I’ve worked both in classic sales and “new-age” sales. Here are the biggest differences (and some data to back it up): Classic Sales: → Purely relational, large focus on the salesperson → Everything done manually, little sales enablement → More face-to-face time, less overall touchpoints. New-Age Sales: → Rep and Sales Ops work closely together on revenue → Enablement efforts prioritized, prospects and reps love it → Limited face-to-face time, way more digital touchpoints Which one delivers the better results? Well, It’s hard to compare the two. Because the landscape has changed. 👉 71% of prospects today prefer to do solo research instead of talking to a salesperson. 👉 But that hasn’t stopped the number of touchpoints required for a close to nearly double since 2017. So prospects back then may have felt more dependent on the salesperson, but required less support overall. Whereas prospects today prefer to be independent, but do require more support overall. If you want my opinion, I believe that sales today play less of an incentivization role, and more of a support role, in the prospect’s buyer journey. ✅Offering timely, welcomed support and resources ✅Personalizing the experience with buyer-centric strategies ✅Serving as a guiding light to help prospects make their own decisions What do you think? If you’ve been in the game for a long time, how have you seen the landscape change? --- #Sales #DigitalSelling

In the fast-paced world of sales, building genuine relationships is key. But how do you get there? Imagine knowing exactly who your prospects are, effortlessly finding their contact information, and developing a thoughtful plan to connect with them. That’s where true success begins. SmartBug Media partner Apollo.io has gathered insights from 300+ sales pros, GTM operators, and thought leaders to create the ultimate playbook for prospecting like a pro. This resource has helped me better understand effective sales strategies, informing my marketing approaches. Over the past 6 months, Apollo.io tapped into every resource: 🌎 Analyzed data from 500,000 active users, 250M email sends, and 5.6M dialer minutes 🧠 Interviewed 50+ of the world’s greatest sales minds 📈 Surveyed 250+ global sales leaders on building and scaling successful sales teams 🤑 Leveraged Apollo's own sales process insights The result? A comprehensive, modern-day sales framework spanning 8 chapters and 200+ pages, packed with email templates, call scripts, automated plays, and customizable worksheets. Ready to overhaul your approach to prospecting? Check the comments below for the link to this invaluable resource. #ApolloOutbound

😕 Sales management can be confusing. 😕 There are so many metrics to focus on: - Average deal size - Sales cycle length - Opportunity win rate - Customer acquisition cost - Revenue per sales rep - To name a few.... There are definitely some "𝐌𝐞𝐭𝐫𝐢𝐜𝐬 𝐭𝐡𝐚𝐭 𝐌𝐚𝐭𝐭𝐞𝐫" more than the others. I've been doing this for decades. Check for these things instead: 1. The 𝐪𝐮𝐚𝐥𝐢𝐭𝐲 of the sales pipeline – it’s not all about the quantity. 𝘚𝘤𝘰𝘳𝘦 𝘺𝘰𝘶𝘳 𝘓𝘦𝘢𝘥𝘴, 𝘗𝘓𝘌𝘈𝘚𝘌! 2. The 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧 𝐫𝐚𝐭𝐞 𝐚𝐭 𝐞𝐚𝐜𝐡 𝐬𝐭𝐚𝐠𝐞 of the sales process – knowing where (𝘢𝘯𝘥 𝘸𝘩𝘺) prospects drop off can significantly improve the overall process. 3. The customer 𝐥𝐢𝐟𝐞𝐭𝐢𝐦𝐞 𝐯𝐚𝐥𝐮𝐞 – focusing on 𝘭𝘰𝘯𝘨-𝘵𝘦𝘳𝘮 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴 rather than immediate sales is key. It works. What are some of your Metrics that Matter? #SalesManagement #SalesMetrics

