Blog - Sales Advisors of Florida

25Apr 2024 by VidereCreative

Effective Sales Management – The Formula

Newsletter

It’s a fact – salespeople can be hard to manage. If you know me, you know I like to say that they are a unique combination of independent and needy. This drives some management types crazy.Being a highly effective sales manager is a tough job. How do you know if you or your sales manager are effective? Great sales managers thrive on getting results via other people – their sales team members. They know how to motivate their team and get out of their way.For those who haven’t cracked that code yet, in this blog I’ll outline how to get the most out of your sales team with a proven management process and cadence. I’ll also review why being or having a highly effective sales manager is critical to achieving…

27Mar 2024 by VidereCreative

How To Unstick Deals in the Proposal Stage

Newsletter

The dreaded proposal black hole! You have a good conversation with somebody interested in what you do and perhaps you have shared a presentation or a demo with them to take a deeper dive. They seem interested and you are excited about moving them to the next step – your proposal. You and your team invest time to create a proposal that restates their problem and how you can fix it. Anxious to get it in their hands, you send the proposal via email and then you…. wait. And wait. And wait. We’ve all experienced the dreaded proposal black hole. Sometimes, there’s no way around it. But usually, there are valid reasons why deals get stuck at the proposal stage. Why Deals Get Stuck For starters, communicating such important…

31Jan 2024 by VidereCreative

Pipeline Stalled? Here’s How to Jumpstart New Leads

Newsletter

Maintaining sales pipelines requires a significant amount of time and effort to establish channels of communication, generate relationships, and build trust. This is why it can be a very stressful experience when one of your channels slows or seemingly stops altogether. You may find yourself thinking, “what did I do wrong?” or “why aren’t these strategies working?” While there may be some factors at play that are out of your control, with a little digging, you can discover areas of your sales strategy that could use some improvement. Rest assured, once you determine what’s causing the hold-up and make the necessary changes, you can get your sales pipeline back up and running and jumpstart new leads. Determine the Cause Sales pipelines can slow for many different reasons, so your first…

15Dec 2023 by Amanda

Reflections on 2023 and Expressing Gratitude

Newsletter

I’m sure you’ve heard by now that the sales landscape for companies of all sizes has undergone significant transformations over the past year. Quite frankly, it’s been head-spinning. AI assisted tools are helping salespeople find buyers who want and need what they have with more precision than ever before. Buyers are also much more sophisticated and informed as a result of having more information and control than ever before, making it crucial for sales teams to adapt their strategies accordingly.Now more than ever, an impactful and successful sales approach must strike a balance between technology and human expertise to drive sales success and propel businesses towards a prosperous 2024.Reflecting on AI in the Sales LandscapeOne of the key recent changes has been the refinement of AI assisted sales enablement tools. Bots…

10Nov 2023 by Amanda

Client Retention Alert! Hold Your Annual Business Reviews Before the End of 2023

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Have you ever lost a client and it came completely out of the blue? I bet you weren’t holding annual business reviews with them. Annual business reviews (ABRs) are a great client retention tool. Why? They allow you to collect valuable feedback on what worked well and where you can improve going forward, gather intel on what’s going to be important to your clients in the next year, and uncover new opportunities to partner. Unmatched Benefits of Annual Business Reviews Annual business reviews are 1-2 hour meetings held once per year where you meet with key clients to discuss how they did in the previous year, their initiatives for the coming year, and how you can help them reach their goals. Unlike client satisfaction surveys, ABRs are usually well received…

04Oct 2023 by Emily Robertson

4th Quarter Push – End the Year Strong

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If you operate on a calendar year, by this point you have a pretty good idea whether you’re likely to meet your sales and revenue targets for the year. You should have nine months of history and a sales pipeline that gives you visibility into the next several months of deals likely to close. If you are looking good, congratulations! However, some companies might be coming to the realization that they are facing quite the challenge of reaching their goals before year end. What do you do if you need a 4th quarter push? Here are some tried and true suggestions. Customer-Facing Year-End Strategies Review the opportunities in your pipeline and prioritize those that are the most likely to convert, even if the projected date is after the end of…

25Aug 2023 by Lindsay

Sales Training Programs – An Overview: Part 2

Sales Training

In Part 1 of “Sales Training Programs – An Overview,” we delved into the evolving sales landscape and the pivotal role of training programs in fortifying your sales force for increased revenue generation. We took a look at one program, Dale Carnegie Training, great for building core sales skills. Expanding on this information, in Part 2 we are exploring three more distinct, high-impact training programs that hold the potential to arm your salespeople with indispensable skills for driving sales growth. Sandler Sales Training The Sandler Sales Training program emphasizes selling techniques that use persuasive selling to prioritize getting to the deal closure stage using a structured sales process. It provides training on active listening, effective questioning techniques, and creative, but structured, ways to deal with obstacles. Framework and Effectiveness: Follows…

27Jul 2023 by Lindsay

Sales Training Programs – An Overview: Part 1

Sales Tips

By now you know that the sales landscape has undergone significant changes in recent years, driven first by the effects of COVID on normal business transactions and more recently by advancements in technology, changing buyer behavior, and an increased emphasis on customer-centric selling. What has worked in the past may not work well or at all now. Are your salespeople prepared to make the adjustments they need to remain effective in their roles of driving your revenue generation engine forward? Maybe it’s time to refresh their training to equip them with key new skills and techniques they need to be successful. Changes in the Sales Landscape Here are some of the notable changes in how to effectively sell today and the skills required: Shift from Transactional to Relationship-Based Selling: selling…

23Jun 2023 by Lindsay

What Is Sales and What Is Marketing?

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In my experience, it’s not uncommon for small to medium B2B clients to blur the line between sales and marketing. That’s understandable because many of these clients are often adding a traditional sales function to their businesses for the first time and have limited experience with both sales and marketing. They may have hired a salesperson or used a marketing company in the past, but now they are at a stage where they need to build a proactive sales approach that needs to be supported by a marketing strategy. While it is important to have both, and both go hand-in-hand, sales and marketing are two distinct functions that play key roles in driving business growth and generating revenue. So, let’s explore what is sales and what is marketing. What Is…

29May 2023 by Lindsay

Think Like a Buyer: Shifting Perspectives for B2B Success

Sales Tips

After spending the first half of my career in sales and marketing, I went to work for one of my clients in purchasing. I thought it would be interesting to understand the other side of the desk. My experience in both selling and buying gave me a unique perspective in crafting deals that were a win-win for both the buyer and the seller. What I learned should be helpful to you, as well. How to Think Like a Buyer Every buyer is different, yet customers expect an easy buying experience that is tailored to their unique needs. According to Gartner research, 77% of B2B buyers said their last purchase was difficult. So how can you make their decision and the buying process easier? By shifting your perspective to think like…