What are some sales "constants" that are true no matter the economy or market forces at play?

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VP of Sales in Software, 10,001+ employees
People buy from people

7 3 Replies
Community User in Services (non-Government), 1,001 - 5,000 employees

I love this. Do you think we've lost sight of this idea with the introduction of so much new sales tech?

VP of Sales in Software, 10,001+ employees

I do  it's always some sort of harmony between the art and the science, we might have gone too far on the science side.

Founder in Services (non-Government), 11 - 50 employees

Couldn't agree more - this is what's behind our Show Me You Know Me concept.  AI, bots, spam, personalization-at-scale, tarnishes the reputation of our companies, but also hurts our personal brand.  If we take the time to invest in someone, do our research on them, show them that time with us will be well spent, we'll show that we're someone worthy of their time.

CSO in IT Services, 11 - 50 employees
Selling is about relationships, not transactions.
2 2 Replies
Community User in Services (non-Government), 1,001 - 5,000 employees

Thanks Ezno, totally agree. Relationships are critical - as Mauricio said above, people buy from people. However, I think the nature of the relationship has changed significantly over the years (customers doing more research on their own, expecting more value from sales reps, etc...) Have you recognized this too? 

CSO in Education, 2 - 10 employees

Yes agree Enzo however relationship are important as that is the base to built basic foundation of trust. Than comes the customer led buying journey where they accumulate knowledge online. In order to win them, we have to be a step above in helping facilitate their thought process. In order to get that right to facilitate, we need to be welcomed first. How to welcome us when there’s no trust or relationship in the first place. But I hear you, relationship alone won’t do the magic however it can open doors for now I guess.

Head of Sales in Consumer Goods, 11 - 50 employees
Stories over stats. Stories that TIE to the stats sell, stats alone won't sell your product/service. 
Corporate Strategy and Business Development Consultant in Consumer Goods, 10,001+ employees
At the end of the day, buyers just want to impress their bosses. Help them do that, and they'll be more likely to buy.
Founder and Chief Sales Energizer in Services (non-Government), 2 - 10 employees
Figure out the plays that work and do them consistently. When the economy changes, be agile and change the plays and do them consistently. Lack of consistency is a killer. Many salespeople know what to do and can even do it well, they lack the consistency and then don't meet the goal. So the constant is do what you do well consistently.

The other constant is focus on the customer. That should never change. 
Director of Sales in Software, 51 - 200 employees
There is always an art and human element. Are you competent, and can you help me? That's #1. 

The science is knowing your numbers. You will always face rejection because you will never be FOR everyone and that's a good thing. The reality that you have to accept from there is that you need:

x number of leads -> x number of meetings -> x number of deals -> x number of closed won $

Oversimplification of course BUT both are always true.
Founder in Services (non-Government), 2 - 10 employees
Validation from peers carry a lot of weight. And upselling an existing client is fraction the cost to the seller then acquiring a new customer.

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