𝐁𝐀𝐍𝐓: 𝐀 𝐓𝐫𝐮𝐬𝐭𝐞𝐝 𝐆𝐮𝐢𝐝𝐞 𝐨𝐫 𝐚 𝐌𝐢𝐬𝐥𝐞𝐚𝐝𝐢𝐧𝐠 𝐌𝐚𝐩 𝐢𝐧 𝐂𝐨𝐦𝐩𝐥𝐞𝐱 𝐒𝐚𝐥𝐞𝐬? Embarking on my sales journey, BANT was the beacon guiding my team and me through countless deals. 𝘉𝘶𝘵 𝘸𝘩𝘢𝘵 𝘪𝘧 𝘧𝘰𝘭𝘭𝘰𝘸𝘪𝘯𝘨 𝘉𝘈𝘕𝘛 𝘪𝘴 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘴𝘵𝘦𝘦𝘳𝘪𝘯𝘨 𝘶𝘴 𝘸𝘳𝘰𝘯𝘨 𝘪𝘯 𝘵𝘰𝘥𝘢𝘺'𝘴 𝘤𝘰𝘮𝘱𝘭𝘦𝘹 𝘴𝘢𝘭𝘦𝘴 𝘸𝘰𝘳𝘭𝘥? ⏰💸 𝐓𝐡𝐞 𝐓𝐰𝐢𝐬𝐭 𝐚𝐛𝐨𝐮𝐭 𝐁𝐔𝐃𝐆𝐄𝐓 𝐚𝐧𝐝 𝐓𝐈𝐌𝐈𝐍𝐆: In complex sales, a well-defined budget and a tight timeline might not be the green flags we thought they were. 𝙒𝙝𝙚𝙣 𝙥𝙧𝙤𝙨𝙥𝙚𝙘𝙩𝙨 𝙘𝙤𝙢𝙚 𝙩𝙤 𝙩𝙝𝙚 𝙩𝙖𝙗𝙡𝙚 𝙬𝙞𝙩𝙝 𝙩𝙝𝙚𝙨𝙚 𝙥𝙞𝙚𝙘𝙚𝙨 𝙖𝙡𝙧𝙚𝙖𝙙𝙮 𝙞𝙣 𝙥𝙡𝙖𝙘𝙚, 𝙞𝙩 𝙤𝙛𝙩𝙚𝙣 𝙢𝙚𝙖𝙣𝙨 𝙩𝙝𝙚 𝙙𝙚𝙘𝙞𝙨𝙞𝙤𝙣-𝙢𝙖𝙠𝙞𝙣𝙜 𝙥𝙧𝙤𝙘𝙚𝙨𝙨 𝙞𝙨 𝙣𝙚𝙖𝙧𝙞𝙣𝙜 𝙞𝙩𝙨 𝙚𝙣𝙙, and chances are, they've already got a frontrunner that isn't you. This isn't just speculation; it's a pattern many of us have observed. Jumping in at this stage might mean you're too late to the part 🔄 𝐒𝐡𝐢𝐟𝐭𝐢𝐧𝐠 𝐟𝐨𝐜𝐮𝐬: Rather than ticking off BANT boxes, the aim should be to engage earlier and more strategically. Here’s how: - 𝙐𝙣𝙙𝙚𝙧𝙨𝙩𝙖𝙣𝙙 𝙩𝙝𝙚 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩’𝙨 𝙅𝙤𝙪𝙧𝙣𝙚𝙮: Dive deeper into their needs and challenges. It's about being a partner, not just a vendor. - 𝙇𝙚𝙫𝙚𝙧𝙖𝙜𝙚 𝘿𝙞𝙜𝙞𝙩𝙖𝙡 𝙄𝙣𝙨𝙞𝙜𝙝𝙩𝙨: Use data to your advantage. Behavioral signals and engagement metrics can tell you a lot about where a prospect is in their buying journey and how you can add value. - 𝘽𝙪𝙞𝙡𝙙 𝙍𝙚𝙡𝙖𝙩𝙞𝙤𝙣𝙨𝙝𝙞𝙥𝙨: Sales is about relationships, not just transactions. Focus on building trust and demonstrating value over time. 🥷𝐓𝐡𝐞 𝐁𝐨𝐭𝐭𝐨𝐦 𝐋𝐢𝐧𝐞: BANT has its place, but in the complex sales landscape, it's not the only strategy. Adaptability, deeper engagement, and understanding the nuanced needs of your prospects are key to success. #SalesInsights #ComplexSales #SalesStrategy

Unlocking the Power of Sales Pipeline! 🚀 Ever wondered why "sales pipeline" matters so much in sales? It's like a map for tracking potential buyers through different stages, helping you understand your sales journey better. Here's a quick rundown: 1. Seeing Progress: - Imagine a visual guide to your sales adventure, showing where deals are, where they slow down, and what brings in the money. 2. Why You Need It: - It lets you see what's happening with your sales efforts. - Perfect for handling many prospects without losing any opportunities. 3. Manager's Secret Weapon: - Helps bosses fine-tune processes by looking at data and getting the most out of their efforts. 4. Building Your Pipeline: - Figure out who your ideal customers are and adjust your outreach. - Use different ways to reach out and make things more efficient with automation. 5. Stages and Insights: - From finding potential buyers to sealing the deal, each stage makes sure you're on track. - Remember, a well-managed sales pipeline isn't just a fancy term – it's the key to winning at sales! #Sales #Work #Pipeline

Sales pros…are you feeling the pressure of declining close rates and increasingly complex decision-making processes? Deals are taking longer and there are now on average 10 stakeholders in a sale. More stakeholders mean tougher decisions, and generic one-size-fits-all approaches just don't cut it anymore. Here’s where AI can really help… we are seeing our Grw AI users do the following: 🎯 Hyper-personalized proposals: Tailoring your pitch to speak directly to each prospect's unique needs, challenges, and goals. This approach shows you've done your homework and truly understand their business. 💼 Bulletproof business cases: Arming your champion with compelling, data-driven arguments to navigate multiple decision-makers. This strategy helps push deals through by addressing concerns across various departments. These approaches aren't just nice-to-haves; they're becoming essential in winning deals in 2024. They demonstrate your care, trust, and set you apart in a crowded market. What are you finding crucial in today's sales environment? Share your learnings below!

