It All Begins with Sales Coaching
It's often overlooked in haste as business-to-business (B2B) executives scramble to enlist a sales force and set them free to potentially corner the market of a particular niche. Sales coaching - the single most important component in results driven sales - is being bypassed in a rush to the marketplace.
If you're a B2B executive seeking to increase the productivity and profitability of your sales team, then you need to understand that sales coaching is the backbone of your success. If Stewart Cink - last week's winner of the Travelers Championship - needs a coach to become a better golfer, do you think a sales force development expert could help you become a better sales professional?
As the sales manager and team leader, the responsibility of sales force development falls on your shoulders. It's your job to coach, inspire and motivate your team with the confidence and knowledge they need to impress potential customers and close a deal even in an onslaught of stiff competition.
You can either take on this role yourself or bring a third party into the equation to prepare your team for the market. You want to make sure that they're well equipped to handle objection when they arise, convey the true value of the product in terms of what the customer needs, and recognize that no two prospects are the same - each has individual concerns and demands.
Some will need polishing on their professionalism and others won't know how to properly build a rapport with your customers and clients.
To succeed in any industry, the sales coaching process will need to teach your team successful selling skills, such as how to probe for the customer's needs, how to give a presentation, the right way to overcome objections, and how to close a sale consistently.
Building A World Class Sales Team
Executive Breakfast - Coming Soon
Our June 17th event was great - stay tuned for details about our next event to be scheduled for September.
- Sign Up for Seminar
- In two short hours you'll learn:
If your existing salespeople have what it takes to grow your company;
To see the difference between salespeople who might sell and those who actually will sell;
Whether your salespeople have the crucial elements necessary for sales success;
The top five things on which sales managers should be spending 85% of their time; and,
Real world case histories that will shed light on lost opportunities, slipping margins, rising cost of sales, complacency, and more.
Intelligent Conversations
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B2B Sales: Intelligent Conversations
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Every sale begins with a conversation. Whether you’re selling to a Fortune 500 executive or a small business owner; whether you’re making cold calls, attending a conference, or sitting in a prospective client’s office;...
Sales Success!
Our vision is to help sales people and sales teams reach their full potential through results-driven sales force development solutions and market development programs.Sales Force Development is an integrated approach to organically and systematically grow sales, by improving the people, systems and strategies that impact sales. Market Development makes sales superstars even better by helping them focus on the right opportunities, at the right time, with enough information to start intelligent conversations.
The Second Step to Results Driven Sales Success Is Lead Generation
When you're in the business of selling - and it doesn't matter what you're selling (products or services) - you can't concentrate on the consultation first. Many salespeople gear up for that first conversation, but the logical place to start is with market development.Finding the right people to talk to - executives and decision makers who either have or will eventually have the problem you solve - is key to your b2b sales success. For many sales teams, hiring a third party to help them unearth these prospects is an approach which can shave time off of the learning curve and help everyone reach an optimal state of productivity.
You can't just rally the forces to have consultations with just anybody. Focus on the right people, at the right time, with enough information about their current situation to start an intelligent conversation. The prospect needs to be the executive who is seeking a solution for something you provide - and who is in the market to buy.
A lead generation strategy has to mean more than just asking, "Will they buy?" You have to enhance that instant sales gratification with details on the company, top executive profiles, and the possibility that the lead will provide an opportunity for cross-selling in the future.It takes great skill to scout out a selling opportunity, and that means you have to learn to spot them for your own set of solutions within your niche - even when they're not obvious. This helps your client base recognize that your goal is to help them build their own success, and not just line your pockets with profits.
Lead generation tactics vary. Some do nothing more than buy a batch of rehashed prospects that have been used countless times before. A better way is to enlist the help of a source specializing in market research and analysis - someone who can pinpoint your target audience and practically hand-deliver them to your front door via a myriad of marketing services designed to draw the attention of your potential customers and clients.
What's Your #1 Setback with Results Driven Sales?
The Last Step Is the Leap to Consultative Selling
After you hone in on a productive lead generation strategy, you'll begin setting appointments for the consultative selling process.Consultative selling is when you meet with the prospect and emphasize how your products or services will provide a solution for their business needs.
It's not as simple as showcasing your product and letting them figure out its benefits in regards to their business. It's your job to already know how it can provide assistance - and then convey that to the client using your own expertise.
You want to put a strong emphasis on the fact that you get it - you understand what it is they're looking for. Too often, salespeople simple enter a meeting with a potential client and present something that doesn't even meet their needs, so you want to get detailed and specific.
Not only will this tip the scales in your favor in regards to your knowledge about your own product or service, but it will communicate to the customer that you put in effort to understand their business - a true boon to the consultative selling process.The return on their investment (ROI) will be a big concern to any business considering an investment with your company. You have to have your number crunching completed before you walk into the office. Preparation is key to closing the deal.
Be primed to address their concern about expenses as well as how your company's solutions stack up to the competition. With the right leads and the correct insight on what to bring to the consultative selling process in terms of insight and confidence, you shouldn't have a problem moving to step 3 of your results driven sales strategy.
Every Good Business Executive Needs to Be Open to New B2B Strategies
B2B Results Driven Sales Concepts You Can Apply to Your Business
Articles courtesy of Intelligent Conversations.
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Business-to-business or 'B2B' is a term commonly used to describe the transaction of goods or services between businesses, as opposed to that between businesses and other groups, such as transactions between business and individual consumers (B2C) or business to public administration (B2G) transactions.
It is a term that originated and is almost exclusively used in electronic commerce and usually takes the form of automated processes between trading partners. It is typically performed in much higher volumes than (B2C) applications.
For example, a company that makes chicken feed would sell it to a chicken farm, which is another company, rather than directly to consumers. An example of a B2C transaction would be a consumer buying grain-fed chickens at a grocery store. B2B can also encompass marketing activities between businesses, and not just the final transactions that result from marketing, though B2B can be used to identify sales transactions between business (also sometimes referred to as 'Institutional Sales'). For example, a company selling photocopiers would likely be a B2B sales organization, as opposed to a B2C sales organization.
The term 'Business to Business' can also mean all transactions made in an industry value chain 'before' the finished product is sold to the end-consumer for final consumption.
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