As sales and marketing experts, the professionals at Sales Empowerment Group are proud to share our knowledge and insights about increasing sales revenue. We love improving sales and marketing efforts, training salespeople and talking about the discipline of sales. We invite you to read some of the following blogs written by our team:
Depending on the source, either Ben Franklin or prominent, 1970s author, Alan Lakein, famously said that failure to plan was planning to fail. They were both right. To build a healthy sales team, you need a plan, a sales methodology or process that fits. A common theme we hear from many companies is that everyone does it “their own way”. While this can work in early-stage companies, a clear sales process must be honed, replicated, and executed by the whole team.
Every sales team is unique. How do you choose the right sales process to ensure the success of your team?
What are the best indicators of fitness? Turns out, it depends on who you ask. Experts like those in the U.S. Army or heading the YMCA, stick with four traditional measurements: strength, endurance, flexibility, and body composition. Other fitness professionals track as many as 11 categories.
Whatever the number is, you can apply the concept of foundations to choosing and developing the right inside sales team. There are many parallels between grooming elite athletes and elite salespeople. Sales managers may not agree on the exact number or the categories themselves, but the following qualities should be on everyone’s roster
Recent studies have found that in the world of sales, outside sales are still the dominant style, but inside sales are growing, and at a much faster rate than outside sales.
As the demographics of the American workforce continue to change, we can expect to see a number of cultural shifts in the workplace. Corporate cultures have already begun to be influenced by the influx of young, pragmatic, millennials, but as we approach 2025, the year in which Millennials will make up 75 percent of the workforce, we should expect, and be prepared for a widespread change in corporate culture.
Businesses that lack a consistent, efficient sales operation are likely to find themselves challenged by competitors better equipped for sales enablement, communications and decision-making processes. Of course, it’s possible for any company to self-evaluate, assess and restructure operations to achieve a high-performing sales operation — but such a process can be time-consuming and expensive in terms of man hours and resources needed.
There are many compelling reasons to consider sales outsourcing for startups, family owned-businesses, investment-backed businesses and established businesses, but what it truly boils down to is one key factor — sales expertise.
A sales incubator (also known as a “business incubator”) can often make the difference between a startup’s success and failure in the marketplace. These organizations are chiefly designed to help accelerate a startup or early stage company’s growth and success — connecting entrepreneurs with angel investors, local governments, economic development groups and other potential investors.
Out of sight, out of mind — be it with clients or prospects, it’s a dangerous position for companies and their sales team to be in. Prospects may not remember you when it comes time to purchase what you sell, and longtime customers may feel resentment if they think you are taking their business for granted.
Regardless of the company or industry, every salesperson has competitors. It’s up to you to leverage your knowledge and sales expertise in order to set yourself apart in the eyes of prospective customers. Here are five sales techniques to help achieve this goal:
As every salesperson knows, there are “easy” sales and there are “tough” sales. When a sales prospect becomes a buying customer, all’s right with the world and everyone’s happy. When a prospect turns out to be difficult, it takes a combination of skill, experience and initiative to convert that tough prospect into a final sale.