Founder’s first rule: sell. It might come as a surprise to you — especially in today’s build-centric startup world — that being able to create, is in fact, not the marquee quality of a great entrepreneur. Before you go reaching for your pitchforks and torches to burn me at the stake, keep an open mind and hear me out.
Sales is less difficult when you think if you walk in with the right perspective.
Today’s Ask Dave question is from Dale Richards, Principle Consultant at Swattage, who asks, “Hi, Dave! My question is about starting a sales process as an entrepreneur. I have a consulting firm that provides project management process analysis to technology companies. While I’m confident in my ability to provide those services, I don’t feel as confident selling those services to tech execs who may need them. What do you think is the best way to approach these future customers?”
Of course we can’t highlight thousands, indeed tens of thousands of inspirational and experienced sales executives, but we’ve created this list of 21 influencers who constantly share helpful advice, sales tips & tricks on social media and make up the world of sales, including the social selling. […]
The why and how to having better conversations to increase sales.In my opinion, it is vital to recognize what we can’t control—another person—and start with what we can control in sales: our own effort. We do this by focussing our effort on conversations that are qualified.
So how do we qualify? Well, for nearly sixty years there has been a model called BANT, but most say BANT is dead.
In 2012, Harvard Business Review published a bold article entitled “The End of Solution Sales”. It declared that solution selling had become obsolete. The verdict was, in large part, founded on the argument that B2B buyers are coming to the table more prepared and better educated than ever before. In many cases, they’ve already honed in on a desired solution and, as a result, they no longer appreciate a solution selling approach that relies on open-ended questions aimed at diagnosing their needs.
Late last year, I made my best business decision yet. I hired a sales coach.
One morning after my workout I was sipping my cup of Earl Grey, reading an online story about Rachel Sheerin, owner of She Sells. I liked that she focuses on helping women in creative fields. I emailed her immediately. We met. We clicked. I signed on for a month of intensive sales coaching. Since then, my confidence has grown in every way and so has my business.
Here’s what I learned.
We’re big proponents of the two-by-two rule at my company. Simply put, the two-by-two rule means finding two pieces of information about a company to leverage in a sales call in two minutes or less. It’s an efficient way to prepare for an effective call.
Many salespeople believe the orders will start pouring in if they can just get a prospect to agree to a product demonstration. That’s simply not the case.
Years ago, I owned a company that was a reseller for a software product. We consistently ranked among the top resellers for this particular software company which, not surprisingly, prompted a lot of questions from our colleagues wanting to know how we achieved such sales success.
Sales Slump. Life is about selling yourself.. so if you are not on a sales team.. remember.. you are always going to have to sell yourself in life… It could be for a tryout, a job interview, a raise, a higher position in the Company, or landing a new deal… and, to land a relationship partner! aka husband or wife…
7 proven strategies to close the sale faster. Closing the sale is what separates the average from the extraordinary business person. Top dealmakers and members of The Oracles share their proven strategies for closing your next big sale.