The Evolution Of Sales

Sales has evolved. No longer can your charm and your resilience close deals alone. You must be smart. Know your customer. Adapt. Engage with them when need be. Deliver, and empower your customers to succeed.

In order to do this, sales professionals need to be agile, use progressive selling techniques and be knowledgeable about new technology. Which means implementing rapid learning techniques in order to know your prospects and their potential challenges. This can be a daunting task as each industry and each company is fundamentally so different. Having preconceived ideas of who your customers are and what they need might get you a meeting, but it will not differentiate you from the competition. Your prospects can and will easily find information about your features and those of your competitors. Trust they will research. What they will not find is how your solution is going to solve their problem and how you are going to help them be successful with your solution.

Your greatest challenge is the status quo, not your competitors. It is not a list of features and values, but rather indecision and indifference. Indecision and indifference will stifle the ability to recognize that a problem exists and suspend the need to resolve it.

Think about it. At one point in your career, did you ever use spreadsheets to manage lists and contacts? You’re not alone. Almost all salespersons have skipped past using a CRM to continue to use spreadsheets to manage contacts. Even to this day, some people have maintained their dependency on complex spreadsheets. For these individuals the pain of change is far greater than the pain of using these spreadsheets. The same principle of status quo applies to many new technology product. You must recognize you are not competing on the base of features and benefits, but instead you are competing based on one’s comfort level and their expressed need.

So what does this all mean? It means that you need to be ready for every interaction with every prospect. Understanding their industry and their competitive environment. Their focus, their job, their goals, and their challenges. Yes, that is quite a bit of information to cover. That is why utilizing new technologies and processes are essential to an effective sales strategy.

About CloseFox

CloseFox is a sales tool that helps sales teams hunt their targets, read prospect minds and win more deals. We utilize sales and marketing content to better track prospect engagement and deliver easy to use analytics. Our dashboard helps sales teams know what is important to their prospects by tracking engagement and strategic data. Allowing them to follow up with the right prospect at the right time with the right message. Unlike other tools CloseFox increases revenue and lowers costs for businesses by allowing sales teams to sell smarter with easy to use day-to-day insights.

@jalexmason
Business Development
www.closefox.com

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