Sales Tips Archives - Sales Advisors of Florida

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…

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…

15Mar 2023 by Lindsay

How You Can Benefit from Our Sales Priority Audit

Sales Tips

There are natural cycles of growth and plateaus that companies experience as they mature and move through the identified stages of business growth, which are start up, growth, maturity, and renewal or decline. Although the plateaus are alarming when they happen, they are a clear signal that the company leadership needs to do something differently to continue to grow.When sales stall during a plateau, it’s often difficult and frustrating to identify what changed and how to fix it. Sometimes, the changes are external, like new competition or disrupting innovation. Sometimes the changes are internal, like ineffective salespeople or a lack of accountability.So, we created the Sales Priority Audit to help companies identify the top 3 actions they need to take to jumpstart their revenues. It’s a quick and easy way…

27Feb 2023 by Emily Robertson

Is Outsourcing Right for Your Company?

Sales Tips

Until recently, growing businesses that needed sales management would assign this role to the CEO or another high-level person, or spend a great amount of effort hiring their own manager without fully understanding what to look for—then ending up with a bad fit. Now, many companies look to outsourcing sales management. Not only does it save time, money, and resources, but it also gives your team access to someone who knows how to support your growing business through effective sales practices and management. If you’re ready to scale your business but you’re not sure if outsourcing is right for you, consider these 5 signs it’s time to outsource and the top three benefits of doing so. 5 Signs You Should Outsource Sales Management Outsourcing is a practical solution for many…

24Jan 2023 by Lindsay

Thinking About Hiring A Salesperson? It’s Not Easy!

Sales Tips

Salespeople are an important part of any growth-oriented organization. However, to do it right, finding and keeping high performing salespeople always take more work than you think. If you don’t put in this work on the front end – during the hiring process – you will experience the all-too-common revolving door of salespeople. How to Find Top Performers Finding the best salespeople is difficult because often they are already employed. But that doesn’t mean they are unattainable. The most effective strategy for finding top performing sales talent will be to both attract qualified active job seekers in addition to targeting and pursuing passive job seekers who perform well in their current role but may feel they aren’t in a position to look for a new job.Create a winning job description…

12Oct 2022 by Lindsay

The Key to Business Growth: Accountability

Sales Tips

As a CEO of a small company, you’ve likely experienced growing pains as your company moves from one stage of growth to another. And you’ve probably learned that there are times when your business is growing so much, you and your team are struggling to keep up. When you get to this point, a system of accountability may be just what you need to get everybody on your team aligned with where the company is heading and make clear their roles in the company’s growth plan. Benefits of a System of Accountability A system of accountability is simply a process for running your business that creates clarity and accountability for your leadership team members and the departments they run. There are several options that are suitable for growth-minded companies, including EOS…

08Sep 2022 by Emily Robertson

Be Prepared – Make a Recession Plan for Your Business

Sales Tips

Every recession or economic downturn is different. What we DO know is that historically economic climate changes happen very suddenly, regardless of warning signs. Unemployment rises, there is less consumer spending, and businesses make fewer sales. Recent changes to the housing market is a good example of how radical changes to buyer habits can happen overnight. Have you given any thought to how you can plan for resilience during an economic downturn? It is game changing to be proactive to mitigate the impact of a recession on your business. Here are some tips to help you with your recession plan. Determine if Your Current Products/Services are Recession-Proof Customers buy and spend less during a recession, so it is important to evaluate your current products and services to determine if they…

09Aug 2022 by Emily Robertson

Want More GOOD Leads? Outsource Your Lead Generation!

Sales Tips

Lead generation used to fall squarely on the shoulders of sales reps. Afterall, their job is to get new business, so they should be able to bring in leads, right? Well, times have changed. Generating quality leads takes a specific messaging strategy and multichannel prospecting (email, LinkedIn, calling). Sales reps need to be good at moving people through the sales pipeline, but they often don’t have the skills necessary to craft and conduct effective lead generation ideas. In fact, 40% of sales reps say lead generation is the hardest part of their job. One solution: outsource the lead gen. What is Outsourced Lead Generation? Outsourcing your lead generation involves bringing in an outside company to research leads, drive them to your sales team, and trigger sales growth for your business.…

22Jul 2022 by Lindsay

What Is a Fractional Sales VP?

Sales Tips

Are you looking to grow your business, but so far what you’ve tried hasn’t worked? How does this sound…you can hire a sales expert with proven results temporarily to help your team lay a foundation for successful – and sustainable – revenue growth. That is what a Fractional Sales VP can do for you. A Fractional VP is an outsourced C-level executive that works for you part time. Typically, they work with small to medium sized businesses working towards sales growth that don’t have the need or budget for a full-time sales leader. Sales VPs are expert managers of people, sales strategies, and sales processes. Your particular situation will dictate how long a Sales VP will need to work with you. Often, an engagement lasts 9-12 months, giving them the…

18Jun 2022 by Emily Robertson

How to Make Messaging All About the Customer

Sales Tips

Messaging is crucial for business growth and success. If not done properly, it can cost you the opportunity to reach customers who would benefit from your services. In my video below, I review the importance of focusing your messaging on the customer’s problem and your solution to that problem. Continue reading for three ways to craft your sales messaging around your customers. The trick is to think like the buyer – what catches their attention and motivates them to respond? https://youtu.be/b7hp_qPFTeM 1. Unique Value Proposition A unique value proposition (UVP) is a clear and concise statement that defines the benefit your customers will receive from your service. To construct a UVP, consider customer challenges and how you can solve their problems. Many businesses lack a well thought out value proposition…

Category: Sales Tips