It isn't easy. People who have the energy in selling are naturally good salespeople. There is no shortcut to selling - there is no hack! The top people work hard to craft great deals. They need energy to show up every day. They need energy in selling to keep reaching out to find people who match their ideal customer profile, to explore whether they can start a process, to ask the right … [Read more...] about Energy in Selling
Attitude and Approach
Treat People as Human
We were trying to pitch to a big potential customer. I had identified the person I needed to speak to, in order to at least make a pitch. I had cold-called her many times, left her a lot of voicemails. Eventually managed to speak to her on a handful of occasions. She was friendly but very non-committal, and obviously took a lot of calls. She agreed to be on our email list, but I could see that … [Read more...] about Treat People as Human
Being Experts
Complexity is the opportunity These days things are complex. Markets, businesses and business models are changing irrevocably. Those with the 'domain' knowledge generally are not sharing it. There is a lot of nuance that can change situations greatly and make big differences. Navigating this environment for a buyer is hard. If they are not immersed in something everyday - when they do it is … [Read more...] about Being Experts
The Death and Re-Birth of the Salesperson
Sales in the Information Age The information Age is changing many things. Marketing connected to Artificial Intelligence (AI), technology and massive amounts of data is increasingly exploiting the Information Age to mean that most buyers are empowered as never before. Simple sales are disappearing. In this world ‘sales’ people are no longer required in many business-to-consumer (B2C) and … [Read more...] about The Death and Re-Birth of the Salesperson
Confidence
This post is a companion post to the Build Your Sales Tribe Book section on Customer Relationship Management systems (CRM). If you own the book, thanks for visiting. If you don’t own the book, find out more here: www.salestribe.co.uk In the Build Your Sales Tribe book, we discuss confidence. Confidence is a trait that is necessary for all good sales people. Because confidence changes a person's … [Read more...] about Confidence
Empathy
Empathy is a life skill and is being sought by organisations for senior roles across the board. Empathy has been proven to be a key skill leaders need to succeed in modern times. It can be learned and developed like other skills. Some consider it a part of the ‘Emotional Intelligence‘ category, which forms a framework for operating at a senior level in the modern age. Empathy for Sales … [Read more...] about Empathy
