Selling is way more complex than ever. Our conversations dig deeper, our solutions are more intricate, buying committees have expanded, and often we partner with other organizations to win business. This is sophisticated selling.
Then why do sales leaders continue to complain that they need more leads in the pipe (They forget to add “qualified,”) and reps aren’t getting meetings with the right people? Here’s why… We all look alike to our buyers. Sure, buyers have changed, the buying process has changed, but our sales process is still in the 20th century.
Whether your prospects are CEOs of Fortune 500 companies, leaders in an SMB or mid-market company, you won’t reach them by cold calling. Well, you might, but it can take up to 15 touches. You won’t see top sales pros diddling around with cold prospecting. The top 10% of sales professionals sell differently. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. They know the best referral programs require a sales culture where referrals are top priority. What is culture, anyway? My favorite definition is simple: “Culture is what people do when no one is looking.” Culture is who you are and what you feel … all the time. It’s “sticky.”