The Vital Role of a Strong Pipeline in Sales Success: Building a robust sales pipeline is crucial for sustained business growth and success. Here's why: 1. **Predictable Revenue**: A well-maintained pipeline helps forecast revenue more accurately, enabling better financial planning and stability. 2. **Prioritization**: It allows sales teams to prioritize leads and opportunities, ensuring focus on high-potential prospects. 3. **Resource Allocation**: With a clear pipeline, resources can be allocated more efficiently, maximizing ROI. 4. **Performance Tracking**: It provides insights into the performance of individual sales reps and the effectiveness of sales strategies. 5. **Customer Journey**: A strong pipeline ensures that prospects are guided smoothly through the sales funnel, enhancing customer experience. Investing in building and maintaining a strong sales pipeline is not just a strategy—it's a necessity for achieving long-term sales success. #SalesPipeline #SalesStrategy #BusinessGrowth #SalesManagement #PredictableRevenue

🌟 **It Is All About Sales** 🌟 In the ever-evolving landscape of business, one truth remains constant: **Sales are the lifeblood of any company**. Whether you are a startup or a Fortune 500 giant, your success hinges on the ability to generate and sustain revenue. Here’s why sales matter more than ever: 1. **Driving Growth:** Sales fuel growth. Every sale not only boosts your revenue but also propels your company toward its goals. It's the engine that powers expansion, innovation, and market penetration. 2. **Customer Relationships:** Sales are not just about transactions; they are about building relationships. Understanding customer needs, delivering value, and providing exceptional service create loyal customers who become brand advocates. 3. **Competitive Advantage:** A robust sales strategy sets you apart from the competition. It’s about positioning your product or service in a way that highlights its unique benefits and convinces customers why they should choose you over others. 4. **Market Insights:** Your sales team is on the front lines, interacting with customers and gathering valuable feedback. This real-time market intelligence is crucial for refining your products, services, and overall strategy. 5. **Sustainable Success:** Long-term success depends on consistent sales performance. By developing a scalable sales process, you ensure that your company can adapt to market changes and continue to thrive. At every company, people understand that **revenue matters**. Every dedicated sales team is committed to driving results, building lasting relationships, and positioning us as leaders in our industry. Companies should invest in their sales professionals, providing them with the tools, training, and support they need to excel. #Sales #BusinessGrowth #CustomerSuccess #Revenue #SalesStrategy #BusinessDevelopment

🚨 Why IT Companies May Fail When It Comes to Sales 🚨 IT companies often excel in innovation, tech development, and providing cutting-edge solutions—but when it comes to sales, many stumble. Here's why: Too Product-Focused: While it’s natural to highlight your product’s features, focusing solely on technical specs can leave customers disconnected. Sales is about solving problems, not just showcasing tech. Lack of Sales Strategy: Without a clear sales process or strategy, even the most advanced solutions can fail to reach the right audience. IT companies need tailored sales funnels, not just general outreach. Poor Customer Understanding: Understanding the customer’s pain points and how your solution fits is key. Many IT companies get caught up in innovation and overlook the practical needs of the client. Over-Reliance on Technical Staff: While tech experts can explain the product’s value, they’re often not equipped to handle the nuances of sales and client relationships. Sales teams need strong business acumen to close deals. Ignoring Follow-Up: IT sales often require nurturing relationships and consistent follow-ups. Too often, companies move on too quickly after an initial pitch, losing potential long-term clients. 🔑 Bottom Line: IT companies must balance technical expertise with a customer-centric approach, clear sales strategies, and effective follow-ups to truly thrive in the sales game. What are your thoughts? Have you seen these challenges in action? #ITSales #SalesStrategy #CustomerFirst #TechSales

The sales cycle is a systematic process that salespeople follow to convert prospects into customers. It comprises several stages, each essential for nurturing leads and facilitating successful transactions. The length of your sales cycle is a critical factor in your sales strategy. To calculate it: [Sales Cycle Length = Number of days taken to close deals / Number of deals closed] Several factors can influence the duration of your sales cycle. Optimizing the sales cycle length requires a comprehensive understanding of product dynamics, market conditions, sales strategies, and marketing initiatives. By analyzing these factors and implementing targeted strategies, businesses can streamline their sales processes, shorten the sales cycle, and drive greater revenue growth. Remember, continuous monitoring and adaptation are key to optimizing your sales cycle for sustained success. Read the full post here > https://bit.ly/3xdTFud Please follow us, like it and share it. #salesshots #salesguys #sales #salescycle #closedeals #linkedin