Sales strategy is always on top of the mind for every sales manager, salesperson, sales consultant, sales leader … basically every sales and marketing professional across every level.
If you fall under any of the above categories or you are simply hoping to increase your sales, then today is your day!
To help you inject some much-needed energy and vision in your sales, today we have rounded up some sales tips and quotes from seasoned selling experts who will guide in your marketing and sales endeavours.
Nothing is possibly more imperative for your business than making sales and to improve your funnel so you can effectively sell to not only your new customers but retain previous customers as well.
In this article, we have curated top 20 Sales Tips And Quotes From Seasoned Sales Experts.
1. Jeffrey Gitomer, Author of “21.5 Unbreakable Laws of Selling”
Use your CRM to retain customers. If your main contact leaves and a new, unknown person takes over, your account is in jeopardy — especially if the new employee doesn’t know about your value to his company. Well, if your Salesforce account notes are detailed (who and when you connected, what happened, what was the client reaction), you can print your past history and present this information to the new person as evidence of how you conducted your relationship. This will help the new employee see the impact you have had.
Jeffrey Gitomer is often dubbed as the “The king of sales” and boats of a huge fan base which he has garnered over four decades of writing and speaking about sales, customer loyalty and personal development. He is the author of thirteen books including the New York Times best-sellers The Sales Bible and The Little Gold Book of YES! Attitude.
2. Jon Miller, VP Marketing at Marketo
Use lead scoring to determine who you send to sales and when you send them to sales. Identify fit based on demographic information, and then pinpoint interest and buying stage by watching prospect behaviours. Actions speak louder than words.
John Miller is a renowned name in the marketing circuit owing to his winning sales and marketing strategies and leadership at Marketo. What many people are unaware of is that Mr Miller has a physics degree from Harvard.
3. Anneke Seley, CEO and Founder of Reality Works
Sales 2.0 is a combination of the data, science, metrics and predictability that inside sales has always been known for combined with the art of really getting close to our customers and understanding what they are facing in their businesses.
Anneke Seley is a household name for salespersons and marketers. She has had an extensive impact on the way corporations build and operate their sales teams. Anneke has also co-authored the bestselling book Sales 2.0, which guides salespeople on what it takes to succeed in the modern sales environment.
4. Nancy Nardin, President at Smart Selling Tools
Salespeople should only use social to the extent that it helps them sell more. For instance, if your prospects are active users of LinkedIn, then you’d better make sure that you use LinkedIn to some degree. But I would not advocate that you start getting on board with tweeting and updating Facebook. We already have an issue with sales capacity and spending time with clients. So, it could actually mean death for sales reps’ performance level if they don’t use social the right way at the right time.
Nancy Nardin has had a profound impact on teams working upon sales prospecting technology. She started out as a service provider, however, now she has smoothly transitioned into becoming an evangelist and expert. She has authored successful ebooks and guides for DocuSign, Cloud9, OneSource, CDC Software and many other sales and marketing software companies.
5. Guy Kawasaki, Author, Venture Capitalist and Technologist
Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them with a vision or a way to do things better. The difference between enchantment and simple sales is that with the enchantment you have the other person’s best interests at heart, too.
Guy Takeo Kawasaki is a stalwart marketing specialist, a celebrated author, Silicon Valley venture capitalist and an evangelist. Kawasaki is most commonly known as the guy who helped none other than Steve Jobs create a cult around the Macintosh computer.
6. Dave Elkington, CEO and Founder of InsideSales.com
You have to generate revenue as efficiently as possible. And to do that, you must create a data-driven sales culture. Data trumps intuition.
Dave Elkington has an extensive background in technology, venture capital and corporate development which has helped him to lead his company to consecutive 50-100% year-over-year growth rates.
7. Brian Ainsley Horn, Author of 6 Reasons Why Authenticity Results in More Sales
“Sales scripts are a way of life for salespeople aren’t they? No matter how well you write your script, they are sure to sound scripted — and if you get off the script?
“Often the conversation can never be recovered. When you be yourself instead of working off a script, there is nothing to remember.
“You just follow your gut and you can always recover the conversation. This is true even if you wind up discussing football scores or last night’s episode of Dancing with the Stars.”
From Forbes to ABC, Brian Ainsley Horn has been profiled and featured on various media outlets. Brian was also named as an “emerging business leader to watch” by Inc Magazine.
9. Jamie Shanks, Partner at Sales for Life
Make each sales rep responsible for monitoring a certain number of competitors using LinkedIn. As you gather competitive intelligence, use it to build a central repository. Who is your competitor connecting to? If you see potential prospects on that list, add them to your spreadsheet. Use this spreadsheet to alert your sales team to deals you might be losing.
Jamie Shanks is a renowned selling evangelist and a pioneer in the field of the digital sales transformation. He has personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations.
10. Tom Hopkins, author of Selling For Dummies
“Without prioritization, it’s difficult to be efficient and productive. Take 5 minutes at the end of every day to sit down, assess and choose the 5 or 6 priorities for tomorrow so you can begin with clarity. Successful people don’t squander effort and energy on unimportant issues.”
Tom Hopkins is a world-leading Social Selling expert and author of the bestselling books like “how to master the art of selling” and “low profile selling”
11. Sean Kester, Head of Product at SalesLoft
“Always Test – There’s no silver bullet when it comes to building a sales process. Figuring out the best place to start is hard, but you have to start somewhere. For example, we use a 7×7 outreach method in our Sales Development team, but that isn’t necessarily going to work for another company who is going after marketing folks. You have to identify who that ideal prospect is and what is going to be the best way to get in contact with them. Is it social media? Phone? Email? Text!? Who knows! You just have to identify what that method is. From there you build touch points off of that.”
