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In today’s environment, when buyers are inundated with thousands of offers, it can come as no surprise that buyers are reluctant to meet with potential sellers. One of the main reasons for their caution is that many salespeople fail to adequately research the buyer’s position and needs. With the right approach and with the help of sales analytics software, you can differentiate yourself from the pack. Here are three traps to watch out for—and three ways to defeat them.

Whether you’re using digital marketing to connect with customers, or you are on a sales call, one thing remains the same – you have to choose your words carefully in order to build relationships with your customers during the sales process. Having an awesome photo, a catchy video, or fancy graphics will work in your favor, but the number one thing in the successful sales rep’s arsenal is the words they choose.

The reality of Sales is that choosing the right word can sometimes change the entire sales approach for the better, or for the worse. A single word has the power to sway a customer to make a purchase decision or deter from a value proposition altogether. Words build relationships, and people buy from those that get into the heart of the matter by choosing their words carefully.

A Marketing Automation platform, MAP, is a tool that allows marketers to reach potential customers at a faster rate while gathering more measurable results to refine future campaigns.

The most effective salespeople behave differently than those who underperform. Their heightened sales numbers don’t come from luck, nor do they come from tightly structured sales calls. Top sales performers are fluid conversationalists. They are students of interpersonal relationships, and it pays.

1. They explain, not sell.

Trade shows are a great marketing tool. They are a place where hundreds of potential customers gather for one purpose, and that is to speak with you. When a consumer attends a trade show they are there for a reason. It’s to learn more about what you and your competitors have to offer. This creates an environment where you can reach hundreds of hot leads in just a few short hours. 

With all the work that goes into researching, registering and setting up for a trade show why worry about bringing a tablet?

Sales representatives are hired to do one thing: sell.  But what tasks fall under the umbrella of selling?

The tablet has changed the game in the face-to-face interaction and it has changed the game for the sales rep, too. The moment that a sales rep leaves the office for a sales call, Sales and Marketing execs empower the sales force with Mobile Sales Enablement. Companies that harness the possibilities offered by Sales Enablement technology, in other words, the tablet, are succeeding in several areas, and one of them is by bringing a system of Mobile Content Management into place.

What’s the secret to forming rock solid relationships with customers? Focusing on customer engagement. And this is how you make it happen.

You know that there is nothing quite as important to building rock solid relationships with customer as gathering as much information about their preferences, their activities and their buying behaviors. When we know all there is to know about a potential buyer, we can execute the kind of campaigns that work to convert them into paying customers. But how do we achieve this? How do we make that leap? How do we strengthen our relationships with customers and reap the rewards of long-term commitment? Let’s look at the 4 ways to make it happen.

Sales managers often perform as drill sergeants who deliver impassioned speeches to ignite their troops of salespeople. The sales manager position implies duties of coaching, training, implementing and other one-way forms of communication.

Marketing and Sales have always had to work together. It’s a game. Marketing is the point guard, setting up the play and passing the ball to the sales team at the perfect moment for the slam-dunk. But, setting up that “perfect play” is often easier said than done.

One of the main hardships of being unable to streamline the marketing and Sales process has to do with content. In fact, 41% of salespeople don’t know which marketing content to use, how to use it, or when to use it. Understanding which content to use and when to use it is a key element in every customer touch point. Luckily, there is a tool that can help solve this problem.