Digital Selling and Sales Training Journal

Some sales tips for 2021 and beyond as we ponder some important questions.  It goes without saying that 2020 shook the sales world and a new reality was born.  No matter what happened in 2020, the continued rate of change is driving an increasingly competitive selling environment, lowering barriers to entry for companies and products. Add in the fact that expectations and preferences of customers continue to evolve. These forces are changing how businesses and salespeople operate, from selling tactics and business models to product offerings. In 2021 and beyond, salespeople with the right mix of technical and soft skills will become more important for business success. As the sales skill needs of business evolve, so too does the sales force. Our sales tips begin with sales expertise. The talent of the salesperson and the sales experience delivered will remain the top reason buyers choose a supplier. So, industry knowledge and a good cultural fit will take on a renewed si

Sales Tips for New Salespeople - The Digital Sales Institute : In this article we will put forward several sales tips for new salespeople (or even for the more experienced salesperson) to help them improve their sales skills. One would think that selling is becoming easier with the number of tools, data and insights available to salespeople, however the reality is that the sales process is getting longer and more difficult. Some noteworthy sales figures you might find interesting is that over seven decision-makers now engage in the purchasing process on average. Consider the fact that almost 70 percent of business purchasers will research between 2 and 7 sites before any transaction is completed. What makes selling even more difficult is that today, between 50% and 90% of the purchaser’s journey is complete before they communicate with a salesperson. So, one of the big questions a new salesperson asks is how do they hit the ground running and get more buyers to listen to what they

This list of sales statistics to boost selling results can also be used to shape your sales strategy implementation. Sales statistics and data are factors now important in defining any selling activity or investment from social selling to inbound sales. Sales statistics are also critical for sales channel selection and how to drive deeper customer engagement. GENERAL SALES STATISTICS Selling today is now more complex as there are an average of 7 decision-makers involved in the B2B buying process. Nearly two thirds of B2B buyers state that prior to completing any purchase they researched at least two but as many as seven B2B sites plus between 50 and 90% of the buyer’s journey is complete before they interact with a salesperson. A B2B buyer experience survey recently reported that B2B buyer’s believer that the purchasing process is more tedious due to more detailed ROI analysis (77%), more extensive research activity (75%), and increased buying group members (52%).