Last year, I wrote a whitepaper called How to sell in the 21st century. As the year goes by, the sales process is changing and evolving. We are adapting and using more efficient tools to optimize and streamline the process, from CPQ software to co-authoring and automation solutions.
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.
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?
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.
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.
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.
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.