Selling: A Precise Science
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Selling: A Precise Science
While the right attitude certainly helps in sales, at the end of the day it is all about the data.
In this era of selling with all the different reporting tools and AI at your fingertips, the significance and utility of data has skyrocketed.
Check out the entry below from Riccardo Di Blasio on selling as a science!
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Tech Sales Insights LIVE
Join Randy for this weeks episode of Tech Sales Insights LIVE featuring Tom Mendoza , Board Member and Sales Legend:
This episode is sponsored by Sandler . Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.
“Think about your customer house score. How do I actually optimize the house score and understand where I have the opportunity for either expansion or risk of potential churn? And so we have AI tools that allow you to go optimize that house score, backflow test it, and determine if I tweak the score this way, all the higher confidence in terms of what my outcomes are actually going to be as it relates to retention, expansion, and cross-sell.”
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Selling is Not Just an Attitude—It’s a Precise Science
What the Idea Is: People tend to believe that selling is an attitude—that you need to know the industry, have a rolodex, have a lot of tools, and know the product, which is all true. But at the end of the day, it is all about the data.
Why It Is Valuable: There has been a big acceleration in the use of data in the last few years because of the better tools that are available. I have been mani- cally focused on using data over the last two decades because of the availability of better information and analytics. Today we can be data driven and led by data whenever we need to build a go-to-market strategy or make a decision.
Tools and sales organizations are still being managed mainly by per- ception; even how you score the performance of the sales professional still involves a lot of perception and not enough data. When you push the envelope by adopting the newest and best-of-breed technology, which is often AI driven, you can really crunch all the data you have in your sales organization. Whether it is coming from within your company or you get the data from marketing, it will really be very useful in helping to give you a dashboard across the operation.
How It Works: We need to move past using perceptions and gather all the data available with the tools we have at hand. Use AI and any other methods available to you to implement strong analytics into your decision making, because it will help you understand how big your market is and all the different market dynamics. You can translate that into your market and into your product speech. Data can actually be a great supporter of your efforts when you are doing that. The more data analysis you have, the more precise and correct your outcomes will be.?