Sales Truth

1. The Truth About Sales Experts: Be Wary of False Promises

"Just because it's published doesn't mean it's true."

Beware of self-proclaimed experts. The sales world is filled with noise and misinformation from so-called "experts" who often lack real-world experience. Many of these gurus promote trendy techniques or quick fixes that sound appealing but rarely deliver results.

Question statistics and research. Be skeptical of studies and data quoted by sales experts, especially when they're used to promote a particular agenda. Remember that 99% of statistics only tell 49% of the story.

Focus on fundamentals. The most effective salespeople and managers are masters of the basics. Instead of constantly chasing new tools or tricks, they perfect tried-and-true approaches:

• Building relationships
• Understanding customer needs
• Articulating value
• Consistent prospecting
• Effective follow-up

2. Lessons from the 2016 US Presidential Election: Messaging Matters

"People (Buyers) Act in Their Own Self Interest, and Your Messaging Matters"

Craft customer-focused messages. The election demonstrated the power of messaging that resonates with the audience's concerns and desires. In sales, this means focusing on customer issues and outcomes rather than your own company or product features.

Don't take loyal customers for granted. Hillary Clinton's loss of traditionally Democratic states serves as a reminder to nurture all customer relationships, even long-standing ones.

Anticipate resistance and prepare. Just as polls failed to predict the election outcome, customers may not always tell you the truth. Be prepared to overcome objections and dig deeper to understand their true motivations and concerns.

Key lessons for salespeople:

• Lead with customer pain points and desired outcomes
• Regularly engage with all customers, not just new prospects
• Develop strategies to uncover hidden objections or concerns

3. Focus on Winning New Sales: Prioritize Revenue-Generating Activities

"To Win More New Sales Requires Focus on Winning New Sales"

Eliminate non-sales activities. Many salespeople fill their days with busy work that doesn't directly contribute to revenue generation. Evaluate how you spend your time and ruthlessly cut out low-value tasks.

Become "selfishly productive." Guard your calendar zealously and prioritize high-payoff activities. Block out dedicated time for prospecting, advancing opportunities, and closing deals.

Tips for increasing sales focus:

• Delegate or eliminate administrative tasks
• Limit internal meetings that don't directly impact sales
• Set clear boundaries with customers on service-related issues
• Schedule specific times for email and other potential distractions
• Measure and track time spent on revenue-generating activities

4. Create Opportunities, Don't Just Chase Them: Be Proactive in Sales

"The Most Valuable Salespeople Don't Chase Opportunities, They Create Them"

Shift from reactive to proactive. Top producers take responsibility for filling their own pipelines. They don't wait for leads or rely solely on marketing efforts.

Develop a hunter mentality. Cultivate the mindset of a true sales hunter who is constantly seeking new opportunities. This involves:

• Regularly prospecting for new business
• Identifying potential needs in existing accounts
• Proactively reaching out to dormant customers
• Networking to uncover hidden opportunities

Balance opportunity creation and management. While it's crucial to work on closing deals in your pipeline, never neglect activities that fill the top of your funnel. Dedicate time each week to creating new opportunities, even when you're busy with existing prospects.

5. Develop the Right Attitude and Strategic Targeting for Sales Success

"To succeed at self-generating your own sales opportunities, deep down, you must believe that it works."

Cultivate a positive mindset. Believe in your ability to create opportunities and provide value to customers. This confidence will fuel your prospecting efforts and shine through in customer interactions.

Define your ideal customer profile. Be strategic in targeting prospects that are a good fit for your offering. Create a finite list of accounts to pursue, including:

• Growable existing accounts with upsell potential
• New prospects that match your ideal customer profile
• A handful of "dream" accounts that could be game-changers

Commit to your target list. Once you've identified your strategic targets, stay focused on pursuing them. Avoid constantly changing your list out of impatience or frustration.

Key elements of an effective target list:

• Specific named accounts (not vague industry segments)
• A mix of existing and new potential customers
• Clear criteria for why each account is included
• Regular review and refinement of the list

6. Craft a Compelling Sales Message: Focus on Customer Outcomes

"Customers hear and will hold you to your promises. Don't make false claims and don't call your solution something that it clearly is not and never will be."

Lead with customer issues and outcomes. Shift your messaging away from features and company history. Instead, focus on the problems you solve and results you deliver for customers.

Use the "Bridge Line" technique. Start your sales conversations with a phrase like "[Customer Type] turns to [Your Company] when..." to naturally transition into discussing customer challenges and your solutions.

