5 Star Selling

Are Traditional Customer Relationships Overrated?

5 Star Selling

I recently read an article by another Sales Trainer saying that “traditional relationship building is overrated” and clients or potential customers don’t need more “friends”. I couldn’t disagree more. In my view developing relationships builds trust. Unless you are involved in a quick one time sale (and I think fast relationship building is important there as well) continued trust between buyer and seller is paramount to developing ongoing business.

Selling with Integrity

5 Star Selling

I credit a lot of my selling success to the fact that I tried constantly to sell with integrity. Situations where you stray from that approach will eventually take a toll on your own attitude and create other problem issues and your selling will suffer. What does selling with integrity mean? There are several things. It means being honest about your services or products.

Tune up Your Selling Skills

5 Star Selling

Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again. They end up going through the motions and sometimes it works and often it doesn’t. And even some new people fall into that rut very quickly. It takes real effort to make changes and refresh your skills or take on new ones. If this is something that happens to you from time to time, I would recommend a few approaches.

The Relatonship Between Price and Benefits

5 Star Selling

If you are selling a commodity (Product X vs Product X) it generally comes down to price and if that’s the same you have to sell the attributes and service of your company. If price is the objection, one normally has to be competitive and then go through the other things. If selling Product X vs Product Y, your sales people need to know the comparative benefits of your Product X in the specific situation the product or service will be used, especially if there are many of them.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Top Companies Attract Top Talent

5 Star Selling

I was recently reading a blog posted by business strategist John Spence that talked about how companies attract top talent. Of course he was referring to talent for many different positions, but I thought the same company attributes would attract top sales talent as well. He listed the following. Fair Pay. Being paid approximately the same for the same job or work at other companies. Challenging work. Top performers want work that engages them and uses their skill sets. Cool Colleagues”.

Negotiation, Don’t Give the Store Away!

5 Star Selling

In your sales career, you will be faced with opportunities or situations where negotiation is called for. You may be putting a deal together, working out a solution to a problem, or something will come up that highlights a difference of opinion between you and your customer which needs to be resolved. Negotiations may involve something as simple as a discussion of whether or not you need to meet a competitive price for a future or current sale.

Check Your Attitude

5 Star Selling

Do you have a winning attitude? You should know that your attitude can make the difference in success and failure. If you don’t think you can achieve something you probably can’t. So how can you develop a positive and winning attitude? Associate with others who have a positive attitude. Their enthusiasm, optimism, and “Can Do” spirit will rub off. Eliminate the negatives in your life and accentuate to positives.

In a Slump….Check Your Fundamentals

5 Star Selling

What do the athletes do when facing a slump? They start by making sure they check the fundamentals to make sure there are no problems there. The same should be true for sales professionals that feel they are no longer on top of their game.

Calling With Management

5 Star Selling

Management can help you reach top people and other important people at your accounts. This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can help you develop relationships you might not have been able to achieve on your own, which can pay big dividends when negotiations are needed or problems occur.

Take Notes or Not?

5 Star Selling

I believe taking notes is very important (even though I had a good memory) so I found a pretty foolproof method to do that on sales calls. I came into every sales calls, even first-time calls, with a series of things I wanted to cover and I had the list on my Day-Timer, PDA, or Tablet, and laid it out on my lap or on the edge of the desk so the contact could see it.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Use Your Time Effectively

5 Star Selling

Have you ever gotten to an appointment early or the contact you were going to see is delayed and you end up sitting around waiting for a while. Why not, if you can do it without disturbing them, spend a few minutes chatting with the receptionist or other people who may be in the surrounding area. Sometimes you can pick up a lot of good information from those folks. And in small companies, these people may wear several hats and even be involved as buyers or gatekeepers.

Focusing a Sales Call

5 Star Selling

Someone asked the question “How do you focus your prospect when a sales call is getting away from you? Once you see that things are disintegrating and going everywhere (and nowhere), I think one of the best techniques is to regroup and say something to your prospect like “We seem to be trying to cover too many things at once.

People Buy From People

5 Star Selling

Everyone’s heard the phrase “People buy from people”. It may seem simple and obvious, but what does that really mean? In face to face selling it means that the salesperson’s attributes are some of the most important factors in selling the customers they encounter. Is the salesperson likable? Is their personality appealing or is it abrasive, obnoxious or in some way off-putting.

Think Win-Win

5 Star Selling

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution. This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing future business. One of the best ways to achieve this kind of solution is to try to cast yourself and the other party on the same side of the problem so that you are working together to resolve the issue in a satisfactory manner.

Record Creative Ideas

5 Star Selling

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand significantly as these sessions are continued. Lee Davis. Blog Sales Insights

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Treat Everyone with Respect

5 Star Selling

Treat everyone in your customer’s organization with respect, from the receptionist to the president. People learn what you are like by watching how you treat those who cannot necessarily help you. To help you with this, realize that they have their own skills and talents and can do some things better than you. Respect them for it. Lee Davis. Blog Sales Insights

Do you want to be a miner?

Sales 2.0

What do you want to be when you grow up? Sales has come a long way in the last decade when we started playing around with the concept of “social selling” and deploying “sales 2.0” technologies.

Volunteer to be an insider

Sales 2.0

I am the Chairman Emeritus of the Wharton Club of New York. I’ve been the president and the chairman. Over the years these titles have been very useful for my various business and sales endeavors.

How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Selling Above The Crowd

The Pipeline

By Tibor Shanto. A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues.

Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

How I Realized That Selling is Just a Bunch of Crap

Understanding the Sales Force

Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.

World Series MVP Has Lessons for Sales

Score More Sales

Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling. sales leadership profession of sales

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment.

How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete?

Five Words That Will Make You a Better Salesperson and Leader

The Sales Heretic

Whatever your job is in your organization’s sales channel, you want to be better at it. Which means you’re always on the lookout for tips, tricks, and hacks to make you more effective and productive. Well here’s a simple yet powerful one.

How to be great at sales and still get sacked

Sales 2.0

This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

7 Questions to Build Rapport in Sales

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer.

24 Ways to Keep Your Brain Sharp

The Sales Heretic

When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

5 Ways Artificial Intelligence Can Boost Productivity in Sales Ops

Sales Benchmark Index

Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.

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Building A B2B Sales Force That Works

Sales and Marketing Management

Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. Among these four steps, Diagnosis and Design is where a lot of organizations falter.

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Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.