The Sales Guide for Executives
Regardless of your background — whether in tech, finances, or business — if you want to boost the sales of the organization you’re leading, this massive guide is for you.
There are loads of excellent products, inventions and ideas out there — but none of that matters without sales.
Sales is a skill that comes naturally to a small percentage of the population. And we, the mere mortals, have to push hard, study, train, and practice this skill if we want to succeed as executives and senior managers.
The good news is that sales is applicable in almost every area of your life. Once you get the basics right, it’s easy to repetitively test and refine your skills and level up quickly enough.
In the meantime, let’s dive into the concepts of successful sales.
Sales Strategies And Considerations For SMEs
Sales Prospecting Strategies for SMEs
How to prospect leads successfully?
B2B sales is a long process that often takes months if not years in the enterprise context. While you don’t have to aim for the largest deals out there, building a relationship first and warming up your leads before pitching can increase your closing rates and boost your chops after the first few months.
Selling To Enterprises
Enterprise contracts comply with different rules than low-ticket deals. Enterprise deals take significantly longer, target various stakeholders, move through a longer journey, often involve legal or compliance challenges.
Make sure you’re prepared to deal with enterprise sales if you haven’t already.
Acquiring vs. Retaining Customers
Do you know that acquiring a new customer can cost you 5 to 25 times more money than retaining an existing one? Investing time and resources into retaining your existing customer base leads to a form of recurring revenue, allowing your business to grow at a stable rate.
Sales Case Studies
Practical case studies of challenging scenarios and solutions to them
Sample Sales Case Studies
Theoretical sales is great for starters but won’t get you far. Even with practice, understanding the business foundations of a business before initiating the sales process is paramount for success.
That’s why I’ve prepared 4 different business case studies explaining why the science of sales works in a given context.
How to Build an A-Star Sales Team
Understanding the basics of establishing the perfect sales them and how to get an advantage over different personalities
Building a Strong Sales Team For SMEs
Have you scaled your salesforce yet? If not, it’s important to pick a process that’s scalable, bulletproof, and predictable.
Find out what’s the right setup of a sales team, at what point you’re supposed to hire some roles, and how to navigate this process internally.