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Internet savvy salespersons will always be one step ahead. They will use internet tools, AI apps, software plugins, social media platforms to research about their prospective clients, competition, market, and segment behavior, to be well prepared for high quality sales interactions, especially when meeting CXOs. Most importantly, they will leverage their knowledge to create wonderful proposals, presentations, customer communications and be on top of their mandatory trainings and certifications. They will build their LinkedIn network, actively post relevant and attractive information, and generate opportunities to interact with potential prospects. They would be experts in using virtual meeting apps like Zoom and Teams to be in touch with their customers and work smartly. A champion salesperson makes the internet work for them. In this series of Salezart Success Sutras I will talk about A to Z of Selling, 26 key characteristics that make a Champion Salesperson. Make sure to provide learning opportunities and develop your sales team to become the best in class by helping them imbibe these characteristics. Happy Selling.

The “SPIN Selling” methodology is a popular sales technique that helps sales professionals conduct more effective and consultative conversations with potential customers. It was developed by “Neil Rackham“ and introduced in his 1988 book, “SPIN Selling”. The acronym “SPIN Selling” stands for four types of questions that are designed to guide the sales process: - Situation: Questions that help the salesperson understand the prospect’s current situation and context. - Problem: Questions aimed at identifying and discussing the prospect’s specific problems or pain points. - Implication: Questions that explore the consequences or implications of the prospect’s problems, helping to amplify the need for a solution. - Need-payoff: Questions that get the prospect to think about the benefits and value of solving their problems, essentially leading them to understand the payoff of the proposed solution. The goal of “SPIN Selling” is not just to sell a product, but to build a relationship with the prospect by understanding their needs and offering solutions that address those needs. It’s particularly useful for complex, high-value B2B sales where a deeper understanding of the customer’s challenges is crucial for success. Mastery Center For Training

Why did I love these two intensive days in Dublin, attending Microsoft SMC Sales Summit ? 3 main reasons which were?exactly the 3 primary goals of this event ? ????LEARN side by side We are in a learning journey, we learn every day and one of the best learning is learning from each other, from our peers, our clients and?our partners. During these 2 days, we've learnt so much, discussing Copilot unlocking productivity, Data & IA Capabilities and Cybersecurity to co-innovate with trust and safeguard business In this changing world , getting?real time updates on technology roadmap and AI solution availability is key to embrace our transformation ? ??CONNECT Meet and re-enforce our connections with SMC Teams It's very simple : the more we know each other, the more we understand our priorities, our capabilities, the more we share our ambition and plans to achieve it, the better and the faster we help our customers adopt new technologies and build their IA journey This time, I had the privilege to?introduce Ottman Azaar, Gabriel Segers and Jean-Christophe Horny?our Technology Specialists , Mathieu CATELOY our acquisition sales manager and be joined by Anne-Marie GERARD our Microsoft Business Partner Manager ? ??GROW create new, accelerate existing and drive together every opportunity As Lisa Dillon said "we have a huge opportunity in front of us, with technology and innovation. AI will reinvent every industry. Industries are transforming rapidly, drivers for economic growth are evolving. Technology is at inflection point"? Together Microsoft & Insight we share customer centricity and put customer at the heart of our strategy to help them take this opportunity ? I want to thank Microsoft SMC Leadership team?to give us this opportunity to learn, connect and grow Claire BarjonMarie-Noelle MULLER-PERNODETPierrick Picard Moussa Ndiaye, MBACLEMENCE SARDIN Cyril Jaillet Bruno PICARD Microsoft SMC Sales team for welcoming us and for your trust Nicolas SENECALClaire Langreau Anne-Elen GuyomarGabriel Farra Aurélien Aparicio David VU Frédéric Boukhraiss Aymane Achite Juliette Decroix Stephanie Arnaud Fran?ois Poirier Alexandre Ribotti Charles Pissavin Océane Hans Fabien Balny Angelina Giron for your intensive presence, your networking , your focus on essentials and your growth mindset Insight Sales team for?making business happens every day and for making more possible on SMC Mohamed HAMOUDI Kamila El Wajjani - INSIGHTKheira DELAHAYE ★ INSIGHT Baptiste Mendana Binta Bah Blandine Bartaire Johan Berchot Clément RETHO Victor Rey Romain Fraisse Apollinaire ESSONO ? I don't remember who told that "Dublin is the new Vegas," but I find it to be increasingly true !

