Digital Selling and Sales Training Journal

These sales insights for the years ahead to 2025 and even beyond will probably shape how sales organizations go about selling. Old sales strategies and sales tactics playbooks will be torn up as rapid innovation is changing how buyers buy. Technology and social media is opening up new ways of accessing information while disruption has engulfed nearly every salesperson. Unfortunately, many organizations have been slow to respond, preferring to rely on traditional sales strategies. One of the critical sales insights to accept is that B2B buyers are now being influenced in their buying behavior by their own experience as a consumer. Business challenges are often more about change management as the buying group can be inundated with choices and data. Plus, most decisions now have to consider the other business departments and stakeholders. These considerations are shaping the buyers journey alongside how they buy. The B2B buyer no longer just wants to buy products or solutio

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

What is a sales cycle definition What is a sales cycle? Let us begin by explaining what is a sales cycle and why it is a critical component of any sales strategy. A sales cycle is a map that lays out the step-by-step process that salespeople will follow that maximizes the possibility of a sale.  They can be long (in enterprise sales a year is not unusual) or short (in transactional selling it can be less than 30 minutes). It is the roadmap for a salesperson as they undertake sales activity because it guides them along the path to reach their end destination. Most sales cycles are aligned to the buyer’s journey that a customer follows to buy a product. Understanding the Sales Cycle When sales activity is broken into steps, a business can gather information on where customers enter or leave the buying journey. The success of each step becomes

  Sales techniques examples for an ever changing world to which all salespeople now find themselves selling into. We know that sale success is a based on two main things, hard sale skills, like product knowledge, and soft sale skills, which are harder to define. There is no doubt that selling today is highly competitive. Customers are more demanding than ever and even getting their attention is a huge challenge. Advancements in technology have made it so that customers can buy the products they need without you, or they can buy them from someone else without ever even leaving their office. So, every salesperson has to try to differentiate themselves. This means the needs and goals of any sales professional should be secondary to the needs of the customer. But first, maybe a good starting point to is try and define what sales means today. What Is Sales? Selling means exchanging value for value. The basic rule of selling is that people do not buy products; they buy benefits

Selling techniques are a moveable feast, to keep pace with the dynamic change in the selling environment as digital channels overtake traditional B2B sales methods. The role of a salesperson is to be effective, so your sales activity facilitates the decision making for the customer.  To do this, you must be able to. Open meaningful conversations with a customer. Understand the business issues of the customer. Help customers to understand these issues. Build an effective solution. Link your solution to the identified issues. Change Your Mindset in your Selling Techniques Before you work on your selling techniques, consider changing your perception of what it means to be in sales today. Sales techniques are not about picking up the phone or sending LinkedIn messages to people you know nothing or little about. Selling is about the exchange of real value, if you have real value to offer so

Sales Tactics for real selling Most sales tactics today are directed by the VUCA (Volatile, Uncertain, Complex and Ambiguous) business world that we have to sell into. There are the new rules that will reshape many of the components of selling, from prospecting, to sales conversations, to closing and building relationships. The future of sales tactics is to be insight driven and to be built on a platform of data, information, and knowledge. This will provide a better understanding of trends, relations, and processes to manage all stakeholder experiences, both the digitally-driven sales team and the digital-age buyer. Interact with your customers like a friend. Your intention is to listen, understand, guide, and help them. With the growth of the digital age, the art of selling has become a bit more complicated. Salespeople are now encouraged to use adaptive selling, meaning that they adapt their sales approach to that specific customer, a process that involves a per

Selling Skills To Master There are a multitude of selling skills to master to navigate your way into today’s selling environment. The critical skills in selling you need to develop include, Listening, Asking Questions, Using OPEN Question Selling, Prospecting/Networking, Establishing Rapport, FAB (simulation), Handling Objections, and Closing. Listening Selling Skills There is no point in asking the right questions unless you listen to the answers. Listening to the client will allow you to: Find out exactly what they want. What the most important issues are for the client. How they expect to be dealt with. Listening actively to your client brings with it several advantages: Better understanding, Increased ability to respond, Makes the client feel important, Build a rapport, Reduces the chance of conflict, Builds relationships and Learning. Why We Listen Badly! There are several reasons, including: Lack of interest, Prejudice and pr