Good Timing for Big Momentum in your Sales Career

We’ve recently seen a surge in resume requests for professionals seeking sales promotion and career momentum which got us thinking about the specific requirements recruiters and executives are seeking. As resume writers, it’s always interesting to connect skills on paper to what really motivates personnel to seek higher positions.

So what’s going on out there that sparked this current career momentum?

There’s potential we’re seeing the increase as a result of more companies making the connection between the marketing and sales departments which in turn is driving in-house competitiveness in both departments.

Are you familiar with the term smarketing?

The concept was first introduced by the masterminds at Hubspot in 2008 and is only now becoming more widely implemented. The idea is to create a hybrid role evolving from the amplified skills of both marketing and sales professionals.

Smarketing Goal: Create a common integrated approach to streamline strategy, communication, and realtime workflow efforts.

Read more on specifics of Smarketing here: https://www.superoffice.com/blog/
sales-marketing-

So, how do you ready yourself to make a move?

Step 1: Hire a really really REALLY
amazing resume writer (like us!) who spends all day immersed in multi-industry verbiage and stays updated on current ATS requirements.

More often, at the higher career levels, unless you’re changing structures within your current company, you’re going to need a powerful resume to make it past modern-day applicant tracking systems or ATS’s.

What the heck is ATS? In short, ATS is a software that manages the recruiting and hiring process. Learn the details here. If you’re in the game at higher career levels, these tracking systems must be your ally.

Not feeling the need to hire resume professionals? No problemo. You’ve always got the option to go-it solo. Check out these helpful career tips offered by the good folks at Top Resume

Speaking from our perspective, the #1 client feedback received on why our clients looked to hire a professional resume writer is that they are not gaining traction on recent application processes.

“I have a diverse background but am having difficulties explaining my skills on paper.”

“The current resume, I wrote, and have sent over 50 applications but i’m not getting interviews”

“I believe the resume is the issue.”

“How do I frame my diverse experiences and accomplishments to capture the interest of hiring managers?”

Step 2: Evaluate your current skills.

Quote: There's a good chance you already have the skills to gain sales career momentum.

Now, we could list a million key skills required to succeed in sales,
but none of it would be anything new-to-you. If you’re currently succeeding in sales,
you already have what it takes to keep building out your path.

Advancing in sales is more than doing a good job and waiting in line for the next opportunity. It’s about understanding where your company is growing and
identifying how to serve the needs of the business before those needs become
problems or major initiatives.

That’s how you become a person people are excited to work with AND walk the path to exponential career growth.

Fun fact tho: Sometimes to get the growth, you may find yourself in a financially less-fulfilling role, on-route to your target position. This type of growth won’t always feel like progress. Yes, it’s sticky and uncomfortable. And you may make a few perceived steps backward to gain traction on a major step forward.

Planning momentum in sales career with notebook and mac computer.

In summary, we learned that when it comes to sales promotions, the world is your oyster – there are countless career paths to choose from in sales. It’s just a matter of discovering what you enjoy doing most and where you want to end up.

Read These Sales Books to Hit Your 2017 Goals

Boost your sales skills

 

This week we are focusing on the sales and marketing industries as we write a lot of resumes for these hard working professionals.  Here is an expert from a recent article from Inc.com highlighting some excellent books to look out for this year to help boost your sales career goals and ambitions.  

Finding Leads:

Fanatical Prospecting by Jeb Blount

This book is essential for everyone from the most novice salesperson through the CEO. Jeb Blount is highly motivational, but he backs it up with a solid structure that can help you hunt down vital leads.

Blount lays it all out in a clean, efficient manner. You’ll learn the 5 C’s of Social Selling, the 5-Step Telephone Framework and the 4-Step Email Prospecting Framework. Once you finish this book, your next campaign will be supercharged.

This isn’t a bunch of feel-good hokum. I’ve used Blount’s tactics with much success, as they have been tried and tested several times over.

Hacking Sales:

Predictable Revenue by Aaron Ross and Marylou Taylor

This book takes you inside the growth playbook behind one of the most successful companies of our time: Salesforce.

Predictable Revenue will teach you how to build a sales machine. It outlines common mistakes C-level executives and VPs of Sales keep making (and how to avoid them). The book will teach you that not all leads are created equal, giving you a step-by-step process that turns leads into paying customers.

Predictable Revenue gives readers a valuable peek inside the engine that build Salesforce into a multi-national force. If you’re hitting a wall with sales, you owe it to yourself to read this book.

Closing the Deal:

Pitch Anything by Oren Klaff

Klaff has used the methods described in his book to raise more than $400 million. If you can attract leads but just can’t get the deal you’re looking for, you need to read Pitch Anything.

This book will teach you how to shift the power of negotiation to your side, but still have both parties walking away like they got a fair shake. Instead of just feeding you recycled rah-rah advice and having you come off like a car salesman, Klaff preaches the importance of understanding neuroscience to close major deals.

The Perfect Close by James Muir

I love this book because it delivers such practical advice. Muir has developed a sure-fire method of closing that works 95 percent of the time … in just two questions.

He details this is in more of a conversational way, making this an easily-approachable book for those who aren’t really motivated by some of my more confrontational selections.

The Perfect Close will get you into the proper mindset you need to become a better salesperson in 2017. The advice is simple, logical and effective.

