RJEN

03/04/2023

You may have come across the phrase "they can sell meat to a vegan," or variations of it.

It suggests that the ability to sell a product or service to someone who does not need it, is a measure of a skilled salesperson.

This view is fundamentally flawed.

Exceptional sales skills are not in convincing someone to buy something they don't need, but in understanding the prospect's needs and aspirations, and matching that with the right product or service.

The success of a sales transaction must be measured by the satisfaction of both parties involved. Creating a win-win situation and establishing a long-term relationship.

What are your thoughts on this?
Leave a comment and I'll respond.

29/03/2023

If you’ve not had a difficult time in business, you’re not pushing boundaries.

Whilst no one welcomes a tough season, I know that it is invaluable, and it can lead to breakthroughs and new opportunities.

If you are quietly facing a tough season, consider seeking advice for fresh perspectives.

Confide with people of shared values who can help you to see the opportunity it presents, because I have no doubt, it is there.

What upsides have you gained from a tough experience?

20/03/2023

We know that everything of value is painstakingly created, right?

Therefore, do you value your value?

An engineer was called to resolve a production line problem that was causing havoc at a manufacturing plant.

Within minutes he identified the issue and rectified it.

His invoice was in the thousands of £'s and it was challenged by the company.

The engineer explained that it had taken him years of experience to know where to look, and the fact that it only took him a short time to sort the issue was irrelevant to his charge.

His invoice was based on the value he provided, as it prevented huge losses in sales for the manufacturing company.

In working with businesses, I'm able to quickly establish how a company can accelerate profitable revenue growth and create an outline plan to achieve it.

But that only comes from years of experience, not just through the challenges of scaling a business, but in achieving results for clients too.

The moral of the story is, to value your value.

Don’t sell yourself short, focus on the value you offer.

Would you like to know more? Leave a question and I'll respond.

16/03/2023

I’ve experienced coming second best.

And I let it affect me.

Here's what I learnt.

Firstly, accept that you can do everything possible to secure new business. However, the ultimate decision in being selected is not truly in your hands.

Secondly, instead of dwelling on what could have been, shift your mindset to what you can learn from the situation.

Thirdly, focus on the next steps and keep striving for success

What have you learnt from coming second that helped you?

13/03/2023

Increase in your sales conversions - guaranteed.

Think differently about your conversations with prospects.

Communication is a two-way street and as you’re trying to win new clients for your business you must recognise this.

You can learn more by listening to your prospect than by making a one-sided conversation about how great a fit you are.

Here are my top 3 approaches to increases conversions.

1. INSIGHTS - Go to the meeting prepared with thoughts and ideas to help them. Without that, you can’t add value, and that is always the intention.

2. LISTEN – I don’t jump in with my offer, or even my ideas gathered from the insights.

Listen with interest and consider their communication style to ensure you have an effective and engaging conversation.

3. CURIOSITY -. Be curious as to how to help them reach their goals or what is important to them.

Remember, it isn’t about the sale at this stage.

Want to learn more?
Ask me about my upcoming free webinar on How To Accelerate Sales

09/03/2023

Discover these important statistics about how B2B buyers interact with potential suppliers.

32% interacted through traditional approaches, such as face-to-face.
35% interacted via remote in person
33% interacted via digital self-serve

If you don’t offer a multichannel approach, it’s time to rethink your sales strategy to maximise revenue growth.

Want to grow your B2B business? - Get free vital insights each moth.
https://loom.ly/irKFVzE

(Statistics Source: McKinsey & Company)

Join the V.I.T.A.L Insights monthly news update for ideas, tips and insights to gain, grow and retain ideal clients for your business.

08/03/2023

Do big ticket B2B sales require in-person contact?

Before the covid pandemic you might have responded with a robust yes, I know I would have.

Yet, statistics show us that 20% of buyers are willing to spend $500k in a fully remote digital sales model. (source: McKinsey & Company)

In addition, 11% of all B2B buyers would increase that to $1 million.

However, this leaves a significant proportion of high-ticket buyers still requiring in-person contact.

The message here is to tailor your approach to each buyer's preference, and be guided by their needs.

