7 EXCUSES SALESPEOPLE MAKE FOR NOT HITTING TARGET
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A comic book inspired slideshare exploring the reasons Salespeople use for not hitting their targets.
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Save yourself time and money and check it out below. If you agree with our findings, check out the first of our S&M slideshares and like or share it on your own social media channel of choice.
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This deck came from my experience working at agency, platform and now client side. I've seen so many bad ideas move forward because of basic mistakes, so I did this speech to talk about some of the key things that can be done to prevent a good idea from turning bad.
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1. Observe how quickly someone speaks - fast talkers may lack confidence or belief in what they're saying.
2. Notice if they interrupt others - interrupting is rude and signals a lack of interest in others.
3. Consider their body language - trusting people make eye contact, smile, and appear engaged rather than distracted.
4. Assess their grasp of facts - trusting sources are honest about evidence rather than selective or opinionated. Checking these factors can help evaluate trustworthiness in sales and politics.
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- Successful sales requires understanding the customer's perspective and industry, asking the right questions to identify needs, and customizing solutions rather than immediately discussing price or features.
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Messaging: How to Get it Right
In a recent survey of B2B marketing executives, we learned that messaging is one of the biggest challenges they face. Do they have the right personas? Do they understand the issues that matter to those personas? Do they know how to map the value proposition of their solution to those issues? And do they know how to describe their value in terms that resonate with the people they want to sell to?
It turns out that in many cases, they don't.
When messaging is off, it is like shouting to people in a foreign language -- Nobody understands what is being said. Consequently there will be adverse effects across the marketing spectrum:
- Content Marketing topics will be less relevant
- SEO and SEM strategies will target the wrong phrases
- Web copy will mean little to visitors of your site
- Lead generation campaigns will under-perform
This ebook reviews some of the symptoms and reasons for ineffective messaging, and lists a number of steps readers can take to get it right.
Know:
- Who to call on.
- What to say.
- How to reach them.
More information can be found at:
http://thirdsidesolutions.com/messaging-get-it-right/
12 Principles of Sales Greatness
The document outlines 12.5 principles of sales greatness according to Jeffrey Gitomer. The principles include kicking your own butt, preparing to win or lose to someone who is, personal branding is sales, it's all about value and relationship not price, networking is important, getting in front of the real decision maker, engaging prospects to convince themselves, using humor, being creative to differentiate, reducing risk to convert selling to buying, letting others promote you is proof, using your sixth sense, and resigning your position as general manager of the universe. The overall message is that mastering these principles is key to sales success.
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Marketing and the R Word: This is citrus' in-depth take on how to market during the downturn. We think that most, if not all, of these strategies will work wonders as we swing back up.
Seven steps-to-marketing-success
The document outlines a 7 step system for small business marketing success called the Duct Tape Marketing System. Step 3 discusses the importance of publishing educational content to build trust and educate potential customers. It recommends using a blog, social media profiles, and participating in review sites to generate helpful, trust-building content on a consistent basis. The goal is to position the business as a knowledgeable resource that potential customers will turn to for information and advice.
Seven steps-to-marketing-success
The document outlines the first step of the Duct Tape Marketing System - developing a strategy before tactics. It emphasizes that having a clear marketing strategy focused on the ideal client and differentiation is essential. The strategy involves narrowly defining the ideal client through understanding highly profitable and referring clients. It also involves finding ways to differentiate the business from competitors through interviews with satisfied customers to understand unique value propositions. With the right strategy in place, a business can then surround it with effective marketing tactics.
Nine things product managers need to know about
The document discusses best practices for product managers to effectively support the sales team and sales process. It provides perspectives on how PMs can work with sales to provide necessary tools and information while avoiding becoming too involved in individual sales cycles. It also discusses how PMs can collect useful feedback from the field and prospects to improve products and sales materials.
Why People with Large Egos Are Successful
This document discusses how self-talk impacts success, particularly in sales. It observes that top sales performers generally have positive self-talk where they believe in their abilities and see opportunities, while poor performers have negative self-talk where they doubt themselves and focus on challenges. A key difference observed between a top salesperson and one who was dismissed was their mental messaging - the top performer conveyed messages of success to themselves and others, while the poor performer focused on negatives. The document suggests improving one's self-talk through positive affirmations and gratitude to impact outlook and results.
Successful Careers in Marketing FREE DOWNLOAD
This document provides advice for having a successful career in marketing. It discusses the key roles in a marketing team from Assistant Brand Manager to VP of Marketing. For each role, the document explains the focus and challenges of transitioning to the new level. It also describes the "Idiot Curve" that occurs when first starting a new role where you feel less knowledgeable before gaining experience. The document emphasizes the importance of being consumer-focused, following your instincts, embracing ambiguity, being a brand leader not follower, and acting with speed, simplicity and confidence. It provides tips for what separates successful Assistant Brand Managers from others and the top 10 reasons why ABMs fail.
