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5 Lessons for Salespeople - from your Future Customer

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If we've heard it once we've heard it a thousand times: sales has changed. But when it comes to adapting your sales process to the modern buyer, where should you turn for the best advice? The internet? Industry thought leaders? Nope, the only place you can truly rely on for accurate information is of course, to ask your buyers themselves.

But we know it's hard to find time when you're a busy sales rep working tirelessly to hit your monthly targets, so we did the work for you. HubSpot surveyed not only hundreds of consumers but also salespeople to see if there was a disconnect between how buyers buy and how sellers sell. Hint: There was a huge disconnect!

Find out how to tweak your sales process to match how your buyer wants to buy by reading through this SlideShare.

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5 Lessons for Salespeople - from your Future Customer

  1. 1. From your Future Customer 5 Lessons for Salespeople
  2. 2. Sales has always been about one thing…
  3. 3. And to be fair, it worked well up until the time when a little thing called The Internet was invented.
  4. 4. And with that, everything changed.
  5. 5. And with that, everything changed. The customer is now more informed and in control than ever before.
  6. 6. It’s time for salespeople to sit up and listen…
  7. 7. …or risk getting left behind.
  8. 8. At HubSpot, we did a ton of research on modern buyer behaviour and how it compares to how salespeople currently sell.
  9. 9. Here are the 5 most crucial lessons for being a successful salesperson in 2016 and beyond. Brought to you, by your future customers…
  10. 10. Lesson No. 1: Get Your Priorities Straight
  11. 11. Closing more deals was the no. 1 priority for 70% of salespeople in 2016.
  12. 12. Closing more deals Improving funnel efficiency Reducing sales cycle length Social selling Training the sales team Improving existing sales Investing in sales enablement Investing in a CRM Other Don’t know/ not applicable 70% 47% 31% 28% 27% 25% 16% 13% 3% 3% What are your companies top sales priorities for the next year?
  13. 13. But here comes the lesson for salespeople…
  14. 14. 62% of buyers felt their salesperson did not listen to their needs.
  15. 15. And 44% said their salesperson did not try to be helpful.
  16. 16. Is it any wonder that the majority of salespeople are closing less than 10% of their leads into sales? Don't Know Over 50% 41 to 50% 31 to 40% 21 to 30% 11 to 20% 10% or less What is the average percentage of leads your company converts to sales?
  17. 17. “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” Bob Burg Bestselling author of The Go-Giver and Endless Referrals “
  18. 18. Lesson No. 2: Timing is Everything
  19. 19. Pop Quiz!!! On the first sales call, what should the goal be?
  20. 20. A. Find the decision maker?
  21. 21. A. Find the decision maker? B. Discuss the company’s overall goals?
  22. 22. A. Find the decision maker? B. Discuss the company’s overall goals? C. Uncover the reason for the purchase?
  23. 23. A. Find the decision maker? B. Discuss the company’s overall goals? C. Uncover the reason for the purchase? D. Discuss budget and timeline for the purchase?
  24. 24. If you answered any of the above, you are…
  25. 25. If you answered any of the above, you are… WRONG!
  26. 26. It turns out there is a huge disconnect between what buyers want and what salespeople think they want.
  27. 27. 58% of buyers want to talk pricing on the first sales call
  28. 28. “ “Sales is really as simple as getting your leads to ask questions and focusing on answering them.” Josh Harcus Author of ‘A Closing Culture’ Watch Josh speak atInbound Sales Day on Sept 14th-it’s 100% free! Register here
  29. 29. Lesson No. 3: Be More Human
  30. 30. There is also a disconnect between how salespeople see their approach and how it is perceived by their customer.
  31. 31. How sales reps say they approach buyers vs. what buyers with negative sales experience encountered. Sales say they avoid being pushy. Buyers with negative experiences say sales did not avoid being pushy.50% 84%
  32. 32. To add to that…
  33. 33. How sales reps say they approach buyers vs. what buyers with negative sales experience encountered. Sales pros say they research a buyer before they call. Buyers felt the pitch was not tailored to their needs.74% 63%
  34. 34. Oh Dear.
  35. 35. Oh Dear. 63% of buyers felt the pitch was not tailored to their needs.
  36. 36. “ “The world has had enough of pushy sales tactics. When you come from a place of service with your prospect’s best interest in mind, your whole business improves.” Amanda Holmes CEO of Chet Holmes InternationalWatch Amanda speak at Inbound Sales Day on Sept 14th -it’s 100% free! Register here
  37. 37. Lesson No. 4: Be There When You’re Needed
  38. 38. Today’s buyer knows what they want and when they want it.
  39. 39. Today’s buyer knows what they want and when they want it. The role of a salesperson is to be there when they’re needed.
  40. 40. 60% of buyers want to talk to a salesperson when they are in the consideration stage. 19% 60% 20% Awareness Stage When I’m first learning about a product Consideration Stage After I’ve researched and have a shortlist Decision Stage After I’ve reviewed my shortlist and am ready to buy
  41. 41. And they want to know about product features and functions above all else. 51% 42% 41% 36% 36% 32% 28% 22% 19% 19% Product information, features and functions Product ratings and reviews Peer experiences Customer case studies Demos Best Practices Expert opinions, media coverage, or reports How-to guides or checklists Survey results or research Other
  42. 42. “ “Start your day by thinking strategically on how you can help one customer better navigate their buying journey - what can you teach them today that they didn’t understand yesterday?” Jamie Shanks CEO of Sales For Life Watch Jamie speak atInbound Sales Day on Sept 14th-it’s 100% free!Register here
  43. 43. Lesson No. 5: Don’t Be the Obstacle to Your Own Success
  44. 44. According to salespeople, getting a response from prospects is their biggest challenge. What is more difficult to do in sales compared to 2 to 3 years ago? 40% 34% 27% 27% 23% 22% 20% 14% 12% 19% 14% 11% 11% 8% 2% Getting a response from prospects Closing deals Engaging multiple decision makers at a company Identifying/prospecting good leads Avoiding discounting/negotation Incorporating social media into the sales process Connecting via phone Using sales tech in my day to day job Connecting via email Doing research before making initial call / writing initial email Sourcing referrals Keeping someone on the phone Delivering a presentation Other
  45. 45. But let’s consider that for a second…
  46. 46. Salespeople are expecting a response from their leads without:
  47. 47. Salespeople are expecting a response from their leads without: 1. Researching them first
  48. 48. Salespeople are expecting a response from their leads without: 1. Researching them first 2. Listening to their needs
  49. 49. Salespeople are expecting a response from their leads without: 1. Researching them first 2. Listening to their needs 3. Giving them the information they want when they want it.
  50. 50. Don’t be the biggest obstacle to your own success.
  51. 51. Being a salesperson today doesn’t need to be a challenge. Your buyer’s are more clued in than ever, which is actually an advantage for you.
  52. 52. Give your customer what they want, when they want it... …and your new challenge will become figuring out how to spend all that additional comp you’re earning!
  53. 53. INBOUND SALES DAY 2016 Get the Sales Playbooks for Multi-Million Dollar Companies to Grow Your Revenue. September 14 CLAIM YOUR FREE SEAT

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