Beat last year – are you up for the challenge? If you’re an early stage company beginning to ramp your sales, this isn’t an option, it’s a necessity. How can you ensure you have a better year this year than last year? How can you develop a fresh sales strategy for 2018 that incorporates the best sales targets and tactics that will take you far beyond last year and make sure you have one of your best sales years?
Your product doesn't sell itself—unless you're selling booze at the end of prohibition. These people in the picture above were waiting in front of the Anheuser-Busch brewery in St. Louis on April 6, 1933 for beer sales to become legal at midnight
Quite simply, products do not sell themselves. Although Apple sold over 6 million of its latest model iPhone X over Black Friday weekend, this is the result of years of product development and very strategic branding.
Less is More -- everyone has heard this old adage. In sales, this definitely rings true. I just wrapped up a sales meeting with a sales rep who did a great job describing all the features of their product and also introduced a few benefits, but a true connection, moving the relationship and accordingly the opportunity to the next level wasn’t made. If the customer or prospect is taking time out of their busy day, they are interested but they also want you to be interested in them.
Dead and gone. These are the dreaded words no entrepreneur wants to hear. Well, thanks to the lovely folks over at PitchBook, you can start your Halloween off right. So far in 2017, VCs invested more than $1 billion in startups that have shut down this year......
To avoid the startup graveyard and succeed, early-stage startups not only need to build the right product, but also need to gain traction with the right customer base.
If your company is focused on selling products and services to B2B customers, it is imperative that you have a consistent methodology to answer the following questions:
- What are your customers’ problems?
- How do you solve those problems?
- What makes you different from your competitors?
- How can you prove it?
Over the last 10+ years the role of the sales person has changed. 10 years ago, salespeople were often the first step in the purchase process and could significantly influence customer decision-making by controlling information about pricing, availability, competitive advantage, etc.
Times have changed! Today with nearly ubiquitous information, customers engage with salespeople after they have already researched their prospective purchase. Digital commerce and disintermediation have caused a number of customers to question the importance of having a sales relationship at all. More importantly, successful sales teams are learning that long-term sales success isn’t indicated by the number or size of deals closed – it’s measured by getting and keeping the right customers.