3. Because of the many layoffs and downsizings, everyone must do more. Thus efficiency, especially for salespeople, will remain paramount.

Products and services are becoming more complicated. So sellers who can best explain the value of what they’re offering—how it can benefit potential customers—will sell more.

Prospects often don’t think through the complexity of how a new or intricate offering can benefit them. Sellers must realize how prospects can integrate new solutions and be able to relate that quickly and clearly.

Sellers must take the time to gain superior knowledge and understanding of the prospect’s business. Doing so reduces objections, obstacles, shortens sales cycles, strengthens trust, and increases closing rates.

A buyer’s perception of your competency helps establish trust. For vendors, investment of resources in presentations and proposals often is costly, so more thorough qualifying increases efficiency and reduces overhead.

Be prepared with a list of questions you need answered and obtain as many answers as possible before you meet with the decisionmaker. With reduced staff and likely higher costs in the coming months, it’s disadvantageous to write unnecessary proposals, conduct unnecessary appointments, or be disorganized in obtaining all the information you require.

4. Sellers able to employ teamwork and collaboration will enhance their chances for success in 2010.

Collaboration with internal colleagues, as well as outside channels, suppliers, and, of course, customers is gaining importance.

Teamwork also is crucial because the current economic environment has slowed innovation and the introduction of new products. Teamwork helps retain customers’ loyalty, which can waver if they don’t see new products.

Growing existing clients and finding new clients is easier with the efforts of many versus one. Collaboration enhances relationships and provides a significant edge over competitors by presenting you as a resource with breadth and depth, enhancing loyalty.

Finally, every seller, manager, and company should include the mantra to grow and be better in 2010. Tough markets demand you bring your A game, so personal skill and process improvement should be high on everyone’s to-do list.