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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

The Only Constant is Change

Posted by Amar Sheth on Jun 24, 2013 11:52:54 AM

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Time for Change

It’s 9:00 AM and you are just starting work. It’s time to start your day.

What is the first thing you will do today? If you are like most sales professionals, you will be focused on looking for new opportunities. It is time to pick up the phone.

This is a daily occurrence for most sales professionals. Sales managers, take note: you have done this before too, and you know very well how much your reps hate doing this. Sure, you have some exceptions, but the company quota cannot be met with the exceptions. It can only be met with a tried and tested methodology where all reps are trained to produce consistent results.

If you have been noticing, over the course of the last few years, it has become increasingly more difficult to get prospects on the phone. They are busy. They just do not have time. They are clipping 100+ e-mails per day. They are caught in between greater workloads, less human resources, finite time, and finite budgets. Gate keepers dish out lame excuses time and again.

In the background, you have sales management demanding results. Some days, you just want to pull your hair out.

To add to the challenge, the internet allows your prospects to do a significant amount of quality research online. They are checking out vendors, conducting due diligence, evaluating solutions, weighing the pros and cons of demos, tutorials, watching YouTube reviews, reading blogs from influencers in the industry, speaking in committee, and much more.

Forget nurturing, how will you get in front of qualified prospects every day when these challenges are not going away?

How do you overcome this?

This is a question we asked ourselves at Sales for Life. We are in the business of helping clients produce sales results. But our own efforts were producing diminishing results over time. That is when we decided to change the fundamental way we do business. We turned the way we were selling upside down. It was a huge leap of faith and it produced great results.

Because the internet is such a powerful medium for discovery and evaluation, we resolved to add value to buyers online before anyone else would. We developed an immersive methodology to target prospects based on their needs. Once we discovered these, we added value in the form of digital breadcrumbs. We saw results…quickly.

60 minutes of Social Selling per day allowed us to deliver timely and relevant nuggets of information that prospects found valuable and insightful. Before we knew it, prospects were asking to speak with us and requesting meetings.

This is possible when you apply the principles of Social Selling to your sales efforts. I share this with you today to give you hope that with a little bit of change, you too can adopt Social Selling into your daily routine. Once you begin to see the results, you will naturally do more and more every day.

The Bottom Line

Don’t give up. You and your fellow sales professionals keep companies alive and help them grow beyond their wildest imaginations. You are the economic driver of prosperity. I know what you’re thinking; it sounds very Jeffersonian. But if you think about it, this is a fact.

Learn to adapt and change in this increasingly fluid market. Take charge. Remember, the only constant in life is change.

To learn more, don’t hesitate to contact me by link below.

Amar Sheth

Amar Sheth

Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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