Great Sales Quotes

Foundational to the success of any sales person is staying motivated. It’s the starting point for maintaining the right attitude, putting in the required effort and achieving the intended outcome of any sales person, or sales organization. Looking for motivational quotes for your sales team? Here’s a great start:

“If you aren’t going all the way, why go at all?” – Joe Namath
“The same wind blows on us all. What matters is not the blowing of the wind but the set of the sail.” – Jim Rohn
“It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter
“I have stood on a mountain of no’s for one yes.” – B. Smith
“Care enough to create value for customers. If you get that part right, selling is easy.” – Anthony Iannarino
“If you don’t risk anything, you risk even more.” – Erica Jong
“If your sales have tanked, maybe the issue is not your lack of sales skills, but you are rushing the knowing and trusting aspects of the buying process.” – Leanne Hoagland-Smith
“You can’t give up! If you give up, you’re like everybody else.” – Chris Evert
“The best salespeople wonder what it would be like to be in the other person’s shoes. They know they can’t play that game unless they continually strive to train themselves in how we as human beings communicate.” – Bob Phibbs

“You have to drop your sales mentality and start working with your prospects as if they’ve already hired you.” — Jill Konrath

“Winning isn’t everything, but wanting to win is.” – Vince Lombardi
“Make a customer, not a sale.” – Katherine Barchetti
“You have to drop your sales mentality and start working with your prospects as if they’ve already hired you.” — Jill Konrath
“Great salespeople are relationship builders who provide value and help their customers win.” – Jeffrey Gitomer
“You miss 100% of the shots you don’t take.” – Wayne Gretzky
“Don’t wish it were easier, wish you were better.” – Jim Rohn
“Life shrinks or expands in proportion to one’s courage.” – Anais Nin
“Whatever the mind of man can conceive and believe, it can achieve.” – Napoleon Hill
“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.” – Winston Churchill

What is enterprise selling?

Simply stated, enterprise selling is the process of selling to large organizations. Another term for enterprise selling is complex selling. Enterprise selling is far different from what’s called transactional selling, like a typical retail sale. That’s because enterprise most often involves months of effort, many meetings and interactions, multiple decision-makers, competitive bids, big budgets, complex negotiations, multi-year contracts, and a major impact on the organization’s operations. While very challenging, successful enterprise selling can lead to significant revenues, enhanced brand credibility, and profitable multi-year business relationships for you.

What are the challenges of enterprise selling?

The challenges inherent to enterprise selling are formidable. Here are just a few.

First, enterprise sales nearly always require a lengthy sales cycle, spanning many months, and sometimes more than a year in duration.

Second, the discovery process is complex and far more involved than that required for a smaller, transactional sale.

Third, the demand for social proof is far more important in enterprise selling than in transactional selling.

Fourth, change is the only constant. Over the course of a lengthy enterprise sales cycle, the customer’s business, its decision-makers, the external business environment, your products, your pricing, your sales team and the positioning of your competitors may change. And each one of those changes has the potential to impact the outcome of your enterprise sales efforts.

Fifth, enterprise selling almost always means multiple decision-makers and often the very real and active presence of office politics. It can be challenging to identify key influencers from the outside and then win their support. Sixth, once you do identify the right players, you may have just one shot to secure their interest, their support, and their business.

How do I succeed in enterprise sales?

There are 4 primary building blocks to achieving success in enterprise sales. Those building blocks are: know your customers, know your products, know your solutions and build long-term relationships.

To know your customers, you must research the marketplace and your customer. And you must actually experience your customers’ products and services. Nothing replaces actually experiencing your customers’ products and services.

To know your products means to fully understand the features and functionality of the products you’re selling. This can be quite challenging for complex products and services, especially as they may evolve over the course of the sales cycle. But it’s important that your sales team doesn’t develop a dependency on others in your organization to explain the value of your product to your customer. Your sales people must have this knowledge and the ability to expertly communicate the features, benefits, and unique advantages of your product.

Beyond knowing your products, you must know how your products can become solutions to your customers’ needs. It’s not up to your customer to connect the dots for your sales people. They need to be able to clearly communicate how your product delivers solutions to their real world business problems. Often, this means being able to provide relevant case studies and success stories at the right time and using just the right words.

Ultimately, successful enterprise selling requires the building and nurturing of strong, long-term relationships. You need to help your sales team become and stay motivated and empower them with the training, tools and resources they need to build these critical long-term relationships.

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