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


(This post originally appeared on

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.

[...Continue Reading...]

Ways To Be Highly Organized In Sales

By (Tactical Sales Training Blog)

How do you become incredibly successful in Sales? You get highly organized to the point you are obsessed with it. Being organized means you know where you are going, how you’re getting there and when you plan to do it. Are you organized?

Endless scribbles and note taking mixed in with an “I’ll update the CRM later” attitude and you’ve got a recipe for Sales disaster. The last thing you need is your Sales Team being clueless as to who they’re speaking with or why they are speaking to them.

If you’re a Sales Manager, emphasize the need to be highly organized, even paranoid of failure if it means everyone adopts the need to be organized.

Play out the worst case scenario to the team and see who starts to question or double check their approach, chances are most will but it’ll save a lot of embarrassment and wasted time with the customer.


Here are 12 ways to become highly organized

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.


How to Use the Power of Storytelling in Sales

By Keith Randolph from Invenio Solutions

One of the best ways to get a customer across the line is to tell them a good story. Not only will it harness their attention, but a good story will make them realize how their situation is similar to a previous, satisfied customer. Keep reading to learn how to tell a great story and use it effectively.

How to Use the Power of Storytelling in Sales


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.

[...Continue Reading...]

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.

images (1)

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.

[...Continue Reading...]

Tools for Closing the Sale