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How To Survive and Thrive Global Sales Change
In our fast-changing digital sales world, we are seeing signs of change, similar to Global Climate Change. You could call it, “Global Sales Change.”
All the things we’ve been so reliant on are changing. Phone calls. Emails. Linked In. All these are rapidly shrinking in usage—a little like the changes to the climate.
If you’ve been seeing the signs on the wall, I bet you know that it’s time to take action.
Let’s explore the signs of Global Sales Change—and what you can do to survive and thrive.
When did the phone call die?
It’s hard to say precisely.
However, I’ve been talking with sales leaders, and they all are telling me the same thing.
“No one picks up the phone. It used to be that having a phone call was of paramount importance. Now, it’s just another thing to duck out of.”
Have you been noticing that your phone calls are getting ignored, canceled, missed, and postponed?
This is incredibly frustrating.
One sales rep I spoke with shared this story:
“A while back, I finally found the decision-maker I was looking for. I was delighted to have her name, number, and email. After a bit of back and forth, I got on her schedule.
The call was set for a month out. I remember marking the calendar and preparing for a fast-paced meeting. I was so stoked. I had way too much coffee that morning. I went for the call…and you guessed it. She was out of the office. There were an automated message and no way to get in touch.”
Sometimes these things happen. Work is unexpected. Life is filled with last-minute changes. Perhaps her child needed to get picked up from school. Maybe there was a family emergency.
But the hardest part about this is the frustration, second-guessing, and uncertainty.
Naturally, we’d wish for a dose of common courtesy. We’d like to know that a call, email, or text could alert us to a change in schedule.
However, if you’re in sales, you know all too well—these may not be forthcoming.
Email is also losing some of its former shine. I’m hearing this in spades.
Many professionals are finding that email just isn’t getting the kind of response it used to. Are you noticing this in your work?
Some professionals are responding in unique ways. They are doing all the work to make sure that their emails get noticed and responded to. Here are a few tips from people who do get a higher rate of response.
Refine and Track Titles: subject lines pull people in—or not. Test your subject lines with scientific accuracy. Track diligently to determine your open-rates. You’ll discover what your audience selects.
Check Length: Almost no one will respond to a super-long email. Well, maybe your best friend, a family member, or partner. For professional emails, shorter is best. Short emails are easier to understand and faster to read. This means people are more likely to reply faster.
Make It Personal: We all want to be spoken to on a first-person basis. If your email contains relevant personal information, you are more likely to get a response.
Focus On Action: What do you want the receiver to do? Do you want an email response, a phone call, a Zoom meeting? Are you seeking confirmation, approval, a reference, or a signature? Ask for a specific action and you’re likely to get a response.
Be Time Sensitive: If you’re looking for a time-sensitive response, spell it out. Be specific, such as: ‘let me know your answer by 5 pm on Wednesday.’
Offer an Opt-Out: Have the guts to use a little reverse psychology. Give the reader a chance to opt-out. If your offer, proposal, or request is not up to their alley, give them a clear path to make a move. As you know in sales, a clear ‘no’ is better than a fuzzy ‘not sure.’
If email isn’t getting the results you’d like, experiment with refining your writing approach. You may be in for a pleasant surprise, such as a response.
I’m sure you’ve read the news. Probably, you have some stories of your own.
Many sales professionals are finding that it is not as efficient as it once was. Linked In was built with the promise to connect “the world’s professionals.” Their specific purpose was to “make them more productive and successful.”
The mission sounds great. But, in reality, things are somewhat different.
If we compare it to environmental changes, you could call these climate meltdowns.
A popular New York Times article details what could be called evidence of deterioration: misattributed quotes, fabricated office tales, and over-the-top flattery.
Most of the sales leaders I know are spending less time on linked in and more time using precise tools to reach true decision-makers who have an authentic interest in their products and services.
Global Sales Change
If you’re feeling frustrated and concerned with the ineffectiveness of old-school tools, there is an alternative. You can use a network for discovering new partners, surfacing prospect-and-customer overlaps, and get things rolling.
Without sweating through unreturned phone calls, unanswered emails, and mysterious Linked In requests…you can connect with people who are looking for your business’s products and services. You can expand your network with the exchange of warm introductions into key accounts.
You don’t have to dwell in the old-world of old tools.
In short, you can sell more, together.
Exploring ways to master the changes in sales is key to surviving and thriving in our new sales environment. You can use these tools to help your company move forward.
By starting with the right mindset, you can join successful businesses that are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually qualify B2B sales opportunity. You can use this to boost sales, expand your network, and grow profitability.
Using a platform like CoSell is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams.
If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.