Achieving your sales quota and exceeding them can get challenging. With the competition out there, the ones who provide a superior sales experience to the buyers are the ones who close the most shiny deals. The most important factor in achieving those goals is- YOU

1. 7 C R I T I C A L
S A L E S T E C H N I Q U E S
Y O U N E E D I N 2 0 1 8
B H A W A N I S R I V A S T A V A
W W W . S A L E S E D G E . I N
B 2 B S A L E S T R A I N I N G & C O N S U L T I N G

2. Achieving your sales quota and exceeding them can get challenging. With the
competition out there, the ones who provide a superior sales experience to
the buyers are the ones who close the most shiny deals.
The most important factor in achieving those goals is- YOU
LISTEN
UP!
SALESEDGE-B2BSALESSOLUTIONS
L J

3. W W W . S A L E S E D G E . I N
7Here are Quick Tips That Will Help You Crush
Your Sales Goals in 2018

4. W W W . S A L E S E D G E . I N
1COLLABORATE
Collaborate with your buyers and
bring them insights

5. B2B SALES TRAINING | SALES CONSULTING
SALESEDGE - B2B SALES SOLUTIONS
WINNERS
SALES
COLLABORATE
With buyers 73%
PERSUADE
UNDERSTAND
Buyers that they will achieve
results - 70%
Buyers needs - 73%
LISTEN
To Buyers - 75%
Sellers who win the most sales,
collaborate with buyers almost three
times as often as the sellers that
come in second place.

6. SALES TRAINING| SALES CONSULTING
DO IT
HOW TO
Set a meeting that opens the doors for collaboration.
Ask meaningful questions early in the selling process that
forces the buyers to think.
Take buyers roadblock and give them examples on how it has
been solved by you at other places.
Inspire the buyer with greater responsibilities that your
solutions can have.
Once the buyer starts wondering about the solution, they talk
themselves into desiring the solutions you have to offer
SALESEDGE - B2B SALES SOLUTIOS

7. W W W . S A L E S E D G E . I N
2 KEY ACCOUNTS
Maximise Sales To Your
Key Accounts

8. SALES TRAINING| SALES CONSULTING
DO IT
HOW TO
Strategic account managers should proactively drive strategic
sales opportunities rather than reactive buyer queries.
Make a systematic process of building and executing account
plan. Ad-hoc processes can never drive results.
Hold team accountable for driving new opportunities; so they
hold themselves accountable too.
Make sure teams have the skills to build relationships with
executives who can act. on new investment ideas, and are
most likely to respond to a KAM treatment.
SALESEDGE - B2B SALES SOLUTIOS

9. W W W . S A L E S E D G E . I N
3VALUE
Creating Value Is The Key - Most organisations
understand the importance of driving value in their
sales process but very few organisations do it. Your
teams need to be trained to be able to link the
impact of your solutions to the clients business
objectives.

10. 01
That Elephants are the only
mammals who cannot jump and
only 12% of companies have a
value based sales process
DID YOU
KNOW?

11. THOSE WHO CREATE VALUE FOR
THEIR CUSTOMERS ARE:
Of buyers find their
meeting with sellers
valuable
ONLY
42%
39%
54%
90%
HAVE A LOWER UNDESIRED SALES TURNOVER
HAVE A HIGHER WIN RATE
MORE LIKELY TO GROW REVENUES
WWW.SALESEDGE.IN
caff.coSALESEDGE - B2B SALES SOLUTIONS

12. W W W . S A L E S E D G E . I N
4
DISCOUNTING
You will close far more sales when you eliminate price
and the idea of discounting from the sales process
and focus 100% on the customer. Focus on driving
value, and prove that what you are selling works.

13. SALES TRAINING | SALES CONSULTING
SALESEDGE - B2B SALES SOLUTIONS
YOUR SALES
DISCOUNTING HURTS YOUR CREDIBILITY
Customer begins to question
the entire value proposition.
EXPECTATIONS
Customer starts expecting
further bigger discounts after
the first one.
Organizations that discount more
than 50% of their sales opportunities
win only 41% of their business
compared to 48% of those who
discount less frequently

14. W W W . S A L E S E D G E . I N
5SELL TO POWER
90% of the times, sellers only need to
convince one person in the buying
committee. The key decision maker

15. W W W . S A L E S E D G E . I N
S A L E S E D G E - B 2 B S A L E S S O L U T I O N S
F I N D T H E P O W E R
Choose the Right Executive-
Target the executive that
“stands to gain or lose the
most from your sales
opportunity.”
Focus on the big payoff - If
what you're selling can't be
summed up with “here's
how much money this will
make you/save you,” then
the buyer in power will
listen
F I N D T H E P O W E R A N D I N S P I R E
T H E M W I T H Y O U R S O L U T I O N S

16. W W W . S A L E S E D G E . I N
6
DE-RISK
Minimize buyer risk. - The value of your
business is not defined by your net worth
but by your customer's satisfaction

17. Relationships
With Power
Which delivers on their Business and
Personal goals . Create plans/offers that
reduces customer’s perception of risk.
A network security organization,
Algosec has been practicing money
back guarantee offer to their clients
since 2005, they have reached more
customers and have grown key
accounts.
Create !
ZIMCORE HUBS • PAGE 5

18. M A G N E T M A R K E T I N G
7INVEST IN SALES
TRAIN THEM !
Top performing sales organisations are 63%
more likely to say they have a good or excellent
investment and focus on sales training.

19. Quality sales training program can
produce significant benefits for a
sales team in an organization. In a
survey conducted by CSO insights it
was found that post sales training-
More reps achieved their sales quota
Higher win rates
More reps aligned solutions to customer
needs
Shorter sales cycle
More qualified funnel
High!
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20. L E T ' S B U I L D
Y O U R D R E A M T E A M
W E A L S O W O R K W I T H
G R O W @ S A L E S E D G E . I N