Whilst it might feel counterintuitive to not meet in person for big-ticket sales, it's less about the seller and more about the buyer, and what works best for them.

This could mean throwing conventional wisdom out of the window!

What’s your view, have you secured big ticket sales without meeting in person?
Leave a comment and I’ll respond.

07/03/2023

Have you been out for a meal recently?

If it was a great experience, did you leave a review?

If it wasn't good, did you complain or just leave and advise your friends and family not to go there?

My point is that we might choose not to give feedback for a host of reasons.

The same principle applies to our businesses.

Not all clients will tell you if they’re happy or not with your product or service.

They may just leave and then it’s too late to rectify their silent dissatisfaction.

We all need feedback to improve and we must seek it out.

How?

A simple and effective question to ask is; would you recommend us?

If the answer is yes, it's a great referral opportunity.

If it's a no you must find out more, and jointly decide on what action is needed to turn it around.

WANT VITAL INSIGHTS TO INCREASE SALES?
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Join the V.I.T.A.L Insights monthly news update for ideas, tips and insights to gain, grow and retain ideal clients for your business.

06/03/2023

Shift your focus from B2B to H2H

Here's why it will increase sales.

At the end of the day, business development and sales are really about human connection, and the relationships we build with clients, prospects and our team.

That's why it's important to remember that B2B is really H2H, or human-to-human.

Building rapport and relationships is key to developing trust, understanding needs, and ultimately closing deals.

When we neglect the human element, we risk losing sight of what really matters.

By prioritising the human connection, we build long-lasting relationships that are mutually beneficial and lead to success for all involved.

What's your view? Leave a comment and I'll respond.

01/03/2023

Boost your business success with

a structured sales process, because....

90% of companies that use one, rank as high performers.

Whilst 48% of underperforming businesses have nonexistent or informal sales processes.

A sales process is a structured approach to selling that involves clear steps and procedures designed to improve efficiency and effectiveness.

Here's how to get started.

Segment the key components of the sales process, such as:

SALES ENGAGEMENT
DEAL/PROPOSAL MANAGEMENT
PIPELINE DEVELOPMENT
SALES FORECASTING

Then define the activities for each segment and detail the process for each of them.

Watch the free training to crack the sales code here.
https://rjen.co.uk/rjen-courses/

My Free training workshop shows you: How To Increase Sales Without Competing On Price, Or Using A Single Pushy Sales Technique IN THE FREE WORKSHOP YOU WILL LEARN Modern Sales Strategies – How to use the right strategy, so you don’t miss out on vital sales opportunities which will otherwise go...

28/02/2023

The profit-boosting secret you can’t ignore.

It can lead to a 25% to 95% increase in profits.

How?

By increasing customer retention rates. (Source; Frederick Reicheld of Bain and Company)

The question is,
how do you retain and grow your client accounts, which incidentally are being targeted by other business development teams every single day?

Here's how based on my experience of retaining enterprise accounts for well over 10 years.

1. First, ask your client and their team to establish where they perceive the relationship to be.

2. Jointly discuss what needs to change or improve for you to become an integrated partner to their business.

3. Focus on collaborating with your client to create a transformation that is aligned with their strategic goals.

Want to learn more, leave a comment and I’ll respond, or ask me for a free pdf on how to unlock growth on client accounts.

27/02/2023

Based on the frustrations of many business development teams I've worked with,

here are 3 top tips for leaders to implement for an improvement in results.

1. Set Clear Goals And Metrics – create these jointly with the team and ensure they are aligned with the overall strategic plans of the business.

2. Consistent Communication – Hold regular team meetings, performance reviews, and coaching sessions. Give feedback quickly and learn from client feedback too.

3. Keep Skills Up To Date With Industry Best Practice - Short workshop sessions and bite-size learning are highly effective.

DO YOU WANT TO ACCELERATE B2B SALES?
Join my live webinar for ways to increase B2B sales using modern strategies.
Link below.
https://loom.ly/giLcCD8

The world of B2B sales is changing and it is critical to adapt your revenue growth strategy to avoid losing out to competitors. WHO WILL BENEFIT FROM ATTENDING? If you have responsibility for corporate client acquisition, revenue growth, or sales leadership and are looking for proven and successful....