1. Identify and stick to your buyer personas
A clearly defined buyer persona is crucial to an effective sales process. And a sales rep who sticks to that persona is effective in generating sales. Otherwise, a salesperson might fall back on spray-and-pray tactics that result in inefficient prospecting.
2. Use a measurable, repeatable sales process
Low-performing reps let intuition guide them. High-performing reps use a process that’s optimized to move as many prospects as possible from “connect” to “close.”
3. Know your product
Being able to sell is half the battle. Understanding what you’re selling is the other (often under-appreciated) half.
4. Review your pipeline objectively
Effective sales reps don’t mark a deal as likely to close because the influencer likes them. They’re able to objectively review their opportunities, avoid happy ears, and come up with accurate sales forecasts.
5. Find shortcuts and hacks
Once a great salesperson finds a strategy or technique that works, they use it -- again and again and again and again, until it stops working.
