roles at eServGlobal, Mondelio Worldwide, Mincom (Ventex) and Peoplesoft. He is also a qualified accountant, and worked for organisations such as KPMG, Qantas Airways Limited, and Mallesons Stephens Jaques.

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