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Whether they think about it or not, everyone has a brand. Your brand is the collection of qualities you are perceived to possess. In b2b transactions, personal branding is often more important than your product branding. While consumers often use product branding as a shorthand for quality, professionals often spend more time looking at the individual on the other side of a transaction. Additionally, personal branding can help you to end up with the job you want, rather than the one you have. The first step in controlling your brand is the easiest. When someone first meets you or is directed to your LinkedIn profile, what do they see? Go out of your way to update your profile, tailoring it to your ideal audience. Make an effort to appear in a way which will show your competence and promote trust. Additionally, add accessible content which promotes your brand. This can include things like personal recommendations, highlights of successful projects, or news articles featuring you. Secondly, you will need to examine your longer-term relationships. Are you actively sharing relevant and productive information on your LinkedIn profile? Do you deliver value to those who have a professional relationship with you? This can take more time and thought. The key is to consistently put in extra time thinking about how to connect yourself with your desired qualities. One key mistake many people make is they try to brand themselves as something they are not, or by a personality quirk. A good personal brand showcases your real relevant positive qualities. Your customers or partners do not need to know intimate details of your life. Too many professionals make the mistake of trying to be the funny salesman, or the salesman who likes horses. Your professional relationships want someone who can deliver a reliable product on time, not someone who can tell a good joke. Being personable is useful but should not be part of your personal brand in most cases. As you develop your brand, keep your goals in mind. Think about where you want your career to end up, and what it takes to get there. If you become known for possessing the necessary qualities for your dream position, you may find yourself there faster then you expect. Remember, think about how others perceive you. Take the time to cultivate a personal brand!  Start small and build from there.
So you want to land a job in sales? You’re one of the brave ones! Working in sales is not for the faint of heart. You need to be driven, determined, and have thick skin. However, if you have all of these attributes, you might make for a fantastic salesperson. Sales may be a tough industry to break into, but it can also be incredibly rewarding. A talented salesperson can make a generous salary and even advance in their career quite easily. With that being said, the first step to landing the sales job of your dreams is acing the interview. A sales interview can be nerve wracking for anyone, regardless of skill set or experience. However, with the right preparation, you will be able to make a fantastic impression during your sales interview and secure your dream job. Here are a few tips to prepare for a sales interview: Do your research You should never walk into a sales interview without first doing your research. Companies want to hire salespersons who are not only talented at selling products or services, but that are also knowledgeable about the sales industry. You should be familiar with sector-specific sales information, as well as general sales trends. Make sure you can speak on retail data and sales cycles. However, you should also research the specific company which you are interviewing for. It’s crucial that you know what the company sells, how the market responds to their products or services and how you would go about selling their products or services. Sell yourself Approach your interview the same way you would approach a sales meeting. Instead of selling a product or service, you’re selling yourself! However, tone back the aggressive sales approach and instead focus on how you can offer solutions to the company. If you can convince the company that you are a good fit for them, then you are showing them an example of how you can help them sell more products and services. Get ready for questions You would be underprepared for a sales interview if you didn’t ready yourself for a bevy of questions. While every interview is different, there are a few common questions that are typically asked during sales interviews. Here are a few questions that you should prepare answers to: What was your biggest career challenge and how did you overcome it? What is your proudest sales accomplishment? Have you always met your sales targets? How do you handle objections? How do you qualify potential clients? What are your thoughts on customer service? At the end of the day, preparation is key when it comes to landing your dream job. When you prepare adequately for an interview, you are showing the interviewer that you are passionate about excelling in sales. Your dedication to your appearance, your willingness to answer questions honestly and your knowledge of the company which you are interviewing for is absolutely crucial. Take these tips to preparing for a sales interview and you are guaranteed to impress the interviewers and get the job.
Over the past few decades, the way that people connect with the outside world has changed drastically. The rapid proliferation of technology, such as cell phones and portable internet devices, has created an environment in which the opportunity for connection and exchange of information is greater than ever before.  These changes have necessitated adaptations in marketing, networking, and sales- with some even claiming that cold calling is dead. The cold call has three primary objectives depending on your product and sales process. Qualify Set the appointment Sell your product To investigate the place of cold calling in the digital age, let’s examine some of the ways in which professional mindsets have shifted. First, use of the internet and smartphones has created an environment where information is readily available at the touch of a button. This includes information about other individuals and companies. If you are considering working for a company, the first thing most people do is perform a search on networking sites for information. If you are going on a date, you have probably already investigated the individual’s social media profiles. Whether professionally or privately, people are used to coming to the table armed with information. Additionally, the availability of these technologies for communication has lead to a form of connection saturation. Because it is easy for anyone around the world to contact you, people have become accustomed to saying “no” to the increasing numbers of salespeople they encounter. So, if you want to use cold calling as an effective tool in your arsenal, what should you do? First you should recognize that cold calling is not your first priority. The two limiting factors on your ability to make a sale are the time you have available and the number of leads you have. So rather than using cold calls as your ONLY method of making sales, use them to supplement your overall strategy. This strategy should be focused on keeping your funnel full as opportunities work their way down your pipeline. Anything you can do to increase your chances of connecting with the right prospect will make the technique more effective. Therefore, doing research on your potential customers could be incredibly useful. Cold calling should be a backup to your arsenal of tools. Second, make your script work for you rather than the other way around. The purpose of a script is to make sure that you concisely and accurately present the important information to your sales prospect. Additionally, following your script mindlessly will be incredibly noticeable to the person on the other end of the line. Learn your script like a well-trained actor so you can adjust what is said with the flow of the call.
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