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I Knew EVERYTHING... or so I Thought

2/13/2018

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by Tom Mavrovic

Business Development, Hustler, Continuous Learner

​Have you ever considered getting into sales? You’re good at meeting new people, have a knack for building relationships, and love a good challenge? Sure. Sales is the perfect fit. You already know everything that it involves, you’re good at it. Why not?

Well, I’ve thought that too. I knew everything, and I especially knew how to ask a question…..or so I thought.
​I did everything right. It’s a numbers game. You call enough people, talk to enough decision makers, you’re bound to make a sale. They’re in the market for the service/product you provide, what else do they need? QUESTIONS. Well, yeah, but questions are easy. I ask somebody something every day!

Questions are a key role in sales, if not the most important part. But how hard can asking questions be? “I do that every day”, you might think to yourself. Well, it’s easy. Since of course you know everything.

I did. And it worked great….at first. I got the decision maker on the phone, asked a few easy/normal questions, got answers, but then what? Yeah, I was closing sales and getting some business, but I wanted more!

Questions are great, but are you asking the right questions? Are you asking questions to grow serious clients? And, are you reaching your full potential? There’s only one way to find out. Read, study, repeat; followed by, try, fail, and try again! Yes, certain questions may be asked on almost every call, but the key is to discover new ones that your prospect hasn’t been asked yet.
​
You need to make the prospect think. And this my friends, is one of the hardest, and most commonly missed steps.
Always Seek Knowledge
Let’s go back to the beginning for a moment. I love talking to people, I’m great at building relationships, I’m fearless when trying something new and going all in. Sales? Sign me up!

​You’re probably like me too. Somebody that picks up on new things quite easily, and of course, just simply knows EVERYTHING!
Then things changed. I read a great book called “The Little Red Book of Selling” by Jeffrey Gitomer and it was almost like seeing daylight for the first time.

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Millennials in the workforce: Am I too much of a millennial to work here?

1/2/2018

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By Hannah Baumwell

Sales Development, Computer Wizard, Millennial


Since graduating college about 2 1/2 years ago, I've worked for two very different companies. 

Here is my experience of what it's like to be a millennial salesperson in the workforce today.

The corporate culture and management styles could not have been more different between these two jobs. Management and the corporate culture of my first job drove me to leave after only ten short months. It was uncomfortable and disrespectful.

Now that I've found my current job, I realize that management and the company culture is meant to inspire, challenge me and encourage me to succeed. My success is their success, and I'm starting to realize that my first attempt at "corporate America" wasn't a failure. It was an experience that taught me what I don't want, and gave me the courage to go out and find what I did want!

As a millennial, here are a few tips for how to foster the right environment to inspire people like me.

1. Respect our time. Millennials don't want to feel confined to only "hours".

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Time Management Techniques for Highly Productive Inside Sales Reps

2/24/2017

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Inside Sales
EP Huddle #55

Inside sales is all about EFFICIENCY. This type of selling is cheaper than employing field sales. It's more dedicated than distribution channels or independent sales consultants, and it's also more effective than selling via marketing channels alone.

The number one quality that separates inside sales from other selling models is the ability for an effective inside sales rep to have a high number of quality conversations each day. This isn't possible with the aforementioned approaches. But, in order to produce these results, it's important for inside sales reps to have high activity and ensure very high quality.

Here are a few tips for achieving this.
  • Get on the phones early. Most inside sales reps come into the office, grab a cup of coffee, talk with co-workers and then begin checking emails and going through mental exercises to plan their day. Top inside sales reps hit the phones immediately upon arrival to the office (after the morning huddle, of course!). There are several types of phone calls an inside sales rep makes each day. Prospecting calls, follow-up calls, appointment calls, customer calls, etc. These are all very important. The hardest call to make is a prospecting call that is cold and not planned. Because of this, many companies complain that they don't have high enough outbound activity, which limits their sales pipeline.  Sales development and inside sales teams are more successful if they make a habit of prospecting in the first hour of work each day. 
    • Schedule your first hour each day to achieve 10-20 new prospecting calls. Once the hour is over, grab a cup of coffee, check your email and fantasy football results, and then get onto the next task. Make sure you have at least 2 or 3 additional prospecting hours throughout the rest of the day (or more).
  • After a good call, get back on the phones. Too often, we find that sales people take a break immediately after a good call or meeting. They want to celebrate, relax and feel good about their recent success. This is not ideal. The excitement and energy that a good call or meeting gives a salesperson is infectious and should be directed towards the next call. Take advantage of the positive momentum to try and generate another good call. This excitement will be reflected in your tone of voice, attitude and energy. Use that to schedule another appointment or close another deal.
    • The opposite holds true (to some extent) for negative calls. When you've had a negative call, take a 5 minute break. Grab a cup of coffee, talk to a co-worker (about positive stuff), and relax for a minute to let yourself get your mindset right.
  • Overcome negative calls by reaching out to customers who love you. These advocates will recharge your batteries and remind you why you love your job. If you have a bad call, a bad meeting or it simply seems like nobody wants to buy your product, call someone who you know loves your product. Their excitement will re-energize you and the rest of your day will be more positive. Those future conversations will be better because of your renewed energy.

As a team:
How can you schedule your sales team's day to get off to a quick start by hitting the phones right away? Figure out how many calls you expect your sales reps to make each day, and make sure they're getting at least 20% finished before moving on to another task. Achieving this small goal will energize their entire day.

Also have your team build a list of positive advocates that they can reach out to when they're feeling down. This list is critical for helping to regain confidence.

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