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What it Takes to Be an Effective Sales Team Leader

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Leading a sales team can be a challenging yet rewarding experience. Even if you were the star salesperson, becoming a leader is an entirely different game. You aren’t responsible just for your success, but for the success of an entire group of salespeople, and the company depends on you. There are many different sales methodologies and tactics out there, and you need to make sure you are passing the best ones down to your team. Here are three things that it takes to become an effective sales leader. Learn to Conduct Thorough Pipeline Reviews The pipeline is the heart of your team’s sales process. When you’re a salesperson, the pipeline allows you to keep track of all your leads and customers as they move through the sales process. However, as a sales manager, it is much more than that. This review is where you can have a significant impact on your team. The best B2B and SaaS sales training will teach you how to conduct proper pipeline reviews. A thorough pipeline review consists o...
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Why It’s Important to Value Yourself in a Sales Relationship

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The relationship between a salesperson and a potential buyer is an ever-changing dynamic. However, too many salespeople lose out on sales, slow down deals, and get pushed around because they take a lower position in the relationship. You aren’t there to bend to every whim of the client. You are there to help solve their problems as a collaborator. To achieve this, you need to assume an equal position in your interactions. By doing this, you’re better able to highlight issues, improve objection handling in sales , and set boundaries for yourself. Here are a few tips to help you create an equal relationship between yourself and your potential buyer. Get Their Attention, Then Their “Yes” You aren’t always going to start on equal footing with a customer. First, you need to get their attention. Just like every mall kiosk or street vendor you’ve ever walked past, they have to show you why it is worth your time to stop and check out their product. That can be a challenge in itself. After al...
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What You Need to Know About Your Customer’s Current State

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If you want to earn a buyer’s business, you need to know the ins and outs of their current state. This is where they are, with all of the facts, problems, desires, worries, and motivations they currently have. As a salesperson, understanding this current state is key to positioning your product or service as the bridge to their ideal future state. The best B2B and SaaS sales training can teach you how to explore the details of the current state. Here are four areas you need to know about your customer and their current state to help you move through the sales process. The Physical Facts The first details you should discover about your prospect’s current state are the cold hard facts about their business. You need to understand how their company operates, what they specialize in, and their plans for the future. The best virtual sales training will teach you how to learn and understand these facts so you can enter the meeting as an educated seller ready to help diagnose th...
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How Comparing Future States Can Help You Land More Sales

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Through the discovery process, you can better understand the problems in your buyer’s current state. Their revenue numbers are down, they can’t grow their brand, their competition is passing them by, etc. Whatever their problems are, you know you and your product or service can solve them. The best virtual sales training programs will teach you to move on to the next stage: Figuring out their desired future state. What do they want, and most importantly, how can you help them get there? By comparing two different futures states, one with your product or service and one without, you can keep your buyer engaged. Here’s how to do it. The Future State Without You and Your Product The first future state you can draw attention to is the one without you and your product. Simply put, this is just an extension of the customer’s current state and the problems they are currently facing. Show them how the root causes of their problems will be there in the future and how sticking to...
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How to Build an ICP to Help Your Sales Prospecting

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When selling anything, it’s vital you know who you are selling to. If you just open the phone book and start dialing random businesses, you probably won’t achieve much success. However, if you build an ideal customer profile (ICP), you can narrow the range and identify people most likely to need your product or service. From there, you can dig deeper into their problems and business operations because they match your ICP. The best in-person and virtual sales training programs can teach you how to build and implement an ICP. Here are a few things to know about building an ICP. Building an ICP Starts with Identifying Problems Before you have created your ICP, you should know what kind of problems your product can solve. For instance, let’s say there’s a new surfboard company in town that specializes in surfboards that are easy to handle and perfectly balanced. The problems they solve, balance and handling, are common among beginners, more so than professionals. So their ICP is a rooki...
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How Salespeople Can Overcome 3 Common Price

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When selling to a prospect, objections can seemingly come out of nowhere. One minute, your buyer is nodding their head and actively listening to your presentation. The next minute they interrupt and tell you they don’t think your product is worth the cost. This may seem like a wrench in your plans, but it doesn’t have to be. Objection handling in sales comes easy when you have correctly identified and sold to the “gap” between your customer’s current and future states. Their current state is full of problems (even if they don’t know it), while the future state has growth and profits. If you have made a complete and thorough discovery and adopted sales methodologies focused on this gap, these price objections are almost too easy to overcome. In fact, if you do your research and sell to this gap effectively, you might not even hear any objections! Here are three objections you’ve probably heard before and how you can overcome them in the future. “Your Product Is Too Expensive…” This...
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The Most Important Question to Ask Your Prospects

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Curiosity is at the heart of every good salesperson. Because you need to understand so many different things about your potential buyer, asking the right questions can make or break a deal. The best B2B and SaaS sales training programs teach you to ask many different questions, but one stands out above the rest. When trying to discover your client’s current state, this question is your best tool.  The Most Important Question: Why? It doesn’t matter your industry, asking “why” is the key to your success. If you don’t ask “why,” you might never fully understand your customer’s problems or diagnose the root causes of these problems. Imagine you are a car salesperson. A young couple comes in and wants to find a car with great gas mileage. Instead of jumping to conclusions and showing them the hybrid coupe you have, you should ask them why they want good gas mileage in the first place. Well, they take a lot of camping trips far away and want to save on gas. Is a hybrid co...
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