Much like a carpenter, plumber, painter or craftsman of any kind, you need to have the right tools to be effective in your profession, and that includes sales. Without the proper training and tools, your likelihood of success is limited.
Let’s start out with the basics.
A “shrink-wrapped” sales binder is a sort of bible for anyone involved in selling. It should contain all of the materials needed to help you complete a sales transaction, from starting to prospect to getting that signed contract. The contents of a well-designed, shrink-wrapped sales binder should contain the following materials.
Looking at this list of requirements from top to bottom reveals the essential resources to go from prospecting to closed sale. And make sure to include your business card so they know how to reach you!
That’s a great start, but it is really just the tip of the iceberg. In addition to the sales binder, high performing sales professionals need access to training and other vital resources to augment their toolkit and advance their knowledge and skills. In the remainder of this article, I have categorized those extra resources I believe are important.
In sales, the best preparation for tomorrow is being your best today!
In these next two categories, I have listed recommended books on selling to add to your library, and sales training programs for you to consider attending – both will enable you to be your best and prepare for future success.
Check Out these Top Sales Books
Don’t just read these classics, take copious notes to help you develop and/or refine a sales “game plan” for your business or sales territory. You should also subscribe to relevant sales blogs and newsletters to help you stay abreast of the latest sales tips and techniques.
Recommended Sales Training Firms
Put what you learn in these outstanding sales training programs into practice, and build on the experience in your daily prospecting and selling activities.
Tech Tools for the Sales Pro
At a minimum, you need the following tech tools in your repertoire to make it easier for prospects and existing clients to do business with you.
These must-haves will also help you stay ahead of the competition, improve communication and workflow, and enhance productivity.
Sales Requires Social Media Activity
You should be connected to and be communicating with your marketplace via your website, blog, or newsletter in addition to:
The global marketplace has become increasingly social, so you need to be engaged with clients, prospects, and other stakeholders in a variety of ways to remain top-of-mind.
Top 25 Sales & Marketing Experts to Follow
I highly recommend that you follow these 25 experts to help you gain more insight about your craft:
Being engaged with this elite group of industry experts will afford you access to great content and resources – i.e. blogs, books, whitepapers, newsletters and so on, so if you are not currently following them, get connected today.
Whether you’re involved in direct sales, are a business owner primarily responsible for sales, or a territory sales representative with a larger company, you need the right tools to be successful. Please take the time to carefully go through this rather exhaustive list and see what should be added to your sales toolkit to help you achieve greater success in the future.
What is in your sales toolkit? What tools are missing that you are going to add now?