Sales forecasting can play a major role in your company's success (and your own career development). According to research from the Aberdeen Group, companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota. But despite the advantages, many sales leaders struggle to create sales forecasts that are anywhere near reality. We've compiled an in-depth guide to creating a trustworthy sales forecast -- rather than a wish-cast. Read on to learn:Read More
Trade Show Display Marketing Tips and Advice
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone or walk into your trade show booth. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills.
So when are elevator pitches effective? When you're talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, "What do you do?" or "Where do you work?" In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person you're speaking with might turn out to be a perfect fit -- or know someone who is.Read More
Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity.
But besides company software, salespeople can also download productivity, educational, travel, sales tools, and other just plain useful apps for work to optimize their time away from their desks. Here are some of our favorites.Read More
The term "sales pitch" might be a little old school, but the concept is not. At its core, a sales pitch is just a way to explain your product or service's value to the buyer. Call it what you will, but educating prospects on an offering's worth is still central to sales. What has gone out of style are sales pitches that are long, product-focused, and boring. In fact, we have a separate article all about the essential elements of a sales pitch.
In his book To Sell is Human, Daniel Pink presents six types of modern day sales pitches that act as updates to the classic elevator pitch. Translate your product or service's value proposition into each of these six formats so you can whip out one or another when appropriate.Read More
Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers, Time. And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right processes, activities, and skills.Read More
Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.” Ms. Wharton had a way with words (written and otherwise), but she would likely be horrified to know that most of our daily conversations nowadays start with shorthand texts or three-line emails.
And yet, in spite of the proliferation of texting and emailing in modern conversations, you still have to know how to strike up a conversation to get a raise, build your network, ask someone out, or provide someone with feedback. It's as important now as it ever was to know how to break the ice, get to the point, make a connection, and frame a request.
But it's hard. That's why we put together this handy guide on talking to anyone about anything. We hope these tips help you navigate everything from cocktail parties to conference rooms with the greatest of ease.Read More
We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?” You quickly agree, “Absolutely!” But what you’re really thinking is, “I have no idea what you’re talking about. I can’t wait for this call to end, so yeah, sure, it makes sense.”
What’s worse than hearing this phrase is saying it. And I know you’ve used it too. Asking “Does that make sense?” comes from a place of innocence – maybe even a place of compassion. You want to affirm that your prospect understands what you’re saying, so you ask the question and mean it. Unfortunately, it actually just confuses the prospect, which is the opposite of what you were going for.
Here are three reasons why it’s such a horrid phrase, and three new ways to ensure your prospect is adequately informed.Read More
While working in your trade show exhibit - you probably are not trying to close a deal. In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end. And, chances are, these interactions won’t even end in a sale.
While you can’t control prospects’ attitudes, you can control your responses. You can take productive steps to increase your chances of closing the sale -- even when you’re dealing with the worst customers imaginable. With these six keys to closing tough customers in sales, you’ll be more prepared to deal with bullies, noncommittal prospects, and just plain difficult people. Implement them now, and start to crush your competition in sales.Read More
Sales qualification is a game of questions even when you are standing in your trade show booth at an event. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions. Here they are:Read More
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.Read More
Topics: selling at trade shows, tradeshow tips, selling on the trade show floor, selling in your trade show botoh, selling in your trade show booth, tips on how to sell at trade shows, effective trade show marketing