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Top 3 challenges facing B2B sales teams
Considering that much of a buyer’s journey takes place without his or her knowledge, salespeople have to overcome a range of challenges, regardless of their industry. Competition is fierce, and organisations are finding that their salespeople are unable to tell a compelling enough value story to set themselves apart.
Effective Selling Is A Marathon, Not A Sprint
I used to be a regular runner…. A slow one, but a regular one. Sadly advice from my orthopaedic surgeon has now put a stop to my running so now it’s been replaced by cycling and visits to the gym. I use physical exercise as a way of keeping fit and healthy, and because it’s a way of mentally switching off, recharging the batteries and thinking about problems I’m trying to solve. Some of my best ideas have occurred to me when I’m exercising.
Cross-Selling and Upselling: Why Are They Important?
A customer’s revenue potential doesn’t end at the point of sale. There’s a wealth of opportunity for more business after purchase.
The terms are often used interchangeably, but the approaches for each are different.
The 7 Key Steps In The Best Sales Processes
Though every business is different, their sales processes all seem to follow a similar pattern…. But in most cases, that’s not enough.
How To Motivate Yourself For That Next Sales Call
Over the years I’ve learned certain strategies to help me maintain my composure and hone my sales calls, so much so that if I meet you for the first time as a potential customer, you’d never know about my introverted tendencies. These days I try to pass those techniques along to my training and coaching clients.
7 Qualities That Define the Entrepreneur Mindset
Some salespeople are just built differently. They put another degree of effort and strategic thought into their day-to-day responsibilities, and they do this by employing the entrepreneur mindset.
The entrepreneur mindset is a special frame of mind that separates certain salespeople from their peers. In other words, it’s the difference between a good sales person and a truly great one.