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The
Changing Face of Sales
How
sales has changed over the past few years and
how to adapt
Over the past few years the
sales environment has changed in a number of
ways. The reasons are vast but typically relate
to the changes in our society, economy, business
models, technology and more. When it comes right
down to the actual selling environment, there
are a few distinct attributes that stand out
today that didn’t seem to be as noticeable, or
even a factor, just five or six years ago. The
key for all sales organizations and individual
sales professionals alike is to understand and
adapt to these changes. Few organizations today
still live through the experience of the ‘90s
where prospects would actually call them and buy
something without having to work hard at finding
and acquiring these leads. Back then, even poor
sales performance was rewarded with revenue and
quota achievement, in spite of a lack of skills
and hard work.
Now that things have changed and the phone
doesn’t seem to ring off the hook for many
businesses, sales people have to work harder to
find and sell to these illusive prospects. In
order to be successful in sales today you, as a
sales professional, need to understand what
changes have occurred and then work harder and
smarter to make sure your prospects believe that
your offerings will solve their problems and
that what they are purchasing is better than
your competitors’ offerings. Let’s discuss a few
major changes that have occurred to get a better
understanding of what you might need to adjust
in order to adapt and become even more
successful in sales today...Read
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Spice Up Your Marketing
Finally an easy and effective way to create
Press Releases
I’m a sales guy, not a
marketing guru. But I have spent a number of
years in marketing roles, so I consider myself
pretty knowledgeable about marketing stuff. I
especially need to keep abreast of what’s hot
and what’s not on the marketing front since I
need to market my own company and the services I
offer. For anyone reading this article who is
wondering why I’m talking about marketing, it’s
simple. In order to start the sales process, you
need to have leads. In order to get leads, you
need to get exposure and to generate awareness.
One way to do this that is often overlooked by
business owners, sales managers, entrepreneurs
and even sales reps is the press release. If you
convince a reporter to write about you, they
help convince thousands of potential customers
to buy from you. The press release is a valuable
tool for generating this interest, and hence
more leads for your sales engine.
Many business people believe that writing press
releases is the function of a PR firm and not
something they should even attempt on their own.
I tended to agree with this to a point, mainly
because I haven’t found an effective way of
writing a good press release myself and getting
it into the right hands for publication, or at
least mention in trade journals, newsletters,
web sites, and more. It’s because of this that
the do-it-yourself approach is avoided by many
companies and, for those that can afford it,
instead opt to hire a PR firm to handle this
mysterious marketing necessity. That is, until
now...Read
More
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Helping Businesses Acquire & Retain Customers
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Hot
Topix!
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Look who's
been interviewed on CRM Talk Radio.
Listen to
Russ Lombardo's interview about CyberSelling (approx. 50 mins)
This interview is FREE until July 27. Don't
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PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
address is sales@PeakSalesConsulting.com
and our mailing address
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