It’s clear that the buying process is fundamentally changing. Both business buyers (B2B) and consumers (B2C) are increasingly using online means to assist in the buying process; using search engines to find potential providers, doing research on websites, subscribing to e-newsletters, engaging in social media conversations, etc.
There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is to:
Help you qualify your audience and opportunity. I.e. is this an immediate opportunity, future opportunity or not a good fit?
The greatest advantage of teamwork is that it achieves what individuals can’t, through the medium of simple cooperation. Making personal goals secondary to group goals may seem difficult, but it pays off for everyone in the end. Instilling effective teamwork as one of your team’s core values will make the team:
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to be kryptonite. Superman has no choice but to fight this nemesis to survive.
Want to hear a scary story? Here goes…
You need to send an email campaign to a specific target market. So you decide to work with a business list company with a sizable database of contacts you want to reach. That company claims to stringently follow the rules of CASL. You believe them. And therefore you have them send out your emails.
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing sales people that worked for a competitor. These sales people know the language and industry buzz words making it even more challenging to screen them. Fret not! It is possible to successfully screen sales talent, but there is work to be done before you even look at a résumé.
I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding, of course. He knows all too well there are significant differences between e-books and white papers, and even e-books and free reports.
It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it important?