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.
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.
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".
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.
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.
Need Improved Inside Sales?
Check out the "EP Huddle." It's more than 55 training articles and tips that will yield immediate impact!
ABOUT EP HUDDLE
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.