Modern customers have changed the rules of sales. Today’s business buyers don’t contact suppliers until 57% of the purchase process is complete. And only 9% of people stay on a mobile site or app when it’s not satisfying their needs. That means salespeople need to adapt to a new breed of customer — and transform the way they sell.
Want to know how the best salespeople do it? We asked a range of sales experts—including Salesforce’s network of talented guest authors, influencers, and our own sales employees — for their best sales tips. We then rounded up these genius tips in a new e-book, 100 Sales Tips for 2016.
The e-book showcases sales leaders’ wisdom on every stage of the selling cycle, from negotiating and pitching to using closing a deal. You’ll learn everything in a fraction of the time it’d take to interview all of these experts.
Here’s a sneak peak at the different topics covered in the full e-book and a few highlighted tips within each topic.
Getting to know prospects and customers
“Use ‘light’ HTML emails (or plain text emails) based on data collected by your automation system to make it appear as though reps are sending personalized, one-to-one emails to each prospect. It’s personalization at scale.” Mat Sweezey, Marketing Evangelist, Salesforce
“Show vulnerability to your customers and prospects. Opening up and showing you’re a real person lowers a prospect or customer’s guard and starts the conversation.” Paula Rainford, Account Executive (SMB), Salesforce
“It’s not just who you know, but what you know about who you know. Use social networks like LinkedIn and Twitter to learn about your buyers’ interests, skills, experience, common connections, shared groups, education, and circle of influence.” Jill Rowley, Social Selling Evangelist & Startup Advisor.
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