Salespeople are constantly seeking to do more: up their productivity, stay motivated, and close more deals. But the landscape has changed quite a bit, and continues to innovate at a breakneck pace. While the technology allows you to connect with and understand your prospects, these same prospects are also doing their own research about their purchasing options.
To close the deal, you need to be at the top of your game and up to date on all of the latest tools and techniques at your disposal.
What the E-Book is About
We've created the e-book 130 Sales Tips for 2015 to round up the best sales tips we could find so that you can succeed in 2015 (and beyond). We sourced these tips from a range of experts, like our own network of talented blog guest authors and the e-book is jam-packed with tips to make sure you crush your numbers this year. Available today.
The Structure of the E-Book
The e-book is divided into 11 parts that address different aspects of selling and sales leadership. Each section is packed with tips and best practices from industry leaders:
As a salesman, you're juggling quite a bit: contacting prospects, meeting with customers, forecasting, and much more. In order to manage it all, you need to be at the top of your game productivity-wise. Not only will you get more done, but studies show that you'll also be a more engaged employee.
Sales Coaching & Leadership
Salespeople all have different ideas of what makes a good sales leader, but there are some tried-and-true attributes that are appreciated across the board. The key to figuring out which leadership styles work for which individual is to have a conversation and ask them!
All salespeople are motivated by different things — some appreciate the competition and bragging rights that come with gamification and leaderboards, others are primarily motivated by cold hard cash. In addition to these motivation techniques implemented by leadership, it's important to develop personal habits that will keep you self-motivated.
As millennials continue to flood the workforce, they want more than just growth opportunities. They seek a strong work culture that is supportive and positive — that doesn't have to mean a ping pong table in every room.
Although technology has changed some of the techniques and best practices for salespeople, cold calling and emailing remain mainstays that have a big impact on the sales process.
CRM & Analytics
The data floodgates have opened and analytics are accessible to people all over the company, not just the highly-paid data analysts. But what good is that data if you don't know when, and how, to use it?
Future of Sales
As we said previously, sales continues to change at a breakneck pace. You won't always have all the answers, but you need to be adaptable, ready and eager to learn and keep up with the industry news.
You already know that in order to close the deal you need to build a relationship with the prospect that is anchored in trust and expertise. But the relationship management doesn't stop when the deal is closed — customers require constant nurturing in order to keep them happy.
Your prospects and decision-makers are using social media — not just for personal reasons, but also for work purposes. You can leverage social media to not only connect with them, but also develop your reputation as a thought leader by posting and sharing relevant content to your industry and customers.
Prospecting & Pipeline
Prospecting takes practice, lots of practice, and it's impossible to win deals with a one-size-fits-all strategy. Every prospect is different and should be treated as such.
Closing the Deal
It's all about the close. This is where all of your work building trust and expertise comes in handy — you can guide them through last minute questions and concerns and have them signing on the dotted line.