What's in Your Sales Wallet?

4 Questions to Boost Your Performance

We've all heard the Capital One commercial, "What's in your wallet?" In sales, it's a similar question. Are you equipped with the right strategies and tactics to succeed?

In today’s business environment, customers and suppliers alike have more information at their fingertips and the selling and buying process is more complicated due to multiple (4 or more is not uncommon) people involved in the decision-making process. For most, you are into H2 and likely pondering (and discussing) how the year will end. Along the lines of Capital One, what’s in your plan?

We’ve had the opportunity to speak with a number of business leaders recently about sales and without exception, those conversations are the same - we need to do better. When they inquire with their sales team, common responses include:

Emails were sent (no direct contact attempts).
Our customers are happy with us (don’t know what their potential is).
We still have a few months to go (no plans though).
Crickets (they don’t have feedback).

Here are some ideas that have helped us as both an individual contributor and leader. Perhaps they can help you?

Key Questions and Solutions:

Know Your Roots: Where has your business been coming from? Analyze historical data to identify trends and opportunities.
Look Beyond the Sale: For engineered/made-to-order products, consider:

Upgrades and Enhancements: Offer customers options to upgrade or enhance their existing products.
Maintenance and Servicing: Provide maintenance contracts or repair services to generate recurring revenue.
Cross-Selling and Up-Selling: Suggest complementary products or services to increase the overall value of the sale (and your organization).

Know Thy Customers: Understand their current needs and challenges. Ask, don't assume.
Plan For the Future: Develop strategies for long-term growth and become your customers' go-to person.

Hopefully these ideas help put more in your wallet.

Need More Help?

If you or your organization would like help with these strategies, please reach out. We’re happy to share our experience and insights.