AI on key Elite Seller strategies – Part 7

  

When asked, the AI ChatGPT provided more details on each key strategy to become an Elite Seller. 

 

#6 Use data and analytics to inform your sales approach and measure success: Utilize data and analytics to better understand your target market, track your progress, and refine your sales approach over time.

 

Insight From TheTechSeller: 

Using Data Analytics can help sales teams improve decision-making. 

 

Data Analytics examines large amounts of data from multiple disparate sources to uncover hidden patterns, find correlations, reveal trends, and detect insights that were previously unknown or not readily apparent due to the inability to access large volumes of information. 

 

Data Analytics also includes a mechanism for displaying analytics results—in the form of either reports or visual dashboards—that are used to monitor performance of key metrics and progress toward achieving goals. 

 

Here are a few relevant examples: 

1) Sales management views a performance dashboard to visually monitor overall sales. They view performance above (or below) quota in total, or drill down to view performance by region, by product, and by individual sales rep. 

 

2) Sales management generates a new sales forecast detailing each deal amount for each customer opportunity. This includes a “win rate confidence level” based on several factors, including deal complexity, customer business value, sales process steps completed, and salesperson profile. 

 

3) Salespeople access reports on the most effective lead development programs by region.

 

4) Salespeople determine the best target customers to include in a new marketing program to optimize the revenue results of the campaign. 

 

5) Sales operations predicts the percentage of leads that will convert into sales for each customer buying segment. This is determined by several factors, including lead source, customer loyalty level, and age of the lead. 

 

I’m DJ Sebastian, and we will continue to discuss more details on these AI-generated elite sales strategies in the next briefing. 

 

AI on key Elite Seller strategies – Part 6

  

When asked, the AI ChatGPT provided more details on each key strategy to become an Elite Seller. 

 

“#5 Continuously improve your product knowledge and industry expertise: Staying up-to-date on industry trends and advancements in your product/service offerings will help you have informed and productive conversations with your customers.”

 

Insight From TheTechSeller: 

Never stop learning. Knowledge is your secret weapon.

 

Sales organizations place a lot of importance on training sales professionals on the overall capabilities of the products and the solutions they sell. Some believe that when sales professionals are armed with product knowledge, sales revenue will be generated easily and their numbers will skyrocket.  

 

Sure, good sales professionals must understand their product capabilities, but the learning doesn’t stop there. Product knowledge is only part of what a sales professional must learn and retain in order to be successful. 

 

When it comes to continuous learning, Elite sales professionals will always: 

1. Learn to master all aspects of their craft: their markets, best practice selling techniques, and effective selling processes. 

 

1. Learn to master the powerful tools of their trade: Customer Relationship Management (CRM) systems, email marketing tools, and proposal generation tools. 

 

      2. Apply their knowledge and understanding of their products, the customer’s business, the market, and potential competitors to their selling experiences on a daily basis. 

 

      3. Become the subject-matter expert for selling, the “go-to” person with expertise customers depend on and value.

 

There are no simple tricks or “hacks” in the selling game… only dedication to continuously learn the selling trade that makes a sales champion. 

 

I’m DJ Sebastian, and we will continue to discuss more details on these AI-generated elite sales strategies in the next briefing. 

 

AI on key Elite Seller strategies – Part 5

  

When asked, the AI ChatGPT provided more details on each key strategy to become an Elite Seller. 

 

“#4 Adopt a solution-selling approach: Rather than simply selling a product, focus on solving the customer’s problems and providing solutions that meet their specific needs. This approach helps build trust and establish you as a valuable partner to your customers.”

 

Insight From TheTechSeller: 

 

What are you selling?

 

During a sales training session with a client, one sales leader advised his team to “Sell your solution to their problem, not your product”. Wise words indeed, that changed their approach. 

 

This simple advice shifted their mindset. Rather than touting product features and functionality, their new mindset became:

• Positioning their sales team as consultants and advisors who were engaged to help their customer 
• Understanding their customer’s needs before pushing their products. 
• Determining the business value the customer will realize after implementation.
• Proving the business justification based on the value
• Connecting solution benefits to their unique solution capabilities.  

 

Selling your solution to their problem makes you different and better than most transactional salespeople. 

 

I’m DJ Sebastian, and we will continue to discuss more details on these AI-generated elite sales strategies in the next briefing. 

 

AI on key Elite Seller strategies – Part 4

 

When asked, the AI ChatGPT provided more details on each key strategy to become an Elite Seller. 

 

“#3 Communicate the unique value proposition of your products/services: Clearly communicating the unique benefits and value of your products/services is critical to differentiating yourself from competitors and closing deals.”

 

Insight From TheTechSeller: 

 

Focus on Your Unique Value: Connect the value amount and approach to your solution’s competitive differentiators. It does you no good if you lay out a value proposition that your competition can just “steal” by claiming the same capabilities. Highlight how your solution is unique to avoid handing your value proposition to your competition on a silver platter. 

 

“When you don’t differentiate your solution, 

you could be selling for your competition” 

 

You might get your customer excited about a solution similar to yours, but because you didn’t differentiate, your customer could perceive that all solutions are equal and then select your competitor. 

 

When your customer says “I can’t tell the difference… you all look the same…” they are likely to go with the lowest price, or the local provider, or the sales team they like best.

 

To avoid your customer’s “you all look the same” reasoning…

 

1) First, Show how your message is different from your competitors. 

Are you all saying the same thing? 

 

2) Then, look at What is unique about you, your company, and your solution. 

Identify how you can effectively articulate your unique advantages. 

 

3) Finally, back it up.. determine how you can prove those capabilities.

 

– It is your responsibility to make sure that your customer can tell the difference… Don’t assume they will just figure it out themselves… 

Spell it out clearly… drive those points home throughout your communication. 

 

I’m DJ Sebastian, and we will continue to discuss more details on these AI-generated elite sales strategies in the next briefing. 

 

AI on key Elite Seller strategies – Part 3

  

When asked, the AI ChatGPT provided more details on each key strategy to become an Elite Seller. 

 

“#2 Establish and maintain strong relationships with key decision makers: Building strong relationships with decision makers is key to success in B2B sales. This includes regularly staying in touch, understanding their goals and challenges, and being able to provide value and build trust over time.”

 

Insight From TheTechSeller: 

To effectively advance sales opportunities, it is important to gain access to your customer’s top executives. And to make the most of your time with executives, you must strive to attain Equal Business Stature. 

 

What’s that? It’s about understanding your customer’s business, how you articulate the key areas where you can help your customer achieve greater results, and how you show a command of what you have to offer.

 

Proactively bring innovative ideas to the table where your customer will gain market share, expand regional presence, improve their competitive position, and increase their brand reputation. Maybe your solution does not have the broad reach to greatly impact every one of these areas, but even at a departmental or divisional level, you should be able to find a couple of areas where you and your solution can have a substantial positive impact on your customer’s business. 

 

I’m DJ Sebastian, and we will continue to discuss more details on these AI-generated elite sales strategies in the next briefing.