Monthly Archives: March 2013
1) Start by knowing your personal close ratio and that of your organization:
Top performing companies — 46% average close ratio Average — 29% average close ratio Lagging — 19% average close ratio
2) Take your preparation up several notches. Build your industry, company, and stakeholder knowledge and prepare insights and ideas to share with your clients.
3) Know where your clients are in their buying cycle and look at your sales process through their eyes.
4) Ask informed questions that indicate you have knowledge and experience to share and to motivate your clients to engage with you. Focus on the “why” and “why not” questions, not just the “what.” Understand as much as you possibly can about the business outcome before your visit and probe to understand the decision process, access the executive, understand the risks the client is concerned about and value you must be prove.
5) Ask who the competitors are, what their solutions include, and then ask the tough questions to find out how the customer feels you compare to the competitor.
6) Speed up your responsiveness — when a client asks for something, find out when he or she needs it and beat that time frame. Anticipate and deliver before the client asks for it.
7) Find ways to take the load off the client to keep things moving. For example, if he or she says “Let’s set a phone call to…” not only set » Continue Reading.
Content marketing has emerged as the “strategy de jour” for B2B marketers. According to the Content Marketing Survey Report published by E-Consultantcy:
Over 90% of respondents believe that content marketing will become more important over the next 12 months. Nearly three quarters (73%) of digital marketers agree that ‘brands are becoming publishers’. Top content marketing objectives include: Search engine optimization, inbound lead generation, positioning a brand as a thought leader in your space
What Can We Learn from Sherlock?
In a self-diagnostic, I would categorize myself as a multi-tasker and believe (ed) that I was pretty good at it. A juggler. But Mastermind: How to Think Like Sherlock Holmes — and who wouldn’t want to be capable of that kind of insightful thinking — has caused me to reconsider the wisdom of the approach.
Social Media in Sales: What’s Being Used and With What Success?
Social media sites have become a pervasive part of our society, in both our personal and professional lives. It’s nearly impossible to remain truly disconnected and off the grid.
According to Facebook, there were more than a billion active users of the social networking platform in December 2012. (For context, if recent estimates are close, there are now over seven billion people on the planet.) Granted, those Facebook accounts are both individual and organizational, but the keyword in the stat isn’t the number as much as the word “active.”
Then there’s LinkedIn, Twitter, YouTube, Google+, Pinterest, and a host of other sites and platforms to draw your attention. Some people try to compartmentalize their social networking by using LinkedIn for business and Facebook for personal, but those lines are increasingly blurred. (Are your LinkedIn connections only colleagues, or are you also connected to people such as friends, relatives, neighbors, and college classmates with whom you’ve never actually worked?)
LinkedIn’s foundation is an online resumé for users, but its power is in facilitating dialogue with your network as well as in groups where you can follow trends, research companies, make thoughtful comments, and build your reputation. However, too many people neglect to engage and miss the opportunity.
We were curious as to the impact of social media among sales reps. To find out, we conducted a survey to learn » Continue Reading.
On Friday, March 15, 2013, Richardson was named to TrainingIndustry.com’s Top 20 Sales Training Companies. This marks the fifth straight year of inclusion on the list for Richardson. The Top 20 list recognizes the top sales training companies in the industry. These leading companies all provide outstanding service, and a proven track record for delivering superior training and improving the impact of the sales organization.