Oct 10, 2014 By Mark Hunter

How to Drive Sales Results Effectively

in Dreamforce, Sales

Optimizing sales results starts with optimizing the sales process. The challenge is in understanding what is working and, more importantly, what is not working, and how to adjust in today’s environment.

Too many sales teams and salespeople complain about not being able to close deals fast enough. Interestingly, they think the problem is in how they’re closing, when in reality the problem is their entire sales process. If we don’t start right, how can we expect to end right?

What strategies are you and your organization using to close sales? How integrated are the strategies to what is actually happening in the marketplace? Too many times the strategies salespeople use are built around what has worked in the past.

An example of past strategies is how we look at the “4Ps” of selling: Product, Place, Price, and Promotion. These have been the foundation on which traditional sales processes have been built. Yes, these are still relevant; however, they now need to be put in the context of how we connect, create, and cultivate culture with the customer.

For salespeople to be effective in this new world, they have to re-engineer how they use their time and how they communicate with customers and prospects. Salespeople who can make this leap will find themselves closing deals more profitably because of the level of connectivity they’ve created with customers.

Are you coming to Dreamforce? Join me and Jill Rowley as we present 5 Strategies Sales Leaders Use to Drive Results on Monday, Oct. 13, from 2:00 – 2:40 PM at the Marriott Marquis Hotel in San Francisco.

Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World. To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter, on Facebook and on LinkedIn.