Congratulations – you’re the new sales manager! Excited? Scared? You should probably be a little of both. New sales managers have the potential to rock the job – hitting all-time records and propelling the team to new heights. Exciting! On the other hand, about half of new managers fail at the job within two…
Sales Management / Leadership
Having a successful sales strategy and deploying the correct tactics to execute it is the province of your sales management and leadership team. These posts can help you carry out that mission.
Nearly every sales leader dreams of raising the bar. Being the one everyone else chases. Surpassing the records.
But only a few – the elite – actually do it.
Researchers recently looked at what separates the best sales leaders from the rest. Here’s what was revealed in the 2019 World-Class Sales Practices Study from CSO Insights, the research division of Miller Heiman Group.
Sales forecasting never gets easier.
You’d think after doing it for a dozen quarters or a dozen years, you’d have it down to a science – whether you’re a rep trying to hit goal, a manager forecasting business, a director anticipating revenue or the VP forecasting.
But there’s the problem: Sales forecasting is as much art as it is science.
Nearly everyone in sales could use motivation from time to time.
After all, sales is the most demanding, stressful job. And sometimes the rewards – closing a deal, satisfying a customer or building a new relationship – aren’t enough to stay motivated.
That’s when an inspirational word from some of the best speakers can help.
Here’s that help for days you need to be inspired from 10 of the best female motivational speakers.
Smart sales professionals are in prime position to offer personalized pricing. But how do you know when personalized pricing is the smart move?
With personalized pricing, you can take a detailed look at their customers – everything you know about needs, revenue, demands, behaviors and influencers. Then use that information to offer at a price you think will close the deal, benefiting customers and you.
Effective pricing gives loyal customers better deals than customers with no history or relation to the salesperson or company. Plus, you can change terms when needs, demands and the industry shifts.
Companies agree there’s value in personalized pricing: Nearly one-third say there are maximizing opportunities in personalized pricing, a study in Retail Systems Research found.
Cold calling is useless. Social selling is the only way. The more leads, the better. Buyers know everything.
Chalk those claims up to some of worst myths in sales.
They may seem true at times – especially when no one answers your cold calls or buyers say they’ve already researched you.
But research and experience prove the biggest and most believable sales myths wrong.
Here are 12 myths and the research that debunks them:
Artificial Intelligence (AI) has changed nearly everything – and Sales is no exception.
It affects how customers buy – and how salespeople need to sell.
AI fuels buying choices we make every day – from the shows we watch and the routes our driver takes to the next item we order online.
Recommendation, location and association algorithms are our behind-the-scene buying influencers – and they make AI creepy and cool: Creepy that our devices know and connect so much about us. Cool that what it does is actually helpful.
“The power of selling is moving away from the individual and toward the machine – machines that can now prospect, follow up, present, and propose without human intervention,” says Victor Antonio, author of Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling. “In some cases, the machine will obliterate sales functions, while in others it will dramatically shift the locus of the focus further into the sales cycle.”
As with any industry evolution, some changes are good. Some will have a negative impact.
Here are 16 ways AI is changing sales – and how you can adapt with it.
Sales proposals are essentially paperwork. And next-to-no-one likes paperwork.
But sales proposals must be. Terms, numbers, promises, guarantees, specs and all the other details need to be spelled out and agreed upon – especially in big or complex deals.
So if salespeople must do the proposal, they might as well kick butt doing it.
The best way: Approach sales proposals as a strategic tool to close the sale faster, instead of a don’t think of a final administrative task to get to the sale.
Let’s get down to what a sales proposal should be and how to make it more effective at convincing prospects to sign.
No matter how long you’ve been in sales – from a hot minute to a cool eternity – you can learn something new.
And why not? You don’t need to make all mistakes to learn from them. You don’t have to feel blindfolded as a first-time leader. And you don’t need to live every sales experience to understand all of them.
Instead, you can learn from what some of the top sales experts have gathered in their careers. We’ve compiled many of their best lessons – some learned the hard way, some learned through mentors and others learned through trial and error.
Here’s what our gurus have to say:
“We just aren’t making a decision.”
Discouraging words from a prospect. But just the beginning of good things to come.
For sales professionals, a “no decision” isn’t a “no.”
In fact, when prospects say they aren’t ready to decide, they probably are a lot closer to a “yes” than you suspect. They give a lot of clues in what they otherwise do and say. And that’s when you want to shift strategies to get in line with where they are.
Here are 13 signs a prospect is close to a yes (despite claiming it’s a no):