For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or too narrow, only focused on financial results. That makes them of little tangible value in the pragmatic world doing business. That being said Selling is often seen by management as the unit that gets the business in; a tactical function in the value chain at best.
However, selling is much more complex than just getting in business. Selling is where the ‘rubber hits the road’; where the concept of micro-marketing and micro market segmentation, which best describes sales strategy, focuses your business and your sales efforts in a way that directs salespeople on a sustainable basis and tells you if your business, marketing, and sales strategies are viable and paying real dividends.
Sales Strategy is vital to business success, yet very poorly understood or executed in businesses.
Read more at the Barrett Sales Blog Site.
The seventh Sales Trend for 2014 is ‘The Normalising of Social Media in Sales’.
This sales trend is seeing businesses really ramping up their use of social media and in very sophisticated ways. Rather than seeing social media as a tack on to the marketing budget, smart businesses are now creating their own social media departments which are actively working in concert with sales, marketing, and other departments to create real-time content that is engaging, relevant and interactive.
Prospects and customers have never been closer to our businesses – they are just a click away. They can scrutinise us as much as we can scrutinise them in real time. Social media is the window into our customers’ world and it tells us so much – if we would only listen and engage.
We could be forgiven for thinking that everything about selling revolves around numbers, developing new opportunities, making sales and achieving results. Because that is what is usually written and spoken about at board room tables, sales meetings, and in manner of articles.
The pursuit of finding securing opportunities is relentless.
It is little wonder then that many salespeople find themselves feeling off colour or even distressed every now again, especially when times or markets are tougher than usual. It is hard enough to maintain your own momentum, let alone having a sales manager or boss breathing down your neck chasing the numbers.
Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you might like to include online sales training in your repertoire.
Cost Saving: It is no secret that classroom based training can be extremely costly. Not only is the cost of the training event usually high, we also have to consider travel expenses, accommodation, and most importantly the cost of lost productivity while the salesforce is away on training. E-Learning reduces these costs dramatically because the participants study from the office, home, or on the road, so no expensive travel or accommodation costs ....
In our digital world it is becoming much easier and quicker to find and contact people we want to get in front of. Just think LinkedIn and how easy it is to research prospects by title, industry and company, or using Google to research industries by location, speciality, etc.
There should be no excuse about not being able to find and contact prospects.
So in keeping with the digital world, is it OK to use email or LinkedIn as your initial contact with prospects?
Yes and No.
It’s all in how you do it. Let’s take a look.