We talk to sales reps on a daily basis. Here are 10 tips and tricks that we've heard the top technology sales reps say repeatedly. Download our free 13-page guide on selling into the Fortune 1000: http://www.salesquest.com/resources/selling-into-the-fortune-1000/

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10 Secrets of
Top Performing
Sales Reps

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1. Be a Trusted Advisor

3. The most successful
account developers act
as business consultants
rather than pushy sales
people. They truly add
value throughout the
buying process.

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2. Use Company
Resources

5. The best reps know what
marketing resources their
company budgets for and
take advantage of
resources and programs.
Most companies have
access to online marketing
databases, door opener
campaigns, lead
development
programs, trade shows and
events.

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3. Be Confident &
Enthusiastic

7. Being confident and
enthusiastic helps you
to sell more. Your
prospects and
customers can sense a
confident attitude and
it’s infectious!

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4. Reinvent Sales
Approaches

9. They say don’t reinvent the
wheel, but you may want to
think about reinventing the
sales approach. Be creative
and try new things. Mix up
your elevator speech and
presentation style. If it
doesn’t work, then try
something else.

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5. Research Prospect’s
Target Accounts

11. Research your top
prospects’ corporate
strategies and align your
solutions accordingly. You
can find this information in:
• Press releases
• Social media
• LinkedIn profiles, etc.
Always have a list of
intelligent relevant
questions to make sure
they’re qualified and you’re
not wasting your time!

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6. Use Referral
to Identify &
Grow New Business

13. Every successful
business developer
grows accounts and
pursues referrals once
an initial sales has been
made. Constantly ask the
question, “Is there
anyone else that you
believe might benefit
from our capabilities?”
These are warm leads
that are more likely to put
money in your pocket!

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7. Identify Pain Points

15. Listen to your prospects
and identify their pain
points. It’s much easier
to sell your product or
solution when it’s
aligned with solving a
problem.

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8. Ask the Tough
Questions

17. It takes
time, relationship
building, and trust
before you can ask
the really tough
questions. Don't rush
it.

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9. Take a Tactical Sales
Approach

19. Be tactical (like the BBQ
apron): Let’s be honest, that’s
what all sales reps would
like, sell it now and close
deals quickly. By finding the
right decision maker, doing
your homework and coming
across with exactly the right
message at the right time to
the right person can help you
to make quick sales.
Unfortunately, not ever sale
will be like this, but being able
to recognize the prospects
that are a perfect fit and
closing them quickly is
vital, so you can move on to
the next sale!

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10. Take a Strategic
Sales Approach

21. Not only is it important to
take a tactical sell-it-now
approach, but top sales
reps realize the
importance of building a
solid pipeline.

22. Be Successful!
S Build relationshipsS Do your homework
S Use Resources S Be Creative

23. Be Successful!
S Build relationships
SMake more money!!!
S Do your homework
S Use Resources S Be Creative

24. For more tips and tricks about
Selling (into the Fortune 1000)
check out our free 13-page guide:
www.salesquest.com/resources/selling-into-the-fortune-1000/