What is Sales Acceleration?
Sales Acceleration is a term that virtually everyone in sales uses, from CEOs to managers to salespeople. However, when I ask these same groups of sales professionals to define sales acceleration, and what it means in terms of the steps that they should be taking to speed up their sales, I am often met with blanks stares and confused looks.
So, I’ve set out to answer that question for you. What is sales acceleration? What does it mean and how can I do it?
If you’ve read my books or my other blog articles, you have a pretty good sense of how I define Sales Acceleration. But, I thought that you would find value in hearing what other sales experts think about Sales Acceleration and hear their thoughts, tips and techniques about how to amp up and accelerate your sales.
Today I’m sharing another video from my series of Sales Acceleration Interviews. My guests are all leading sales experts and we explore what sales acceleration means and discuss steps sellers should take to make it happen. I learn something new and usable every time I talk with these experts and I’m sure you will too.
Watch this excerpt from my in-depth conversation with author and speaker, Anthony Iannarino (who writes the excellent The Sales Blog.)
In this video Anthony discusses three key steps that you need to implement at the beginning of your sales process in order to accelerate your sales.
1. Identify your ideal customer. Who are the highly targeted customers for whom you can produce outsized results for the money you will be paid?
2. Start prospecting immediately and filling your funnel. You can’t accelerate sales without prospects!
3. Define disciplined sales processes that set expectations for how you will produce the value for your prospects that enables them to compress their decision-making.
It’s all good stuff that you need to hear. Click on our smiling mugs below to watch and learn now!