Virtual meetings and events have become the norm, and we are getting used to back-to-back meetings. Also, the buyer’s journey is continually evolving. As a sales rep or sales executive, it is essential to know these changes and continuously stay on top of your buyers’ journey.
Here are five key steps to succeed with sales in 2021.
1. Learn Your Buyers’ Journey
The more information you have about your customers’ journey, the better. How are their internal processes? Are there other departments or divisions you should include?
2. Have Control Over Your Pipeline
Continuously follow up on the changes, and share the information among your colleagues. The more information and data you share with your colleagues, the more transparent you will be.
3. Set a Different Target or Goal
You know your budget and what your company expects of you. What do you expect of yourself? Your personal goal should be higher than what the company expects of you! Set a different target and follow it up accordingly, i.e. monthly, quarterly, etc.
4. Be Prepared
As more meetings are being held online, using the right conference call solution is key. Make sure you know how the system works, and test it out before you go live. You don’t want the meeting to start with you not attending because you cannot connect to the video meeting platform.
5. Be Trustworthy
The Internet has allowed consumers to inform themselves about you and your services or solutions before going into a sales meeting. To demonstrate that you can solve their business challenge, present them with a real-world case where you helped a company similar to theirs.
If you follow these best practices, it will help you a lot to achieve your sales targets. But remember, you still have to do the job. If you don’t, someone else will.
Tore holds a Technical degree and has a variety of business courses from BI Norwegian Business School. He has previously worked for different oil service companies and IT companies. Tore used to be Norway's biggest self-proclaimed golf talent, and also has a big passion for Ice hockey.
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