5 Steps to Mastering The Art & Science of Selling
5 Key Principles of Successful Selling
Remember These 5 Key Principles of Selling
Handling Customer Objections in Sales
Reframe Your Mindset When Handling Customer Objections in Sales
When handling customer objections, sales professionals must learn to shift their mindset from treating a “no” answer to a sales proposal as a personal rejection to recognizing it as an opportunity to learn more about the company and the challenges it faces. Reframing your mindset in this way is crucial to your success as a sales professional as it allows you to dig deeper into your customer’s mind in order to reveal positive alternatives and solutions. Continue reading “Handling Customer Objections in Sales”
The New Science of S.T.E.M – Sales Technology Enablement Management
The New Science of Sales Technology Enablement Management (S.T.E.M)
Sales technology has become increasingly popular over the last few decades, and it continues to be one of the best ways to help salespeople meet their goals. Without a doubt, sales is becoming more technology-driven as more companies are beginning to invest and incorporate the new science of S.T.E.M or Sales Technology Engagement Management into their sales teams.
Sales reps are usually expected to sell more and sell faster, which means they have to take advantage of these technological shifts. Many salespeople feel that their sales process is disrupted because they’ve had to change how they engage with customers, coworkers, and prospects. However, the new science of sales technology enablement management (S.T.E.M) allows salespeople to work smarter and efficiently by arming sales reps with technological tools to smoothly navigate each phase of the sales process. Understanding S.T.E.M and how it can work for sales teams is critical to enhancing the productivity of your sales force.
Related Reading: What Digital Selling Skills Do Sales People Need To Be Successful?
Why S.T.E.M Is Essential
Sales Technology Enablement Management is a necessity now because technology isn’t slowing down or going away. The way companies keep up with sales technology impacts the way sales teams work together and how they interact with customers. Learning how to master the new science of S.T.E.M is critical to the success of sales teams.
For the most part, sales reps want to learn the new technology and use it because they know it can help them work smarter. The demand for sales representatives with S.T.E.M skills has been more important now more than ever due to the ever-increasing amount of information that is available to both buyers and sellers. The new science of S.T.E.M. has changed the selling landscape tremendously by allowing access to data and insights that were not as accessible before. This access to data has leveled the playing field for sellers and buyers alike.
Related Reading: A Three-Step Process to Digitally Transform Your Sales Team
Finding Solutions with S.T.E.M
Getting real or quantifiable results are based on science. Sales Technology Enablement Management means that you have a plan in place and a strategy that works. You must ask plenty of questions. Sales reps must determine what their target audience is and what they need. You also have to research everything, determine a hypothesis and then test the hypothesis.
During the testing phase, you should gather appropriate information and analyze the data to determine the outcome. Talk with others in the firm about your results and determine if that is a viable solution. If you think it could be better, you’re more than welcome to research a little more, create a new hypothesis, and test it, as well. Continue with the process until you find something that works for you and your team. In some cases, it may require a few tweaks to the overall strategy, or you may have to change everything completely.
S.T.E.M and The Evolution of Sales Teams
The new science of S.T.E.M. is critical to improving modern sales teams and their sales strategies. New S.T.E.M technology supports sales teams by allowing them to utilize technology that can enhance sales productivity and analytic skills. While traditional selling practices should not be abandoned, implementing S.T.E.M. best practices with sales training shows great promise for enhancing productivity and overall performance of sales teams.
Do you like what you just read? Visit our resource center and download any or all of our 17 Executive Sales White Papers to help improve your sales skills training and build a successful sales career.
4 Successful Sales Strategies for the Fourth-Quarter Revenue Push
Stay Focused During The Fourth-Quarter Revenue Push
The fourth-quarter revenue push is always a worrisome thing for CEOs and owners of companies. You’ve only got a few more months to earn as much money as you can, which is why your salespeople have to be on their game. Of course, most people know that the fourth quarter might not be the best time to hire recruits, so it’s a good idea to keep your team happy, motivated and focused during this busy period. Here are 4 sales strategies to help your sales teams push through the fourth-quarter revenue rush!
Motivation is Key
Your team has been working tirelessly for the whole year, and they may want to take a bit of time to slack, especially in the fourth quarter. While it’s a natural inclination, it’s your job or that of your manager to ensure that your sales reps stay motivated. Ensure that your sales leaders are effectively communicating with your sales teams. Inquire into any personal or professional issues that might affect their sales performance and provide support if needed.
Related Reading: Different Types of Motivation To Keep Yourself and Your Team Ambitious & Successful
Utilize a Variety of Incentives to Motivate
You can choose many motivational tools to help, such as monetary bonuses, special trips, extra days for vacation, and more. These little pushes can ensure that your salespeople stay focused on the big picture and get you through the rush so that you earn more and make your end-of-year goals.
Related Reading: How to Create a Motivational Environment for Sales Success
Focus on Driving Revenue
You should also be talking to your teams and representatives to determine the best ways to ensure that they close existing deals. Do they need more targeted outbound calls? Do they need to create goals to get them through the next 30 to 90 days? Learning what skills are necessary and what details need to be focused on can ensure that they improve during that time.
Related Video: What is Professional Selling?
Plan Your Sales Strategies
Regardless of the goal, your strategy includes two parts. You need to determine how you can affect the goal positively this minute and what steps you can take to accomplish the next step in the next week or so. If you continuously do this every week until the end of the year, you’re likely to see improvements, which can then be implemented for next year, as well.
The fourth quarter is the biggest sales quarter of the year. Sales teams must formulate strategies to ensure all sales operations are running smoothly and without hiccups. The fourth-quarter revenue push involves finding ways to beat burnout and motivating sales teams while scoring results.
Do you like what you just read? Visit our resource center and download any or all of our 17 Executive Sales White Papers to help improve your sales skills training and build a successful sales career.