Elements of an effective sales message:

• Clear articulation of customer pain points
• Specific outcomes and results you deliver
• Relevant case studies and success stories
• Unique differentiators that set you apart
• Concise and memorable talking points

Avoid common messaging pitfalls:

• Leading with company history or features
• Using vague or clichéd phrases
• Making unrealistic promises
• Focusing solely on your product/service

7. Master the Art of Prospecting: It's Not Optional for Success

"Prospecting is not optional, and it's the reason top-producing sales hunters perpetually prospect."

Embrace proactive outreach. Don't shy away from making cold calls or initiating contact. Top performers consistently engage in prospecting activities, regardless of their current pipeline.

Develop a multi-channel approach. Utilize various methods to reach potential customers:

• Phone calls
• Personalized emails
• Social media engagement
• In-person visits (when appropriate)
• Networking events and conferences

Overcome common objections. Anticipate resistance and prepare thoughtful responses. Use the "visit with me anyway" technique to push past initial rejections.

Tips for effective prospecting:

• Block dedicated time for outreach activities
• Set specific activity goals (e.g., number of calls/emails per day)
• Personalize your approach based on research
• Follow up consistently and creatively
• Track and analyze your results to refine your methods

8. Own Your Sales Process: Don't Let Procurement Dictate Terms

"Top-producing sales professionals regularly alter their customer's buying process."

Assert control over the sales process. Don't blindly follow procurement's rules, especially when they put you at a disadvantage. Be willing to push back and negotiate terms that allow you to demonstrate your full value.

Build relationships with key stakeholders. Develop strong connections with decision-makers and influencers beyond the procurement team. This can help you navigate around restrictive processes.

Strategies for managing procurement:

• Clearly articulate the unique value you provide
• Offer alternative approaches that benefit both parties
• Leverage executive relationships to influence the process
• Be prepared to walk away if terms are unfavorable

Stand firm on pricing and terms. Don't cave to pressure for discounts or unfavorable payment terms. Confidently communicate the value that justifies your pricing structure.

9. Succeed with Higher Prices and Older Products: Articulate Value

"If you need the lowest price to sell, then you aren't needed as a salesperson."

Embrace premium pricing. Higher prices often communicate higher value. Focus on articulating the unique benefits and outcomes that justify your pricing, rather than competing solely on cost.

Overcome product age concerns. When selling an older product against newer competitors:

• Emphasize reliability and proven track record
• Highlight customer familiarity and ease of use
• Showcase specific advantages over newer, untested options
• Use customer testimonials to build credibility

Develop value-based selling skills. Invest time in improving your ability to:

• Conduct thorough needs analysis
• Quantify the impact of your solution
• Present compelling ROI calculations
• Differentiate your offering beyond features

Remember: Your job as a salesperson is to create and communicate value, not simply offer the lowest price or latest features.

10. Learn from Top Performers: Hard Work and Mastery of Basics

"There is nothing magical about what the top salespeople in the world do. They work really hard. Really, really hard."

Emulate successful behaviors. Study and adopt the practices of top-performing salespeople in your organization or industry. Common traits include:

• Relentless work ethic
• Meticulous preparation
• Strong customer relationships
• Mastery of product knowledge
• Excellent follow-up and follow-through

Focus on fundamentals. Don't get distracted by shortcuts or gimmicks. The most successful salespeople excel at the basics:

• Prospecting consistently
• Asking insightful questions
• Listening actively
• Articulating value clearly
• Negotiating effectively
• Closing confidently

Continuously improve. Top performers are always looking to refine their skills and adapt to changing markets. Invest in your own development through:

• Regular practice and role-playing
• Seeking feedback from managers and peers
• Staying current on industry trends
• Reading sales books and attending training

11. Great Sales Leadership: The Key to Winning More New Sales

"Accountability, particularly when executed well, trumps coaching and enabling every day of the month and twice on the day that the sales report gets published!"

Prioritize accountability. While coaching is important, holding salespeople accountable for results is crucial. Implement regular one-on-one meetings to review:

• Actual results against goals
• Pipeline health and opportunity progression
• Activity focused on target accounts

Create a healthy sales culture. Foster an environment that:

• Celebrates wins and learning from failures
• Encourages healthy competition and collaboration
• Provides clear expectations and metrics
• Offers ongoing training and development

Manage talent effectively. Ensure you have the right people in the right roles:

• Hire for attitude and aptitude, not just experience
• Quickly address underperformance
• Recognize and retain top producers
• Provide clear career paths and growth opportunities

Remember: Great sales leadership sets the foundation for individual and team success. No amount of sales skills or tools can overcome poor management or an unhealthy culture.

Last updated: July 23, 2024