How to go from Good to GREAT as a salesperson To elevate your sales skills from good to great, consider these strategies: Deepen Product Knowledge: Understand your product inside and out. This enables you to answer questions confidently and handle objections effectively. Know Your Audience: Research your target market thoroughly. Understand their needs, pain points, and preferences to tailor your approach. Build Relationships: Focus on establishing trust and rapport with clients. Strong relationships lead to repeat business and referrals. Enhance Listening Skills: Practice active listening to better understand customer needs. This helps you offer solutions that truly resonate. Refine Your Pitch: Continuously work on your sales pitch. Make it concise, engaging, and focused on the customer’s benefits. Set Goals: Establish clear, measurable goals for yourself. Regularly review and adjust them to keep pushing your limits. Seek Feedback: Don’t hesitate to ask for feedback from peers or mentors. Constructive criticism can highlight areas for improvement. Continuous Learning: Stay updated on sales techniques, industry trends, and market shifts. Attend workshops, webinars, or read books related to sales. Embrace Technology: Utilize CRM tools and data analytics to streamline your processes and gain insights into customer behavior. Stay Resilient: Rejection is part of sales. Learn to bounce back and view challenges as opportunities for growth. Implementing these strategies consistently can help you move toward greatness in your sales career!

Inside Sales and Digital Transformation: (How to navigate the challenges and opportunities) The sales landscape is changing fast. Digital transformation is at the heart of this change. Don’t get left behind. Adapt and thrive with these key strategies: 1. Embrace AI and automation ? Use AI tools to streamline sales processes. ? Automation saves time and increases efficiency. 2. Leverage data analytics ? Analyze customer data for better insights. ? Data-driven decisions lead to better outcomes. 3. Improve customer experience ? Use digital channels to enhance interactions. ? Personalization is key to customer satisfaction. 4. Train your team in digital skills ? Equip your sales team with digital tools. ? Continuous learning is essential in a digital world. 5. Integrate CRM systems ? Use CRM to manage customer relationships. ? Centralized data helps in tracking and forecasting. 6. Focus on social selling ? Engage with customers on social media. ? Build relationships and trust through digital platforms. 7. Adapt to remote work ? Use technology for virtual meetings and collaborations. ? Flexibility in work location can boost productivity. 8. Enhance cybersecurity ? Protect customer data with robust security measures. ? Trust is built on data security. 9. Measure and optimize ? Regularly assess digital strategies. ? Continuous improvement is crucial for success. 10. Foster a digital culture ? Encourage a mindset open to digital innovation. ? Leadership must drive digital transformation. 11. Monitor market trends ? Stay updated with the latest digital trends. ? Being proactive helps in staying competitive. 12. Collaborate with IT ? Work closely with IT for seamless digital integration. ? Collaboration ensures smooth implementation. Navigating digital transformation in inside sales can be challenging. Follow these strategies to seize opportunities and overcome obstacles.

I asked 9 Sales Leaders one simple question: “What early career mistake will you never make again?” The result: 4 profound mistakes everyone (from interns to executives) should avoid in their career. Let’s dive in: Mistake 1: Misaligned Outreach Strategies Too often, a sales team chooses to focus on outdated methods like cold calling and door-to-door visits. Instead, they should be exploring diverse channels such as email, phone, social media, and marketing campaigns. This is what ends up making the biggest difference. Mistake 2: Neglecting Personalization A good sales outreach can lead to initial contact. A bad one might lead to missed opportunities. But a legendary approach involves personalizing messages to build trust and relationships with prospects from the very first interaction. Mistake 3: Lack of Follow-up Discipline Until you’ve ensured proper follow-up procedures are in place, don’t take your eye off the ball. "Eight out of 10 prospects want to talk to sales reps via email over any other medium." Mistake 4: Underestimating Automation Tools Traditional wisdom says manual outreach is essential for building relationships. But that’s only true if you don’t leverage automation tools correctly: CRM systems Email automation resources When integrated effectively, automation enhances productivity and saves valuable time without sacrificing personalization in reaching out to potential customers. Sales leaders, take note of these mistakes to steer your teams towards more effective outreach strategies that resonate with prospects and drive better results in closing deals!