Sean Kester is the former Director of Sales Development and the current head of Product Strategy at SalesLoft. He is responsible for building and expanding the SalesLoft Application Ecosystem and enabling teams to connect all their applications into one platform ultimately creating a better sales experience for their customers and buyers.
12. Brian Frank, Global Head of Sales Operations at LinkedIn
“When you have a multi-tiered sales effort, the first thing you want to do is understand the market. You want to go out there and map the competitive landscape. You want to know what your customers are saying.”
Brian Frank is at the helm of the sales operations of the tool that has bought a revolution in the way salespeople carry out prospecting, that is, LinkedIn. I don’t think his sales prowess needs any other validation.
13. Aaron Ross, Author of “Predictable Revenue”
“If you’re doing prospecting, it’s not profitable to focus on smaller customers. Your ideal outbound customer should represent the largest revenue size or opportunity you can find that you can likely win.”
Aaron Ross’ name was on every sales professional’s tips when he released his best-selling book ‘Predictable Revenue’, where he shares the secrets he learned at salesforce.com. He still continues to teach inside selling teams how to scale effectively.
14. Dave Orrico, VP of Enterprise Sales at InsideSales.com
The No. 1 key to success in today’s sales environment is speed. The salesperson who delivers the most valuable information to their customer or prospect first, wins the game. The best sales professionals rely heavily on tools like salesforce.com to provide that competitive advantage for information acceleration.
A veteran of the SaaS technology industry, David Orrico has served several years in overseeing selling and management for various eminent enterprises including Siebel Systems and InsideSales.
15. Seth W. Godin, Former dot-com business executive
“What a great salesperson does is bring emotion to the table.”
Famously known as ‘the ultimate entrepreneur for the information age’, Seth Godin is setting the fire in the sales mad marketing circles for ages now. He has written around 17 books, covering various aspects of sales, marketing, advertising, business venturing and leadership.
16. Matt Heinz, President at Heinz Marketing
Customer point of view. Always. Filter everything you’re doing, saying and pitching through that and you’ll improve just about every metric you care about today.
Matt Heinz is the President and Founder of Heinz Marketing with a marketing and selling experience that expands over two decades. He is also a nationally recognised, award-winning author and blogger
17. Brandt “Bubba” Page, CEO & Founder of Launch Leads
When a prospect asks you to send some information, turn this into an opportunity to set an appointment. Gather the prospect’s email address and send your marketing collateral while you’re still on the call. Ask the prospect to click the link to make sure it works. Once they’ve seen your value, set the appointment.
Before coming up with the idea of Launch Leads, Bubba helped Mortgage Compliance Advisors, LLC (MCA) by driving sales, marketing and operations and took the start-up company to $1 million in sales in their first 8 months.
18. Mike Smalls, CEO & Founder of Hoopla
Sales managers struggle with motivating their teams because it is often assumed that motivation can only be driven internally from the person or that it requires a coin-operated model, such as prizes and rewards. However, we’ve seen companies increase sales productivity by leveraging properly structured competition and recognition programs to create motivation and engagement within their teams.
Mike has more than 25 years experience in the technology industry as a startup executive and as a leader of a variety of teams at larger companies. Prior to Hoopla, Mike was Executive Vice President at ClickEquations, a SaaS Paid Search management tool.
19. Bryan Kreuzberger, Founder of Breakthrough Email
Have you ever played the follow-up game? Before you leave a meeting, make sure you and the prospect have a clear next step. This step must be actionable and measurable. Here is an example: You will talk to them next Tuesday at 2 p.m. Here is an unclear example: I will follow up with you. To put this in action, in your next meeting ask, “What makes sense as a next step?” If they say, “Let’s talk,” then say, “Since we are here, how about we put something on the calendar right now?” Boom, you have your next meeting. If they ask you to send them something, then schedule a time to review it together. “As you requested, I will email you the proposal by this Friday. When does it make sense to review it together?”
20. Miller Heiman, Founder of Miller Heiman Group
“According to customer-satisfaction studies, in order to meet the client’s expectations, salespeople must first understand the customer’s needs before attempting to match a possible solution to the client’s goals. Doing so is the difference between solution-led selling and product-led selling. Yet, although the majority of salespeople believe they focus on selling solutions rather than products, they also admit that they often don’t understand their customers’ issues before presenting a possible solution—an admission that is too often corroborated by the customer, unfortunately. This disconnect can ultimately determine whether a customer chooses your organization’s service or product.”
Miller Heiman is the most prolific name in the sales training, development and marketing industry. Now he is a part of an enterprise-wide system of strategic sales force development— Miller Heiman Group.
To sum it all up…
If you’re working to increase online sales, you need to start trying these time-honoured techniques now. However, before following these make sure to closely look out whether your competitors are using the same technique. If yes, then you can always try some other technique because you don’t want to bore your prospects with something they have seen before multiple times.
Whatever you try, you should base it on the best research and make sure to test it yourself.
So segment your data, see what strategies will work out best for you and your audience and which strategy increases your conversion rate the most. Then keep it the ones that are working to the best for you. And if some of them do not work out, move on to another way to boost therevenue on your site.
Which strategy did you like the most? Which one of them will you use to increase your ROI?
Plus, if you have more strategies, let us know in the comment section below.
So, this was the first post of our weekly listicle. What listicle would you like to see next Tuesday?
Deepti is a senior content writer with AeroLeads. She spends a lot of time brainstorming ideas and writing marketing and sales content. She also has a knack for writing and reading about politics and prevalent social issues and regularly pens letters to the Editor of The Hindu newspaper. When she is not working, you’ll find her socializing with friends or binge-watching Netflix. (And devouring sushi).