Dan Tyre of Hubspot recently posted about the things sales reps need to do today to blow quarter four out of the water. He begins by saying that quarter four has always been the biggest sales quarter of the year for a number of different reasons, including buyers are trained to buy at the end of the quarter year, some companies may lose their budget at the end of the year if they don’t spend it and conditions in a company change throughout the year.
Dan gives his recommendations for salespeople to set themselves up for success at the end of the year. These include:
- Set a goal
- Touch base with your manager
- Assess the quarter four calendar
- Send out ‘Where did the year go?’ emails
- Call your top 40 to 50 opportunities
- Demo in bulk
- Vacation strategically
Michelle Davidson recently posted about the mistakes she believes derail sales conversations. She points out that conversations that abruptly stop happen all the time and often, the salesperson doesn’t even realise they are responsible. However, if a seller is shutting down a conversation with a prospective buyer, it can be a problem.
Michelle goes on to detail the mistakes that she thinks derail a conversation, focusing on the fact that sales people need to learn how to say yes. She also points out the other mistakes she believes prevent sales, including salespeople contacting customers only when they have a sales opportunity and being too slow to respond.
Increasing your value is a common topic among sales coaches, and Sales Coach World favourite Mark Hunter has recently covered the ways in which you can increase your value as a salesperson with your customers. He says that after a recent conference a salesperson asked for ideas on how he could increase his value, prompting him to create a list of what you n eed to be doing to become a top-performing salesperson.
Mark details ten ways he believes salespeople can increase their value, including know your customer’s customers, share insights your customer can’t find anywhere else, ask your customer questions both you and your customer can’t answer, communicate with the customer using the method they prefer and on their timeline, demonstrate integrity and leadership in everything you do and say and be the point of contact within your own company for the customer.