As a Senior VP Sales Professional responsible for generating over $300 million in sales revenue for Fortune 500 and start-up companies, I've learned that generating and closing sales is not luck!
For the past two decades, I've been selling b2b software and online marketing solutions. As a result, I've had a front-row seat to how the internet, device technology and social media platforms have impacted the way people go about researching and making business buying decisions.
In today's world, buyers have the power; they approach the purchase journey from a different path, and they also want a personalized sales experience. Therefore, as salespeople, we need modernized sales strategies, processes and software that align with today's buying behaviour if we're going to be successful.
The internet, device technology and social media have changed the way people research and evaluate business buying decisions. So, if the buyer has changed, then salespeople must adapt to this new buying behaviour if they want to be successful.
Without understanding your customer's buying behaviour, then how do you develop sales processes? By definition, a process is a series of actions or steps taken in order to achieve a predictable outcome. Generating sales is no different.
Without your sales process mapped to sales software then how do you know what's working and what's not? A CRM is not sales software. Implementing real sales software can give your sales team all the information needed to make data-driven sales strategy decisions.
Without sales data that tracks your sales rep's actions or steps then how do you establish baselines on which to improve upon. A sales process that is not backed up by solid data is an educated guess, not a fact. Data beats opinion in every instance, including sales. Focusing on data allows you to generate repeatable, dependable and predictable sales results.
RGC Sales Inc. provides customized business-to-business sales consulting performance solutions for sales organizations that want dependable, repeatable and predictable sales results.
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