343 AI on key Elite Seller strategies – Part 2

AI on key Elite Seller strategies – Part 2


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


“#1  Build a deep understanding of your target market and their needs: This includes researching the industry, the specific companies you are targeting, and the decision makers within those companies. Understanding the pain points and challenges faced by your target market will help you tailor your sales approach to better meet their needs.”


Insight From TheTechSeller: 

Before engaging with a customer, you should understand their current performance, their profitability, their growth, and key initiatives. Then work to uncover their key business challenges and their key strategies to address those challenges. 


When Your Target Company Is a Public Corporation, it is relatively easy to find information about their key challenges and strategic initiatives. The investor relations section of a company’s website contains a wealth of information you can leverage to learn about your target account’s performance and key initiatives. You can download the company’s quarterly and annual regulatory filings and the slides and audio portion from investor presentations. 


With private companies you will not have ready access to detailed financial reports or investor presentations. Nonetheless, you can still get good information about the company’s status and initiatives from its social media feeds, online presence, and press releases. You can also get information about their industry, their competitors, and their major challenges. 


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


342 AI on key Elite Seller strategies – Part 1

AI on key Elite Seller strategies – Part 1


My experience includes positioning and selling solutions based on Artificial Intelligence (AI) technologies. So it was natural for me to investigate ChatGPT, an AI language model developed by OpenAI. 


I asked ChatGPT:  “What are the key strategies to become an elite B2B sales professional?”


In about three seconds, ChatGPT chimed in with the following response:


“To become an elite B2B sales professional, consider the following strategies:


  1. Build a deep understanding of your target market and their needs.


     2. Establish and maintain strong relationships with key decision makers.


    3. Communicate the unique value proposition of your products/services.


    4. Adopt a solution-selling approach, focusing on solving the customer’s problems.


     5. Continuously improve your product knowledge and industry expertise.


      6.Use data and analytics to inform your sales approach and measure success.


      7. Develop strong negotiation skills and the ability to handle objections effectively.


      8. Stay organized and prioritize effectively to manage your sales pipeline.


  1. Network and collaborate with colleagues, partners, and industry professionals.


  1. Continuously seek feedback and strive for personal and professional growth.”


This is spot on analysis. These key strategies are what we focus on to assist our clients in becoming elite sales performers. 


What are your key strategies to accelerate your rise to become an elite sales performer?


I’m DJ Sebastian, and we will get into more detail on these AI-generated elite sales strategies in the next briefing. 


341 Actions to Build Your Customer Relationships

Actions to Build Your Customer Relationships


Building strong customer relationships is key to a successful sales career. 


Here are four ways to cultivate customer relationships: 


  1. Strive to be viewed as a partner with your customers. Not just a vendor trying to sell them something. Position yourself as a “proactive advisor” who will help your customer achieve greater results. 


  1. Understand enough about your customer’s key business challenges to build a compelling value proposition. Position you and your company as the experts. Help your customers visualize the journey you will take together to realize substantial benefits. 


  1. Connect the business value to your unique differentiators. Aim to make it a no-brainer for your customers to approve your project so they are motivated to partner strategically with your company moving forward. 


  1. Cultivate internal champions within your customer organization. Make these champions supporters, then advocates, then heroes.


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 


340 The Impact of Great Communication Skills

The Impact of Great Communication Skills 

Great communication skills are key to advancing your sales opportunities and winning more deals. 


Great communication skills mean: 


  • Articulating your solution’s unique differentiators in your customer’s language… and doing this during every customer conversation. 


  • Reiterating the substantial value your solutions will deliver while gaining agreement on this value from your customer. 


  • Summarizing how you demonstrated proof that your solution will achieve the desired benefits. 


  • Clearly differentiating your company, your solution and you… so your customer understands why you are unique. 


  • Ensuring that you and your customer are completely aligned with the remaining actions, have agreed on timing, and who is responsible to execute each action. 


In every case, spell it out with clarity and emotion. Don’t just assume your customer will understand… Spell. It. Out. 


I’m DJ Sebastian… To SELL MORE, you need to become a Great Communicator. Find out how at my website thetechseller.com


339 Top Factors for Sales Success – Continuous Learning

Top Factors for Sales Success – Continuous Learning

I previously mentioned that I have a hand-written card on my office wall that lists the top three factors for sales success – Number three is becoming a CONTINUOUS LEARNER.


My message here is: 


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. 


  1. 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. 


  1. 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, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com