0Just because it’s beach and salt water season, it doesn’t mean that business is on hold. What is more, sales seem to be busier than ever, trying to crush their Q3 quota and close as much deals as possible.
Overcoming Sales Rejection
HubSpot writes about how to overcome trials and tribulations in your career, especially if you’re in sales. They call it the „Tai Chi Selling“ and although there are similarities, it would be a great offence to an ancient Chinese martial art to dumb it down into a simple business principle (this goes out to you, Art Of War, too).
Kyle Gutzler, author of the article, advises you to embrace your storms and not quit when it’s hard, but to embrace your difficulties and only move on when you see an opportunity to grow at some other place that is not your current job.
Similarly, Sales Hacker writes about overcoming rejection in business and how it makes any sales person and entrepreneur even better. The Shark Tank’s Barbara Carcoran states that you can recognize the best in the crowd by how fast they get over a rejection and turn it into an opportunity.
You can change your luck by studying your sales approach, talking less and listening more, as well as keeping in touch with your prospects.
Tell Less To Sell More
In another HubSpot blog, author Bret Adamson, suggest that in order to sell (more) you should not give customer what he wants, but simplify their buying burden providing them with less information and fewer options. This advice is similar to the one we’ve mentioned in our previous Week In Sales which says that being too helpful is actually harmful to you and your future customer. Pay attention to information that matters the most and determine the questions and concerns that are likely to stall the purchase. Your buyer may be looking for your product or service for the very first time and based on your experience with previous customers you know what questions trouble them the most.
Akoonu offers the similar solution with 3 tips for Account Based Sales calls. In order to thrive in B2B sales, you must hire a person that is a problem solver, not someone who only follows orders. They have to listen to their prospects and show industry knowledge whenever needed.
Turn Your Website Visitors Into Leads
ClickBack believes that in order to draw your next customer you should do everything you can to increase the visit to your website. And in order to do that you should have stronger CTAs in your emails and content marketing overall.
Don’t forget to install some of the tracking codes (aka Pixels) so that you can target your visitors with ads wherever they are (Facebook, Twitter, LinkedIn, etc).
How To Manage Remote Sales Teams
Having your team sit in the same open space with you is more than less thing of the past. People are working from home, from different locations and outsourcing the sales processes across the globe has never been easier and cheaper. However, this brings another trouble – managing your out of sight employees.
Lee Gladish from Reply App suggests that you rely on regular communication through various tools such as Slack and Skype. CRM can also help, because it enables you to track your employees performance no matter where they are. If your teams are in different time zones, you can even adjust your shifts so that there is no request waiting for the members far away to rise and shine.
Whatever you decide, make sure to create the atmosphere where everyone no matter where they are feel as a part of the team and company itself. And of course, don’t forget to trust your employees that they will do the job diligently and responsibly.
How To Be Less Pushy In An Email and Increase Replies
Good news, everyone! Apparently, email subscribers’ attention span is increasing! The average time of reading an email has grown for an entire second in the past five years and almost 90% of recipients actually read their emails…on mobile.
Replies are something sales and business development reps dream about on a daily basis. But actually getting those replies can be fairly difficult.
GetResponse believes that in order to increase the number of emails that have miraculous „Re:“ in their subject, you should limit your email length, adjust your communication to your contact and provide valuable content.
Vocabulary lessons in sales are never not needed. In a communication where it’s fairly easy to fall in the rut of repeating the same sentences and phrases over and over again, it’s useful to have a thesaurus at your disposal.
Another help from GetResponse focuses on the A/B testing and reasons why it might fail. In order not to ruin your test make sure to test of a certain (longer) period of time, to track conversions only and change the important parts of an email like CTAs, offers and tone in general.
That is why HubSpot offers 12 alternatives to a cringy „ASAP“ that you may have put in an email at some point in your career. It’s pushy, it’s rude, it’s inconsiderate – avoid it at all cost!
Week In Sales No 3 – Wrap Up
This is what we found to be most interesting in sales during our second week of sales knowledge sharing.
Did you read or write anything that could help us learn something new?
If so, feel free to contact us and send us interesting links, we’d be happy to share the article with the world.
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