Multi-threading relationships might not be a familiar phrase to many sales reps, but it should be. As more companies reorganize, there’s a chance that the contacts, including key decision-makers, you’ve come to know may be gone.
You may think it’s your product or service that you’re selling to your clients, and while that’s technically true, it isn’t the whole story. Your prospects likely don’t care about your product or service as a standalone purchase. What they care about is how exactly that product or service of yours is going to benefit them specifically.
Follow-ups directly impact your close rates, but do you know just how much of an impact they have? The answer may surprise you. Only 2% of sales are closed after the first meeting, which reveals that 98% of first meetings must be followed up before making a sale.
This holiday shopping season will be different than any other. Our AudienceSCAN research shows that 32% of U.S. adults are Cyber Monday Shoppers. They won’t just be buying from the likes of Amazon and Walmart, but to win their shopping budget, marketers must be in the right place, at the right time, with the right products, using the right offers and media. Download this free white paper to learn why it's imperative to help your local accounts to "sell everywhere" this holiday season with both traditional and digital marketing efforts with tips on where to focus.
How much of your sales strategy focuses on inbound sales? Since inbound sales are all about bringing in prospects who are already interested in your product instead of reaching out to prospects and trying to convince them that they need what you’re selling, probably not enough.
Discovery calls are the most important part of the sales process. Not only is it the moment you learn whether or not a prospect has a need for your product or service that they’re interested in filling, it’s also your prospect’s first impression of you.
MAKING THE CASE FOR A STRONGER DISCOVERY PROCESS
FREE GUIDANCE FROM LEADING EXPERTS
EXECUTIVE INTERVIEWS ABOUT SALES DISCOVERY
C. Lee Smith Leads Off New Season of All Business Podcast with Jeffrey Hayzlett
SalesFuel CEO Talks About Rep's Role in the Customer Journey on "Crack the Customer Code"
Sales Expert C. Lee Smith Appears on the Sell or Die Podcast
C. Lee Smith Appears on the Thrive LOUD Podcast
Topics covered on this page: Company Culture, Sales Culture, Company Mission, Company Values, Behavior Modeling, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, People Skills, Microlearning, Sales Success, Sell Smarter, Sales Aptitude, Sales Technology
Discovery provides the value to open doors and the leverage to close sales.
— C. Lee Smith, SalesFuel Founder and CEO