In sales, numbers speak volumes.
Revenue is clearly a biggie. But that’s not all that makes a great sales manager. There are plenty of intangibles, too.
Here’s what researchers say are the qualities and traits of the greatest sales managers.
A Sales Strategy is comprehensive and uses a methodological approach to make sure you get your products and services in front of the people who need them. It becomes your operating plan for your sales organization. These posts can aid you.
Working with my clients’ sales forces, I started to see repeating and quite frankly alarming patterns. Because for the most part, we were working with good salespeople from good organizations marketing good products, yet far too often the results suggested otherwise.
It was obvious that something was wrong, something needed fixing.
Now, I have always believed in the value of talking to actual customers, so I introduced a singular, and at the time somewhat radical element to our methodology. I insisted that we research our clients’ customers as comprehensively as we did our clients’ sales teams.
From talking to ever more customers about how they buy and why they don’t, we came to regard this process as a journey, the Customer Buying Journey.
We developed a model that enabled us to effectively decode and map the elements, the “DNA” as it were, of each buying journey. The DNA concept of an actual identifiable code meant that the Customer Buying Journey could now be mapped.
Here’s what we found.
If sales drop, put yourselves under a microscope to see if sales and marketing are aligned.
A slight misalignment is often a root of the issues.
When sales and marketing aren’t aligned, organizations miss growth opportunities. Yet when the two areas think, do and react as one unit they can drive growth up as much as 35%, according to research from SiriusDecisions.
Problem is, many organizations don’t recognize when sales and marketing aren’t aligned – and that relationships are ineffective and opportunities are missed.
Here are seven signs that sales and marketing aren’t aligned and how to get them in sync.
If you follow the ABCs of selling, it’s time to reconsider your approach.
”Always Be Closing” is still an important mission for salespeople, but “Always Be Helping” is more profitable for the organization
Why? Because repeat customers spend 67% more than new customers, a Manta study found.
The numbers don’t lie. Help your existing customers, and you’ll boost sales.
Ever order a sandwich because your friend or spouse did, and it just sounded good? That simple act could be the best lesson you’ve ever had in why customers buy — and how you can get them to buy more.
Companies sink dollars and resources into surveys, gathering data and analyzing all of it. They measure every touch point and ask customers what they think after nearly every transaction.
Yet, most companies overlook the single most important influence on any customer’s buying decision: observing what other customers actually do.
We’ve long talked about the influence word-of-mouth, reviews and social media have on customers and their decisions. But seeing other people — strangers and friends alike — use and like a product has a huge impact on buying decisions.
Your customers have experienced a fundamental shift in their responsibilities.
Decision makers for companies no longer expected to worry about today’s problems. They’re paid to anticipate and shape the future.
Have you recognized the shift? More importantly, have you adjusted your sales approach accordingly?
Preparation is the only aspect of negotiations over which you have complete control. If you’re not prepared for a negotiation, you give the other side an unearned advantage.
When you plan, you develop a strategy showing how your solution impacts the customer’s business. Here are four tips for planning the negotiation:
Performing a SWOT analysis (Strength, Weaknesses, Opportunities & Threats) before a negotiation can help lead to a successful outcome. Combining the customer’s strengths and opportunities could give you key leverage points to offer creative ideas while selling your products or services.
Even if your existing customers are as loyal and fanatical as football fans, you still need to win new customers all the time. Here are five unique and proven ways to do it:
The customer sales cycle isn’t what it used to be. Online searches let customers learn much more about you before — or if — a salesperson ever enters the scene.
That’s why just about every part of the customer experience needs to be outstanding or unique: You never know when someone will decide it’s time to become a customer.
Try these proven ways to bring in new customers:
Everyone can benefit from applying creativity.
Start by defining the problem you want to solve. This is your creative challenge, and it expresses where you want to end up. Like the picture of a finished jigsaw puzzle, the creative challenge will help you develop new ideas and improve existing ones.