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Confidence – the person who believes in their knowledge when they share it. Recognition – other experts noting the expertise that a person confidently displays. Regurgitating other people’s original ideas will never make you an authority. While it may show that you have some expertise, it doesn’t provide any insight into your confidence. Nor will it result in you being recognized by your peers. Authority is critical to the customer journey because consumers and businesses are seeking expertise to assist and inform them with their purchase decision. Simply put, if you’re quoting someone else, the buyer will view the original source as the recognized authority – not you.
Be the Authority If you want to be recognized as an authority, be the authority. You’re not going to do Mobile Phone Number List that by standing behind other people’s ideas. Express your unique viewpoints. Test and support your ideas with research and documentation. Then share those ideas across industry sites that allow you to participate. Every publisher is always seeking the unique perspective – it’s an easy pitch. The result of sharing your expertise is that you’re now on par with leading peers in your industry, not being overlooked as you stand behind them. As you build recognition and confidently share your expertise, you’ll find that you’ll be trusted and treated quite differently. you’re providing. And when you’re seen as an authority, influencing the purchase decision becomes much easier. The traditional image of a successful salesperson is someone who sets off (probably with a fedora and briefcase), armed with charisma, persuasiveness, and a belief in what they are selling.
While amiability and charm certainly play a role in sales today, analytics has emerged as the most important tool in any sales team’s box. Data is at the core of the modern sales process. Making the most out of data means extracting the right insights to figure out what is working and what is not. Without analytics in place to do this, sales and marketers essentially operate in the dark, guided by intuition. As adoption of analytics continues to grow, and as the tools become more sophisticated, charisma isn’t enough; failing to integrate analytics throughout the sales cycle represents a crippling competitive disadvantage. Research from McKinsey, published in an eBook titled Big Data, Analytics, and the Future of Marketing & Sales, found that companies that effectively use Big Data and analytics display productivity rates and profitability that are 5 – 6 percent higher than their peers. Moreover, companies that put data at the center of the marketing and sales decisions improve their marketing return on investment (MROI) by 15 – 20 percent, which adds up to $150 – $200 billion of additional value. Let’s explore the three main reasons why sales teams fail without analytics. 1.
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