Sales is a complex function. No sale is as simples as pitch – agree – buy – pay. A successful sale is a result of lots of small and different factors that come together to achieve the result. Here are 5 sales myths you have to debunk for better sales. Debunking these five myths can help your company’s sales and marketing departments to unite and work together.
1) Sales are all about the numbers.
There exists a myth that more you sell, the more money you make. So numbers are a prominent part of salespeople. But to most successful salespeople the people or customers are more important. Treating each customer like a number won’t get you far, but creating and maintaining a positive, personable rapport with customers will. Understanding their needs and responding accordingly will make each of these relationships richer and result in better sales.
2) Marketing is not measurable.
Many salespeople tell you that marketing is in the dark when it comes to numbers. While this may have been true in earlier decades as today’s marketing is very data-driven. With marketing automation, marketing teams are able to generate more quality leads the company can measure marketing ROI, and increase conversion rates and ultimately revenue.
3) Marketing takes too long.
In a perfect world, marketing would launch a campaign or release new content and within a short span sales would have a massive incoming of quality leads. But while marketing wants nothing more than to be the answer to all of sales’ problems, marketing processes take time to be effective. So while it may seem like marketing is “taking too long,” it may help to adjust your time expectations. A carefully executed marketing plan produces positive sales results continuously over a long period of time. Need better sales? invest in marketing too.
4) Sales understand the customers, so research is a waste of time.
It’s in the salesperson’s job description to know the customer. But over a certain period the customer and company changes. It is important to invest in customer research, including understanding their needs, demands and expectations, in order to provide exactly what they are looking for.
5) Sales and marketing are independent.
If sales and marketing work as separate entities, messaging will be inconsistent and improper, content will be irrelevant and sales will confuse customers and prospects. Marketing needs feedback from sales, that is, what content is more effective and what is not and sales needs marketing to provide them with the most useful information to attract prospects for better sales.
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