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
These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today. That answer is "Yes." A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool. So after your trade show event - conduct your follow-up to your booth leads by using this advice!Read More
Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online. And then convert them to leads so you can close more deals. It mirrors the way people buy in today's digital environment and works in both B2B and B2C situations. But what if you don't have a marketing department or your marketing team doesn't practice inbound? What if you have to generate your own sales leads? We of course feel that marketing in your trade show booth is the most effective means to obtain leads - but here are some additional options to help you:Read More
For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions and jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal. Like it or not, these biases are part of us, so those in the business of persuasion can benefit from learning how to spot and play to them.Read More
Topics: trade show booth selling, attracting an audience, marketing effectively at trade shows, effective trade show marketing, motivating at trade show events, keeping customers, trade show effectiveness,
Major industry events are all about entertainment, motivation, and connection, right? Well, sure. But they’re also great opportunities for salespeople to build relationships and generate revenue. So how did “I closed $50,000 of business at an industry event.” Even at a trade show event while in your booth you can use these tactics to help close a deal!Read More
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start?
Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.Read More
Sales promotions aren’t always necessary to close business. In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. Both scenarios require a something extra from the seller.
So, are sales promotions necessary in 2018? Oh baby, they sure are. When constructed correctly and deployed intelligently, they should enhance, not disrupt, the sales process. Here’s some advice on how to make your sales promotions kick ass instead of a pain in the ass.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
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: senior decision-maker involvement, buying authority, customer consensus, approved budget, and a clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.
Why? These attributes are symptomatic of “Established Demand” -- meaning customers have not only figured out exactly what they need, but how much they’ll pay. The more boxes your opportunity checks, the less likely there’s anything left to discuss but price. Sure, the likelihood of a win might be high, but the likelihood of a great deal is incredibly low. In this world, the sales team is little more than the customer fulfillment team. What’s a better alternative for effective opportunity qualification?Read More