Creating the future of startup sales
Sell higher, sell more!” is a common statement from sales managers; especially in technology firms. The exhortation is based on impeccable logic—get into the offices of senior executives and your opportunity increases to make larger sales repeatedly over longer periods of time.
Listen.Do not have an opinion while you listen because frankly, youropinion doesn’thold muchwater outside ofYour Universe.Just listen.Listen until theirbrain has been twistedlike a dripping towel andwhatthey have tosayis all overthefloor”.
When Sales Rep use proper questioning they better uncover buyer needs, pains a personal business desires. When they questioning with the sole intent to derive metrics that the decision maker requires to make a sound and faster decision, they Rep gains a competitive advantage
Good sales people thatsell consultativelycreateand demonstratestrong value propositionsforwhy theirclients willwanttoengage theirsolutionsor services. Oftenthevalue propositionis so wellconstructed and communicated, thesales person (orcompany president,or VPofSales) thinks,”Thissale isin thebag…the valueissoclearthat itwouldbenonsensicaliftheclientdidnotmoveahead.”
Of one of the most difficult exercises for a salesperson is to be able to create a value proposition that has many uses. They could be used to open up a presentation, it could be used to open up a proposal for an RFP, they could serve as an opener on an email a voicemail and the list goes on and on.
There is a big discrepancy in the field of sales in using cold calling to reach senior executives. I believe the controversy arrives in that a senior executive will not answer the phone. This trend is growing to the point where certain companies as Coca-Cola have actually eliminated voicemail in the business altogether, preventing Sales people from calling and interrupting executives at work
There is a big discrepancy in the field of sales in using cold calling to reach senior executives. I believe the controversy arrives in that a senior executive will not answer the phone.
Why does cold calling produce so much fear? How strong is it? How long does it last? Does it affect everybody? If it stronger depending on the person? Do I really have to have it? Yeah and the answer to all these questions is yes, then yes again. The longer you are selling the better you get at it, but not always so and not for everyone
Over the last several years, there has been a quiet explosion of numerous new technology companies being born, from SF downstream to NYC. Especially with the advent of SaaS technologies, many of these firms are quickly funding, and entering their respective markets, at an alarming rate
After the Sales rep has done all the hard work of research prospecting, strategies, presenting, and delivering the proposal, they are faced with tyh4e #1 obstacle to overcome to get to a signature. It is the PROOF of all their claims and value statements.