Funnel is the foundation on which a salesperson’s target planning is built on. It is important to build a healthy funnel both qualitatively and quantitatively, to be able to sell your complete portfolio of products, solutions and services and keep achieving your targets consistently. A good funnel can be built by rigorous prospecting which would include activities like sales calls, email marketing, tele-sales, digital marketing, events, roadshows etc., to generate as many leads as possible. These leads need to be nurtured. By properly feeding this data into your company’s CRM system, you can monitor each opportunity closely from lead to closure, focus on actions to increase conversions and commit to customers with confidence. Reviewing the funnel regularly and diligently allows you to commit on your revenue exits confidently and forecast for materials and resources needed with increased accuracy. Champion salespersons are constantly focused on building a solid funnel. In this series of Salezart Success Sutras I will talk about A to Z of Selling, 26 key characteristics that make a Champion Salesperson. Make sure to provide learning opportunities and develop your sales team to become the best in class by helping them imbibe these characteristics. Happy Selling.

This is my personal view for someone I consider for sales leadership position 1. Sales Aggressiveness Sales aggressiveness doesn't imply being pushy, but rather having the drive and persistence to pursue leads and close deals. A sales leader with aggressiveness will; - Set ambitious targets and goals. - Inspire their team to push beyond their comfort zones. - Maintain a relentless focus on meeting and exceeding sales quotas. 2. Attitude Positive attitude permeate the team, fostering an environment of optimism and determination. Key aspects include; - Handling rejection and setbacks constructively. - Motivating the team through challenging periods. - Maintaining a customer-centric approach, ensuring satisfaction and loyalty. 3. Self-Driven Motives A self-driven sales leader takes initiative and works with minimal supervision. This quality is crucial for; - Proactively identifying and addressing challenges. - Continuously improving their skills and knowledge. - Setting an example for the team by demonstrating commitment and dedication. 4. Corporate Intrapreneurship Corporate intrapreneurship involves acting like an entrepreneur within the corporate environment. A sales leader with this trait will; - Innovate new sales strategies and processes. - Take calculated risks to drive growth. - Encourage their team to think creatively and embrace change. 5. Creativity and Innovation Creativity and innovation are critical for standing out in a competitive market. A sales leader must; - Develop unique selling propositions and approaches. - Adapt to changing market conditions with fresh ideas. - Encourage the team to brainstorm and implement creative solutions. 6. Intrinsically Motivated Intrinsic motivation refers to being driven by internal rewards, such as personal satisfaction and passion for the job, rather than external rewards like money or recognition. A sales leader who is intrinsically motivated will: - Demonstrate genuine enthusiasm and passion for sales. - Seek personal growth and fulfillment through their work. - Inspire the team with his commitment and dedication to the role. 7. Understanding Revenue vs. Cost Logic A successful sales leader must have a strong understanding of the relationship between revenue and costs to ensure profitability. This understanding enables the sales leader to: - Make informed decisions that balance generating revenue with controlling costs. - Develop pricing strategies that maximize profit margins. - Evaluate the financial impact of sales initiatives and adjust strategies accordingly. #sales_managers_sales_leders Sales Operations Salesforce Learner Community Sales Humor

Here's my not so bold prediction about the future of prospecting in sales... I shared this during my talk at Labelexpo as well (which you can hear as a paid subscriber to my Substack ;) If you're entire outbound strategy is based on metrics and text based outreach, you're job will be gone in 1-3 years. The fact is, machines can analyze trends, pivot, and create text better and faster than you can right now. They never get sick, never get in their feels, and will be far less expensive than you. Enter, the human revolution in sales! RE meaning return. I think we will see a return to more human connections and experiences in sales. The best sales humans will be able to make in person cold calls using physically made personalized outreach tools for their prospects. Direct mail can be automated Emails can be automated Texts can be automated Social media DM's can be automated Showing up, in person, human to human, cannot be automated and I believe we will see a return to this method. Because the simple, data driven, automation is going to get played out. And humans will rule the sales throne selling to other humans! Typed by Adam Peek, sales human.