What Sales Really Needs From Marketing
This document discusses the gap between marketing and sales departments and what sales needs from marketing. It provides 7 strategies:
1. Marketing should focus on generating high-quality leads that are well-defined and nurtured over time, rather than just collecting names.
2. Both marketing and sales must create strong value propositions that clearly articulate the business results and outcomes customers will achieve, rather than just focusing on product features.
3. Marketing needs to provide sales with an understanding of customers' status quo situations and typical decision makers they may encounter.
4. Marketing should make sales aware of potential "triggering events" that could create an immediate need for their products or services.
The document argues
Marketing Strategy Revisited
Used this marketing presentation while teaching a Business Canvas Model Workshop. Looking at the difference between branding and marketing. The changing nature of branding and the basics of sales.
March2015IssueGGI(1)
The article discusses the importance of customer service and satisfaction for small businesses. It provides tips for connecting with customers in a meaningful way and delivering strong service. Some key points include actively following up with customers to understand complaints, making improvements when possible, and handling overcommitment issues through better scheduling. Maintaining satisfied customers is the goal, which requires effort from business owners.
2014 expo relationship marketing v2
This document summarizes a presentation about relationship marketing given by Jim Socci, president of Artistic Toy. The presentation discusses the theory of relationship marketing, how it differs from mass marketing by focusing on building relationships with individual customers rather than selling to the masses. It provides examples of relationship marketing and encourages adopting a mindset of collaborating with customers to determine their individual needs rather than just selling products. The goal is to get, keep and grow customers through permission-based marketing and addressing customers individually through interactive communication rather than mass media.
The Anatomy of a Perfect Email: How to Write Messages That Turn Into Sales
For every $1 businesses spend on email marketing, they get $44 back. That’s crazy.
But to see that kind of success, you need to know what to write. A poorly written message = few (if any) good leads, and even fewer sales.
In this presentation from Business Wise Insiders, you'll learn what you need to do before you start writing your message to set your email campaign up to succeed, how to write an opening line that grabs your prospects’ attention and a call-to-action that entices them to click, and checklist for ensuring your message speaks to and resonates with your prospects.
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7 EXCUSES SALESPEOPLE MAKE FOR NOT HITTING TARGET
- 1. the story begins... Miss(ed) Target Max-ine opportinity Vs.Max-ine opportinity Miss(ed) Target Vs.
- 2. face it - selling ain’t easy. Even the best salespeople feel pressurized & don’t hit target.
- 3. pressure spawns excuses... I hate excuses!!! It feels like people are trying to blame others rather than accepting their own failings.
- 4. what are the top 7 excuses top 7 excuses you’ll hear from a salesperson?
- 5. 1. “WE’RE NOT COMPETITIVE ON PRICE” if only Miss(ed) Target thought about the added value she can offer such as service & training! I need to Sell value not price. we’re too expensive. How can i argue against price?
- 6. Max-ine opportunity did her notes after each contact. her quick note taking made the job less daunting - and she has lots of leads! 2. “I DON’T HAVE TIME TO COMPLETE SALES REPORTS OR UPDATE THE CRM” Update: Roger liked the product, mentioned his challenge and gave me a timescale for purchase Meanwhile on friday afternoon... the new BI mobile app is a timesaver! i’m drowning in my notes i - i don’t have time for this!
- 7. 3. “MARKETING ISN’T PASSING ME ENOUGH LEADS” yes inbound leads swell the sales pipeline but you shouldn’t rely on them alone. you have to research prospects too. My leads Marketing Leads target line My leads Marketing Leads target line conversions conversions it’s marketing’s fault i won’t hit target - i just don’t have enough prospects I am making steady progress by generating leads myself and working on marketing leads
- 8. existing and new prospects have no money for new systems. Problems need savings looking for options challenges resistence no budget 4. “THE ECONOMY IS CRAP, THAT’S WHY MY SALES ARE CRAP!” prospects may be tightening their belts - how can my product help them do that?
- 9. BE A SALES SUPERHERO Superhuman data analysis www.sales-i.com
- 10. 5. “MY TERRITORY IS WEAKER THAN EVERYONE ELSE’S” you can still be successful with smaller cities, regions or rural territories. a little research will highlight quick wins. if i had the city it would be easy to hit target!
- 11. 6. “IT’S NOT ME, IT’S THE PRODUCT” Rrrrough comment! are you really selling something that bad?!then how are your colleagues hitting target whilst you fail? you need to Believe in what you’re selling, understand how your high performing colleagues are selling it and really get to the root of the problem that the product solves so you can pitch it better to your prospects.
- 12. 7. “MY PIPELINE IS STACKED FOR nEXT MONTH” Don’t concentrate solely on the big deals that have a 10% probability of closing pluck! mix up your strategy and pick the lowhanging fruit. these will help you hit yourtarget; the big deals will just make youlook like a superstar.
- 13. stop fighting me miss(ed) target! join me and we can both win! of course i will! teamwork makes the dreamwork! maybe we aren’t enemies after all Max-ine opportunity. can you help me overcome the 7 excuses?
- 14. Find your sales superpowers www.sales-i.com