According to CSO Insights and the Alexander Group, fewer than 50% of B2B sales people will have hit target this year. Sales is getting harder. Here are five common sales mistakes from this year that you need to avoid in future.
You’re a sales person, not a relationship manager. Rapport no longer wins the day. Simply getting on with a client and being liked by them is no longer enough. 93% of CMOs say they are under more pressure to deliver measurable ROI*. Their decisions are scrutinised and they’re nervous about making mistakes. They need to be able to justify buying decisions based on a compelling business case. This requires a far more intelligent and genuine approach, one which is built on achieving the strongest results for the client.
LinkedIn’s State of Sales in 2018 report showed that 80% of sales people don’t work closely enough with marketing while the 20% that do are way more successful. A sales mistake we see all the time is a failure to collaborate with colleagues. These guys know your audience so use their knowledge to build compelling sales stories for clients.
Clients are busier than ever before. Listening to you talk about how your product is new, different or better is the last thing they need. Instead, teach them about their customers and their market. Share your knowledge and help them become more successful. Educating clients on new ideas and perspectives is the number one skill shared by today’s most successful sales people.**
Sales people are often instructed to use data in their pitch. However using data in isolation is a common mistake in sales. Stories are much a much better way to teach and persuade customers.
Your story needs to make it easy for your client to successfully sell-on internally so make it short, memorable and compelling.
It used to be the case that once your customer said “yes” it was just a question of time until the order came in. It’s not like that anymore. On average, there are now 6.8 people involved in B2B decisions***. This creates a real challenge for your client. For them, getting this deal over the line represents effort and risk. It’s the kind of task that will tend to languish at the bottom of their to-do list. You can’t just leave them to it. The strongest sales people understand this and coach the client. They help and support them through the process.
Find out more about how Flume can improve your sales team’s abilities with our training programmes here.
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Call AI: The sales coaching technology you need in 2022
22nd February 2022
Drive real results from sales training in 2022: Why the traditional model doesn’t work
2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
The four levers you can pull to increase sales velocity and how to make an impact
1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
It might be hot outside but you still need a SCARF.
12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015