Professional Sales Tips you'll learn today on The Sales Podcast...

• B2B buyers want to be in control of and drive their research and overall buying process
• Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors.
• Here are the 3 new rules of sales and marketing
• Here's a fresh approach to the B2B sales funnel

 

Related episodes and posts

• LinkedIn Ain't Selling Says Sales Trainer Lance Tyson
• How To Make Your Prospects Thirsty, With Harry Maziar

• Co-founder of a CRM/marketing automation company
• His clients say they need something new
• Has been in sales & marketing for over 30 years
• Was at a board meeting presenting his pipeline and projections
• He was challenged "How confident are you in these projections?"
• How good are you at forecasting and predicting?
• He was doing more guessing than the should have been
• Most of the sale happens when the salesperson leaves the room
• Prospects want to feel like they're in control of the buying prospect

How good are you at forecasting and predicting?"

• Get the prospect into the revenue zone
• Is there demand for what you offer?
• Do they trust you?
• How do you lay out the yellow brick road?
• Not focused too much on the prospecting side of things in this book
• It's easier to get a meeting, but harder to get a meaningful meeting

A confused mind says 'no.'"

• Don't stalk your prospects...educate and support them
• Prospects get confused and overwhelmed with all the data
• Help your prospects avoid the rabbit holes
• Help them avoid being overwhelmed
• A confused mind says "no"

Is there a pending event?"

• Usually a buying team at larger companies
• Take your current sales cycle and reverse engineer it
• Where are the bottlenecks?
• Where are the trends?
• This is great for marketing leaders who are working more closely with sales
• This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople
• Sales professionals should continue qualifying/disqualifying
• Is there a problem?
• Is there a pending event?

Sales Growth Tools Mentioned In The Sales Podcast

• Get Tom's book "The Revenue Zone: The Ultimate Playbook for the Next Generation of Sales, Marketing and Predictable Revenue Growth."
• Visit Tom Burton's website