What does it take to fully equip your sales team. Large company or small, 30 years old or just starting up. At Sales 2.0 in Philadelphia, we discussed some of the elements needed for success.
Element 1 – Information. What can be done with big data to help sales teams get better results. Lisa Fiondella of reFocus Analytics and Lindsey Nelson of Career Builders talked about all the data available and how it may or may not be being used.
Element 2 – Social. Salespeople today need to have a presence online and they need to know how to use social media to learn about their customer, not just the company but the people they will be working with to make the sale. There are several great tools to help you do this, but I will mention two that I like. Nimble and PeopleLinx. Using LinkedIn correctly is imperative in this market, here is a link to an article that will help.
Element 3 – Rejection. You need to “rejection proof” your sales team. They need to get used to asking for things from customers and getting a no – or maybe not. Jia Jiang learned that it’s not that easy to get rejected and that people will give you what you ask for more times than not. Our salespeople may not be asking for enough in the way of information that will help them determine the fit. You may want to have them take Jia’s rejection challenge.
Element 4 – Consultative selling is out. It’s about collaboration and conversation. Our prospects have most of the information they need to make a decision long before they talk to us. Our work as salespeople is to collaborate with the prospect to come up with the best solution. That can only happen if you are having a conversation and if you are an authority on your products and how they can be of benefit. PGI offers some great tools to help your sales team be collaborative sellers.
I always learn a lot at Sales 2.0 and it is such a pleasure to meet the speakers and introduce them. I also enjoy getting to know all of the participants and helping them get to know each other.
Do you need help equipping your sales team?
Call me for a free 30 minute consultation @ 775-852-5020, or email alice@aliceh2.sg-host.com.
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.
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