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By admin

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

Sales transformation has come to be a new frontier in the era of rampant technical and technological shift. This is due to the ever-evolving sales environment, as well as changing communication preferences.

To bring about sales transformation in this day and age requires more than just a good pitch. There are certain measures that need to be taken, in keeping with the times. But it is doable.

The Sales Transformation Trinity

following are the 3 most vital requirements for effective sales transformation :

1)    Using Analytics and Insight to Capture Customer Attention

A majority of customers hold insight and value, received through the sales experience, as more valuable than all other aspects such as product, brand, and price-value ratio. Commercial insight is slowly proving to be the Holy Grail for sales professionals, with thought leadership taking the backseat, when it comes to conversion and buying action.

This not only alludes to the information which customers are bound to find thought-provoking or interesting. This is insight which will compel a customer to change anywhere from a few to all of their working and purchasing practices.

2)    Develop Expert Sellers and Strategically Superior Managers

Training sellers and bringing managers up to speed will continue, especially when the sales environment changes almost every week. These positions need to be engineered with the times. Talent needs to be developed steadily.

Companies which focus on their front-line sales professionals will find it difficult to keep up with the plethora of challenges in the near future. For this, a comprehensive training schedule, one which includes the managers as well as sellers, will need to be formulated.

Remember, it’s about tailoring the strategy to the ideal customer, teaching the customer something brand new, and taking effective control of the entire sales process.

3)    Align Customer Buying Processes with Internal Enablement

Sales professionals can’t be expected to remember how each customers buys, which is why it is beneficial to keep buying behaviors aligned with the skills of the sales team. This will make sales transformation the primary concern within the day-to-day sales routine of sales professionals.

Additionally, it will allow the customers to align their purchasing activities with each other, which will aid with better sales performance. Due to increasing population and more people connected with each other, the amount of opinions and buying practices are more diverse than ever. This is why the more the customers are aligned with the content strategy, demand generation and internal enablement, the more the sales professionals will succeed with set goals.

Conclusion

The right sales ecosystem, one which features spontaneous strategic optimization, consistent managerial and seller training, as well as commercial analytics, is the key to success for sales .

Customers are brighter and more integral to the internal sales process than ever before. If a company can channel that involvement, modify it, and take advantage, it will prove advantageous throughout the year and beyond.

 

By admin

Is your B2B sales team building the Value Proposition?

Is your B2B Sales team Building the value proposition ? 

Solutions selling starts researching prospects goals and all current challenges that prevent them from reaching their goals. This is why Sales leaders main focus will be triggering prospects curiosity and balancing between their perceived benefit and the price is the key.

Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs!

Creating a relevant and credible value proposition will be meaningful only if it is consistently used towards prospects wish list.

The concept of optimising value is too crucial for the prospect success to treat lightly. Find below some of the most important steps to begin searching for this wish list:

1- Find out why do prospects buy from your company in the first place? What value do they seek?

2- Ask enough questions to identify they challenges and find out how important for them is it to find a solution

3- Act like a consultant and put yourself in their shoes and think what you should do to gain their trust

4- Make sure you had a conversation with all your prospects buyers and address their compelling reasons to buy

5- Create the value proposition, making sure you quantify their loss or their gain if they buy or not from you

B2B team leader are not enough aware of prospect autonomy to go and find easily other providers to build their value proposition.

Nowadays, building the credibility is the most powerful tool to get into the client door. However, Team leaders can only build their credibility If prospects get to know them.

B2B team need to build their network and get in touch with their base on regular basis. One way of doing that is feeding prospects with information and taking care of their business like they take care of achieving their target.

Remember! Prospects can access any solution/product online and can be delivered anywhere. Being agile and alert is the only way to keep learning prospects needs and market challenges.

How, do you think, sales organisation could support Sales leaders to make sure they are on the top of their game and will be competing in such a though environment?

By admin

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

So far, I have posted lots of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still, you got a “MAY BE” as an answer. Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advice that one needs to guide the conversation to make the prospect to come to a decision. But this is a tricky thing some time while guiding a conversation, salespeople become very pushy. So, the big question is, how do we guide the conversation while still making the prospect feel like they’re in control? There is a very simple solution for this, set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re working on the same team to get one of three decisions about a next step:

  1. Yes
  2. No
  3. Future meeting date & agenda (figuring out the next steps)

By following the above process, you are avoiding the “MAY BE” or “I WILL THINK ABOUT IT”. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meetings and make it your own, I promise you will start to see such positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process then ask me I am waiting for your comments.

By admin

What happens to a prospect when they go dark and getting to the real objection.

When I first started selling, I had experience this scenario all the time.

I’d have a meeting thinking I totally nailed it, only for the prospect to go dark after my attempts to follow up.

What the heck was I doing wrong? Well there were a few things, I’d made a classic error: I’d failed to uncover the secret objection my prospect still had at the end of our conversation.

Unless you directly ask, it’s easy for a prospect not to reveal their actual objections to buying. Not only is it to hard for a prospect to pin down the objection on their own, but there’s a stigma associated with rejection, and they don’t want to feel like a bad person by doing it to you.

Also, although the prospect realized both a pain and solution, they were still stuck with an existing process and habit – which is hard to break.

On my side, there was still a lot of work to do if I wanted to consistently move these deals forward. The way you can motivate someone to make a change is to continue to play investigator. A few questions I like to use:

  • Do you want to change this? (sounds simple, but no one asks this)
  • Where would making a change like this sit on your priority list? (get specific, are you in their top three or bottom three? you can learn a lot here. maybe you can solve other priorities and they don’t know it yet)
  • How committed are you to changing this in the next ______? (this gives you a sense of timeline to close/implement assuming you’re on their priority list)

These questions sound basic, but surprisingly very few have a habit of explicitly asking them.

Let me know what is your strategy to face this situation?

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Is your B2B sales team building the Value Proposition?
Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?
What happens to a prospect when they go dark and getting to the real objection.