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

Customer Engagement

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VP of Sales in Softwarea year ago

People buy from people

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Content Editor in Services (non-Government)a year ago

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 Softwarea year ago

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.

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CSO in IT Servicesa year ago

Selling is about relationships, not transactions.

2 2 Replies

Content Editor in Services (non-Government)a year ago

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 Educationa year ago

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 Goodsa year ago

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 Goodsa year ago

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)a year ago

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.