Hiring and Managing:

The Sales Acceleration Formula by Mark Roberge

In a similar vein as Predictable Revenue, Roberge explains how he helped build Hubspot from a startup to a company worth more than $100 million.

No matter what stage your company is in — whether it just launched or it’s a known commodity — you can learn from The Sales Acceleration Formula. Just like many of you, Roberge wasn’t a born salesman. He’s an MIT grad with a background in engineering. In this book are the lessons he’s learned along the way, going from novice to closer.

Roberge’s book explains how to hire the employees who can supercharge your sales, how to train those employees and how to leverage technology throughout the sales funnel.

This book is a must-have if your business focuses on inbound marketing, or if you want to get a leg up on your competition.

Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana

Your sales team could be killing it week in and week out, but unless you’ve got the proper measurement systems in place, would you even know? That’s the problem Jordan and Vazzanna solve in Cracking the Sales Management Code.

This is a valuable read if your sales structure is a bit too disorganized. It breaks down the 5 fundamental sales processes you need to enact. Instead of simply setting a goal and hoping your sales team makes it, this book explains how to set your employees up for success, providing value from cover to cover.

This isn’t for novices and it might take a couple reads to truly understand the message Jordan and Vazzana are laying out, but it’s a vital tool that any sales manager could learn from.

3 Psychological Triggers That Can Help You Close Deals Faster

Sales success

This article is great motivation about how to STOP talking about doing something, and JUST DO IT. Like Nike said, right?

Original article click here.

About 40% of Americans make New Year’s resolutions. As the calendar flips to a new digit, people see an opportunity for a fresh beginning and a renewed opportunity to commit to their goals. It doesn’t take long, however, for time to pass and people to fall back into their old ways. By the end of the year, only 8% of those who made resolutions are able to keep them.

How do you prevent best laid plans from going awry?

Todd Rogers, a behavioral scientist at Harvard University, addressed this question at a recent TEDx event.
While highlighting research on voter turnout, the presentation also offers valuable insights that can help salespeople overcome one of the biggest challenges that comes with sealing a deal — no decision. What do you do when buyers fail to move forward, despite their stated intentions?

In his talk, Todd reveals three messaging tactics that were used to bridge the divide between intention and action, effectively bringing more voters to the polls on election day. Drawing from this narrative, let’s look at how salespeople can use the same psychological triggers to influence buyer behavior and inspire action.

Prompt for a plan

First lesson learned: Simply calling to remind people to vote had no effect on turnout. But when the scripts were changed to ask people what time they intend to vote and how they planned to get to the polls, it doubled the impact of the previous script. Translated into a business context, this technique can be used to improve the time-to-close for sales.

For example, many sales will conclude with your contact saying something like “sounds good, let me circulate this internally and get back to you.” Rather than ending the call with this open-ended comment, aim to work out a plan together. Without being pushy, these are the types of prompt-for-a-plan questions you can ask:

Who within your organization will you be reviewing this with?
Is there a regular meeting or other process by which you’ll let them know about the information I’ve shared with you?
When is the next time this group will be together?
What date and time works best for a follow-up call? (And then send a calendar invite to firm it up before you hang up the phone.)
Want more data-backed advice to sell smarter? Check out our free prospecting course.

Leverage positive peer pressure

Another technique used by campaign volunteers was to inform potential voters that other community members were signed up to vote. It worked because people are inherently risk averse. It’s easier to make decisions when we’re reinforced by others.

There are common elements of the sales toolkit that help illustrate “people like you have made this decision” including testimonials, case studies, and positive ratings by industry analysts. Even if you work at a smaller company that doesn’t yet have a recognized brand and long list of testimonials, you can provide anecdotes and examples that illustrate how the product you’re selling is part of a larger trend. For example, Salesforce.com used “No Software” as a business mission and mantra well before they were a trusted brand. By championing a broader trend, they were able to create the perception that a large number of people were moving in the no-software direction (which, of course, turned out to be right).

Reinforce relevant personal identity

We all have multiple dimensions to our lives and therefore multiple self-images. To illustrate this point, Todd Rogers described himself as simultaneously a loving parent of two kids, a rabid Eagles football fan and a Harvard professor/researcher. Most people have a civic-minded identity that, when reinforced, helps motivate them to vote.

For example, saying “as the kind of person who votes” had measurably better results than saying “as a person who can vote”. In most sales situations, the person you’re working with is most responsive to their “successful business person” self-image and perhaps the broader image of the company. So reinforcing phrases such as “as a manager focused on customer retention” and “as company recognized for fast customer service” can help frame your conversation in the context of the buyer’s goals. Describing your services and capabilities with this context helps show that your objective is to help him or her succeed rather than simply pushing for a deal. This technique is closely related to Dan Pink’s concept of “Attunement” which he describes as the ability to shed the anchor of your own position and instead understand another’s perspective and interests.

Bonus Tip!   Take time to document what is effective and what may need changed.  Don’t change too many variables at once so you can more effectively measure what changes work.

____________________

Power Writers USA wants to know what you think of this, and other blog articles we post.  Your career change is unique and PWUSA is here to help you along the way with Resume Writing Services, Cover Letter Writing, CV’s, LinkedIn Profiles Updates, and more.  Contact us now for a free consultation and resume evaluation!