Anticipatory Selling: Tips to Stay One Step Ahead of Your Buyer

By  (KITEDESK INSIGHTS)

(This post originally appeared on www.customerthink.com)

These days it appears that B2B buyers are firmly in the driver’s seat. Equipped with Google search, online forums and easy access to trusted thought leaders and peers, they favor discovering answers themselves, completing some 60 to 70 percent of their decision process before contacting a single vendor.

Sales leaders are being held back by the belief that they have to react to technological change in order to keep up with the buyer. But it’s not about reacting– it’s about anticipating. To take a page from Wayne Gretzky’s playbook: good salespeople meet their buyers where they are; great salespeople meet their buyers where they are going to be.SJP

Salespeople must have better data about their buyer than their buyer has about them. This enables a seller to anticipate a buyer’s next move, and engage that buyer around value-added data or content that will influence their decision making process as they move forward.

Prospects in the very early stages tend not to respond well to a sales offer, but as Heinz Marketing president Matt Heinz explains, “They will respond to advice. Help. A link to a best practice article. Someone who helps them discover and self-educate. The source of that information has a leg-up in a sales process that hasn’t begun, but where the prospect is already becoming qualified and establishing solution preferences.”

I call this anticipatory selling.

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Deepak Chopra Shares 7 Insights to Double Sales Productivity

By  (Salesforce Blog)

Perhaps, you start early, work late, and check email on weekends – but still don’t have the level of results you planned to achieve.  It may not be your work ethic that’s holding you back. It could be your state of well-being.

SJPAt last year’s DreamforceDeepak Chopra revealed key insights on the past, present and future of well-being and its relationship to performance.

Here are seven teachings from the talk and his books plus ways to leverage these learnings to increase sales productivity.

 

Improve Your Sales With This Change of Habit

By  (Inc.Com)

One Habit That Will Immediately Improve Your Sales

SJPBusinesspeople probably spend more time trying to learn about how to improve their sales performance than they do on any other subject. The reason is clear–if you can’t sell effectively, you won’t stay in business, no matter how well you’re doing in every other area.

Most sales advice out there focuses on how to close deals–what to say, ways to follow up, when to pull back, and so on. But if you look at the best salespeople of the 21st century, you’ll find they have one commonality in their behavior that has nothing to with the techniques they use to get prospects to open their checkbooks.

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SalesJournal.com Store: “Start with Why: How Great Leaders Inspire Everyone to Take Action”

By Simon Sinek salesjournal              BUY IT NOW!

“A powerful and penetrating exploration of what separates great  companies and great leaders from the rest.” -Polly LaBarre, coauthor of Mavericks at Work

Why are some people and organizations more innovative, more  influential, and more profitable than others? Why do some command  greater loyalty?

In studying the leaders who’ve had the greatest influence in the  world, Simon Sinek discovered that they all think, act, and communicate  in the exact same way-and it’s the complete opposite of what everyone  else does. People like Martin Luther King Jr., Steve Jobs, and the  Wright Brothers might have little in common, but they all started with  why.

Drawing on a wide range of real-life stories, Sinek weaves together  a clear vision of what it truly takes to lead and inspire.

Buy It Now!

Do You Have What it Takes to Be in Sales?

By Colleen Stanley (The Sales Thought Leaders Blog)

Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to as a last resort. As a result, sales leaders waste a lot of time trying fit round pegs into square holes.

So what does it take to be successful in sales? We know that the Internet has changed the game of sales. The prospect is more educated. Many are researching you and your company before they engage in a formal dialogue. Others simply meet with you to validate a decision they have already made. There are more competitors than ever.  Is it tougher to sell today? Sales

Let me offer a resounding no!  It’s easier than ever.  How many of you are old enough to remember selling without a GPS system?  You had the steering wheel in one hand and a Rand McNally in the other trying to find the prospects office.  (Is there really any reason for someone to show up late today….?)  Anyone remember cold calling from the yellow pages because the Internet did not exist? It was the equivalent of throwing darts at a dartboard blindfolded. There wasn’t a website or LinkedIn profile to preview before a phone call or meeting.

While technology has changed the game of sales, there are timeless principles that work and have always worked to be successful in sales.

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Strategic Sales Plan, The Key Components

By Michael C. Carter (Sales Management Workshop Blog)

You have to have a good strategic sales plan to get anywhere.

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Success in sales management starts with planning. As a leader, you want to develop a plan that provides your sales team with the strategy and tactics to lead them to success. I recommend following these five key components to developing a successful sales plan.

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