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42 Sales tips from top sales Experts (part 1)

Posted by Vy Huynh on Jan 20, 2014 2:42:00 PM

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You are working in sales. You or your sales teams are selling ineffectively. You want to increase sales revenue. Sometimes you wonder how some people are so successful in sales. You want to know how to be a better salesperson…Let listen to 42 sales tips from top sales experts which may help you change your sales.

1. Guy Kawasaki, Author, Venture Capitalist and Technologist

Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.

2. Josh James, CEO of Domo

Sales-driven cultures can really differentiate you from the majority of your competition. That doesn’t mean being salesperson oriented, just sales oriented: winning deals, smelling the blood and going in for the kill.

3. Dave Elkington, CEO and Founder of InsideSales.com

You have to generate revenue as efficiently as possible. And to do that, you must create a data-driven sales culture. Data trumps intuition.

4. Brian Frank, Global Head of Sales Operations at LinkedIn

When you have a multi-tiered sales effort, the first thing you want to do is understand the market. You want to go out there and map the competitive landscape. You want to know what your customers are saying.

5. Yusuf Tayob, Partner & Global Lead - Sales Enablement at Accenture

Sales teams are doing a better job of training field reps on new products. However, research by CSO Insights clearly shows that many teams need to get better at selling solutions, outcomes and business value. 

6. Jill Konrath, Author of “SNAP Selling” and “Selling to BIG Companies”

Salespeople today ARE the differentiator. That’s why it’s so critical for you to focus on becoming a valuable business asset to your customers.

7. Mike Bosworth, Author of “Solution Selling”

The best salespeople know that their expertise can become their enemy in selling. At the moment they are tempted to tell the buyer what "he needs to do," they instead offer a story about a peer of the buyer.

8. Ken Krogue, President and Founder of InsideSales.com

Take a long, hard look at your lead generation methodologies. It’s really all about the leads. Do your best to always move from less assertive methodologies to those that are more assertive and more effective. That’s where the results are.

9. Barry Trailer, Co-Founder of CSO Insights

When you're coaching your sales reps, make sure your feedback is timely, consistent, objective, accurate, individualized and relevant.

10. Jon Miller, VP Marketing at Marketo

Use lead scoring to determine who you send to sales and when you send them to sales. Identify fit based on demographic information, and then pinpoint interest and buying stage by watching prospect behaviors. Actions speak louder than words.

11. Mark Roberge, SVP Sales and Services at HubSpot

You know you are running a modern sales team when selling feels more like the relationship between a doctor and a patient and less like a relationship between a salesperson and a prospect. When you go in to see your doctor and she asks you about your symptoms, you tell her the truth. You trust that she can diagnose your problem and prescribe the right medication. When she says, "This is what you have. Take these pills," you don’t say, “Let me think about it” or “Can I get 20 percent off?” You take the medication. It's no longer about interrupting, pitching and closing. It is about listening, diagnosing and prescribing.

12. Anneke Seley, CEO and Founder of Reality Works

Sales 2.0 is a combination of the data, science, metrics and predictability that inside sales has always been known for combined with the art of really getting close to our customers and understanding what they are facing in their businesses.

13. Bob Perkins, Founder of American Association of Inside Sales Professionals

Today's inside sales teams must continue to take the lead on embracing and adopting the technology that will help advance the sales process and profession.

14. Siva Devaki, CEO & Founder of Mansa Systems

Sales is not about selling anymore but building trust and educating.

15. Kevin Gaither, VP Inside Sales at ZipRecruiter

A typical sales leader gets hiring right about 50 percent of the time. The most crucial characteristic you should be hiring for is drive. Ask questions that help you determine whether a candidate truly has drive.

16. Jill Rowley, Social Selling Evangelism & Enablement at Oracle

The modern sales professional doubles as an information concierge -- providing the right information to the right person at the right time in the right channel. Socially surround your buyers and their "sphere of influence": analysts, thought leaders, experts, peers and colleagues.

17. Jamie Shanks, Partner at Sales for Life

Make each sales rep responsible for monitoring a certain number of competitors using LinkedIn. As you gather competitive intelligence, use it to build a central repository. Who is your competitor connecting to? If you see potential prospects on that list, add them to your spreadsheet. Use this spreadsheet to alert your sales team to deals you might be losing.

18. Craig Elias, Creator of Trigger Event Selling

The next time you hear a decision maker say something like, “I’m thinking of doing something about this. Why don’t you call me back in six months,” DON”T CALL BACK IN SIX MONTHS! This decision maker is in the Window of Dissatisfaction. If you help create their buying vision now, your odds of winning the sale are 74 percent. Call them back in six months, and your odds of winning the business drop to 16 percent.

19. Donal Daly, CEO and Founder of The TAS Group

The impact on a customer of a bad buying decision is usually greater than the impact on a salesperson of a lost deal. Think about the customer's business and what business problem they are trying to address. This helps you take a solution-centric approach to the sale – and that is better for both the seller and the buyer.

20. Dave Orrico, VP of Enterprise Sales at InsideSales.com

The No. 1 key to success in today's sales environment is speed. The salesperson who delivers the most valuable information to their customer or prospect first, wins the game. The best sales professionals rely heavily on tools like salesforce.com to provide that competitive advantage for information acceleration.

21. Erik Luhrs, B2B Lead Generation Expert at Front-Loaded Lead Generation

When you create a lead generation message (email, letter, blog post, etc.), you lose 82 percent of the audience because of a bad title/headline. This is because you create the headline from your point of view (e.g., what do I want to say?). To test your headline/title look at it from the prospect's point of view and ask yourself: Does this relate to something I really care about right now? If not, go back to the drawing board. Remember, people care about what they care about, not what you want them to care about.

To be countinued

Source: Salesforce.com

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Read more:

>>" target="_self">The World’s dumb sales mistakes. You may be surprised >>>

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Topics: sales, Communication Skill, sales tips, sales skill

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