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Results

This Equals That....

For sales associates and leaders everywhere

The numbers never lie. When you step on the scale, you know. When you open your bank statement, it’s right there to see.

The same is true for sales. When you look at your sales results, you know whether you are on track to make goal or not. If you are, great. If you aren’t, it’s a function of actions: the quantity and quality of the actions you have already taken.

If you want to get back on track to make goal, you need to take more actions. If you h…

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Ch-ch-ch-changin’

For sales professionals, everywhere

This really has been an amazing time. There are things we are aware of immediately: loneliness for our loved ones, the masks, and distancing, the anxiety of what to do and when to do it, plus, plus. We see them, we feel them, we hear them - we can’t miss them. It’s the construct in which we are living and the actions we are taking within that reality. 

And there are the things that aren’t scorchingly obvious: the reveals in our business and the model its…

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Virtual Selling


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For sales professionals, everywhere

Life as we know it is different now.

It’s different in that we are working from home (if we are fortunate enough to do that), we are getting more familiar with using technology for meetings and to stay in communication with clients, customers and loved ones.

It’s different in that we can look at our business and notice the soft spots and the holes that we have put aside while we focused on more urgent issues. We now have the time to address those…

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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

customer retention19.    Retaining current customers is 6–7 cheaper than acquiring new ones

It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.

Salespeople

Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…

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Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16.    Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

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Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…

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Part 15 of 20: HubSpot Sales Statistics…With Secret Sauce Added

15.    90% of salespeople avoid using content because it’s outdated and not customizable

Another shocking sales enablement statistic: Too many salespeople refuse to use marketing content. Marketers should make it easy for salespeople to find sales content and customize it to their clients’ needs.

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Salespeople Salespeople intuitively know that the market has changed. They know that their jobs have changed…and struggle to change along with it. What was once a sales job is now a sales and marketing…

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Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 11 High-performing sales teams invest in sales enablement strategies and technology

Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.

Salespeople  upgrade I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales re…

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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

followupcalls7.     80% of sales need at least 5 follow-up calls after a meeting

As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.

For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …

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Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added

6.   44% of salespeople give up after one follow-up

Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only make one follow-up call before giving up.phone calls

For Salespeople Can you believe this statistic?! Believe it. Look at your typical follow-up actions to get the sale when you haven’t scheduled an appointment. How many do you usually do before you give up? Consider NOT giving up until the cu…

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Part 4 of 20: HubSpot Sales Statistics…With Secret Sauce Added

4. An average buyer gets 100+ emails a day, opens 23% and clicks on only 2%

It’s hard to break through when you’re an unknown sender. Make sure prospects are getting your messages with interesting and engaging email content, and make sure to inboxfollow up.

The salespeople who see themselves as sales and marketing experts, build a different strategy for goal achievement. Customer/client development includes steady, continuous communication and email is just one of the formats to do that.

 

For Salespeopl…

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