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The sales torment

Why does winning new business seem so difficult these days?

 

Sales professionals are trying to match a buyers path to purchase strategy based on an old buying model; we are now in an evolving digital marketplace.

 

These days buyers are much more suspicious of sales and marketing messages, preferring to do their own research online and avoiding sales people pushing their own sales agenda. Today buyers are usually 60-70% through their buying journey before they even speak to a sales person whereas before they needed to speak to a sales person to gain understanding of their propositions.

 

Let's face it, the sales process has changed a lot, buyers these days are:

 

  • More digitally informed - websites, forums, social media, free trials etc. Social media & peers hold a stronger influence over buying decisions than sales people

  • More demanding - wider choice & competition

  • Have high expectations - quality, delivery, after sales, low impact on IT, need confidence they’re making the right decision

  • Sensitive of being ‘sold to’ - although ‘always on’ they can switch you off ‘on their terms’

  • Have tighter budgets - can lead to commoditisation & a race to the bottom

  • Have more decision makers - sometimes to be more agile and allow scalability but often slows the process down

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Sales team enablement

 

As buyers become more savvy our sales teams need to adapt to become high performing. Hitting the phones and ‘always be closing’ are a far cry away from where we need to be today 'always be learning’ is much better suited if you are looking at delivering sustainable growth.

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Winning new business is often difficult because sales teams haven’t been structured effectively to address these changes.

 

Real Tonic can help your sales leaders restructure and deliver a more focused, high performing sales team in order to:

 

  • Create a more positive sales culture were motivation thrives over fear

  • Switch focus from closing to helping prospects along their path to purchase

  • Deliver a high performance ethic with continuous coaching which is often overlooked

  • Understand that buyers now take longer to make a purchase decision

  • Understand the importance of connecting with prospects and start nurturing them as early in the process as possible

  • Align their sales function with the marketing teams who are often confused as to their roles in the new digital sales process

  • Incorporate social selling into their strategies

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