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Why Keep A Complimentary Pipeline of Opportunity - by Elinor Stutz

Why Keep A Complimentary Pipeline of Opportunity – by Elinor Stutz

Why Keep A Complementary Pipeline of Opportunity?

Most salespeople in need of making a monthly sales quota merely maintain a sales pipeline. However, when you maintain a complementary pipeline of opportunity, you will find it becomes the motivating force for over-achieving quota.

While some trainers insist that sales are just a numbers game, I whole-heartedly disagree. Sales leaders will tell you…

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Make Your Customer's Buying Process Your Sales Process

Make Your Customer’s Buying Process Your Sales Process

All of us know, most of the sales process is gone. Starting in the mid 90’s with the initiation of the internet, customers began investigate solutions to their problems themselves. Without you.

And it escalated. Their ability to get informed or educated on the huge variety of goods and services available solving their problems increased exponentially. But we, the salespeople, didn’t really catch…

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Do You Listen To Sales Professionals

Do You Listen To Sales Professionals

Note: This blog post was originally posted as a guest blog for Elinor Stutz, one of the most experienced sales experts on the planet. Please visit her blog.

More than 50% of all sales reps are not reaching their quota. At the same time, the sales process is rapidly changing. It requires an entirely new set of skills.

Recent reports tell us that over 70% of a buyer’s journey is done without…

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Why you shouldn't hurry your buyers' decision

Why you shouldn’t hurry your buyers’ decision

Recently I was involved in buying an apartment to my son. You know, being 23 it was time, thought his father, his son would have his own place at last. It’s not that easy to live at the same place, same house, with grown up kids.

However, my buying journey was not that easy. Maybe it tells something about living as a buyer, who knows? Let me tell my buying story.

Buying an apartment in Sweden is…

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The Fairytale Of The Salesman

The Fairytale Of The Salesman

Once upon a time, in a forgotten forest land, there was a man. His name was Mr Salesman and his job was to find People that would give him their last money they had.

It was a time when People believed in what Mr Salesman (and other Mr Salesmen too) was saying. They believed they would get values Mr Salesman was talking about. If he mentioned it at all, of course. The truth was, most Mr Salesmen…

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Do you know your sales costs to reach your sales plan?

In an industrial society, sales costs were negligible. Sales was easy to perform when demand was ever-increasing and focus was on how to produce as efficient as possible to meet demand. Now, the paradigm shift is happening with full power where customer is the new king, leading to exploding competition and harder to sell. Not only new competitors through globalization have seen the daylight, but…

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Why you should say no if you don't match 100% of your prospect's need

Why you should say no if you don’t match 100% of your prospect’s need

In the good old days, sales people were able to fill their portfolio with stock items and hit the road selling those, without much preferences if customers’ needs fit to that product. But now, customers are demanding 100% solution of their problems.

Some time ago, in a world of never ending market growth, goods had to be produced cheaper and cheaper, driving competition harder and harder. All…

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Buyers say they don't want you there. But they are lying

Buyers say they don’t want you there. But they are lying

You’re a salesman, right? Surely you’ve heard it. Companies are doing their buying process themselves, without connecting to you. To know they are in a purchase process, you have call them; they never call you. But if you call, they don’t answer or get hung up.

And if you’re not in their loop, then you lose. Maybe, it doesn’t matter, since you always can win back. Anyhow, they increasingly regret…

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Customers increasingly regret their buying decisions - that's your opportunity!

Customers increasingly regret their buying decisions – that’s your opportunity!

Lost the contract with your best client? No worries.

According to new research from CEB, customers that regret their buying decisions are increasing. CEB’s research says that in over 40% of all B2B buying decisions post-purchase anxiety occurs.

That’s your opportunity!

The reason for decision makers asking themselves questions like: “did we buy the right thing”, is that too many alternatives are…

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Being analogue take you further in sales

Being analogue take you further in sales

I’m just reading a book about the possible danger of always being connected. The innermost sentence of the book is to illustrate the importance of being offline – analogue – from time to time, in an online, digital world. More than having a sense when to disconnect and relax in these times of summer and vacations, you need to develop skills to float between being digital and analogue during your…

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Why Price Is Becoming Everything In Sales

Why Price Is Becoming Everything In Sales

In today’s rapidly changing market landscape, buying decisions are made long before any sales rep is contacted. When you’re finally are being contacted, the only question still left to be answered is the one of price.

My question is: If you’re a sales rep, why bother spending your valuable time on building anyrelationship if your prospect already has done all evaluation beforehand and only has…

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Learn from Social Selling to make your e-mails hot

Learn from Social Selling to make your e-mails hot

It has happened fast, the shift from using social media in your daily selling. Studies such as this from CEB and Google tells more than one-half of the sales process is gone. Or, more precisely, customers run their buying process at least 57% before they get in touch with a sales rep, in some cases much longer than that.

Conclusion: There’s not much time left to make some impact on your…

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3 stories that reveal if your sales attitude is out of date

3 stories that reveal if your sales attitude is out of date

It’s not easy to cope with all dramatic changes now happening around how to sell. High performing sales reps do, but my following true stories tell many people within sales and SMB’s still have a long way to go before they would be able to compete in the future.

Story #1

In my garden there was until recently a huge red leafed beech. It’s height was almost 60 feet and due to that we couldn’t…

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The hidden time slot when buying decisions are made

The hidden time slot when buying decisions are made

We all make decisions. Everyday we decide things that have an impact on our lives. Some of those decisions are buying decisions, where you interact with companies that possibly may fulfill a need you have.

Many of you recognize that a major share of the sales process has disappeared. In my post The Death of the Cold CallI visualized the three earliest phases of the sales process being invisible…

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Beyond The Buying Process

Beyond The Buying Process

LinkedIn, what a great way of connecting to people! Just a few months ago I was just scanning my network and got one of those “say happy birthday congrats to..”. It was one of those old friends I haven’t spoke to for years. Actually, it was about fifteen years since we worked at the same company, the same sales department. I remember he was one of the sharpest brains I ever met before or until…

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What is Lean sales? – Create a plan of execution!

What is Lean sales? – Create a plan of execution!

Finaly I have managed to continue from my last post…

As a recap, take a look at the Pictochart.

As you are creating your sales plan you need to look at how your organization can support your ambitions. Let’s say you want 100% delivery performance to be your lead argument in sales and you believe you can boost sales by 20%. Even if your company has a track record of 100%  on time delivery, a 20%…

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The No 1 Reason Losing Your Customer

The No 1 Reason Losing Your Customer

Recently one of my friends Richard told me he got a new customer, barely without efforts. He was served the customer with a golden spoon – he didn’t even searched for the prospect first.

Most of us wouldn’t believe in such luck. We know the hard work to set up the selection criterias, search for potential customers that fit the criterias, cold calling to book the meeting, be lucky they’ve got…

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