In a world where the customer is in control, happy customers are the secret to growth.
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Some companies sell complex solutions that require sales reps to have an in-depth technical expertise. Also known as sales engineers, these technical sales reps are extremely knowledgeable on the details of a product or solution, but they’re not always the best at converting prospects into customers.
It’s no secret that sales teams can’t rely on the outdated “used car sales” approach if they want to achieve high performance. Today’s customers in almost every market have access to more information, more choices, and more autonomy than ever before—and this requires better sales skills and more strategic thinking.
Love it or hate it, voicemails are a standard feature of a salesperson’s day. Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day.
Often, the difference between a good sales rep and a truly great salesperson, is simply good habits.
On the surface, account management and sales have a similar set of goals: build strong relationships with clients and increase profitable revenue.
Both functions are important in order for your organization to be successful, but they require two different skill sets.
Let’s begin by defining the two roles, and then exploring the differences.
The accuracy of your sales forecast impacts everything in your organization, from revenue projections to hiring and production capacity decisions.
Yet according to Sirius Decisions, 79 percent of sales organizations miss their sales forecast by more than 10 percent.
Your sales team’s long-term success is directly tied to their ability to form strong customer relationships, especially with their most profitable accounts.
Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management.
Building trust between sales leaders and their team members is essential to driving high performance.
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories.
Why is it important for your salespeople to understand these categories?