EP Huddle #40
Webinars are a great way to effectively showcase a product or service without spending too much money on travel. The available technology has improved so much that sales teams can now accomplish the same goals that used to require travel, face-to-face meetings and expensive travel budgets. Now, inside sales teams can do the same things from within an office.
Tools such as FaceTime, Skype, Go-to-Meeting, Web-Ex and Uber Conference are examples of the web conferencing and video technology that can help connect sales teams with customers. Here are two major ways to utilize these technologies to generate revenue.
As a team:
How can you leverage technology to build more awareness of your company within the market? You should have prospecting goals aligned to number of webinars delivered and number of prospects who attend these webinars. Your major focus is to create a way for prospects to learn about you and then find a way to get them into your sales funnel. In addition, how can you build a customer on-boarding curriculum to help your sales and product teams better equip your customers to be successful?
EP Huddle #32
Selling a product or service is all about matching up a customer's needs with the solution that you can provide. Bad salespeople try to cram features and benefits of a product down a prospect's throat, while the best sellers are able to effectively find ways to see the pain a customer is experiencing, and provide a solution to the problem.
Taking notes are an important part of the selling process. The goal is to capture key comments, ideas and concerns in a way that allows you to use this information later while you're crafting a proposal or trying to close a deal. Here are proven ideas to increase the effectiveness of your note taking, and ways to increase the likelihood that you're able to help prospects solve problems.
As a team:
EP Huddle #28
Selling a complex service or product typically requires conversations with various levels of decision makers. In most sophisticated organizations, sales reps must engage people who control the money, end users who will ultimately implement a solution, and various other people such as IT professionals who will oversee the technology integrations.
Because there are so many layers of people who will have an influence in a decision, it's important to understand what makes each individual tick.
For instance, in an education sale, here are a few key decision makers and some of the things they're interested in:
Top district administration: These folks are interested in data and lots of it. They want to know what that what they're buying will improve student scores. And, they want to make sure the solution is within their key strategic goals for the next several years.
School administration: School level administrators want to know the same things as the district leaders. But, they also want to make sure the implementation won't negatively affect their teachers or on-ground technical team. Is it easy to implement? How will we train our staff to use this new product?
Department leaders: These folks are all about the product, the pedagogy behind the product, and specifically how the instructional tools will impact students while using proven methods of teaching.
IT/Technology: Anyone who helps the technical integration will need to know exactly how this solution will impact their bandwidth, systems and helpdesk. They need to see spec sheets and know how to work within a new product to make sure it's always working. Oh, and students (and teachers) typically don't have control over the machines. So, the tech team will need an implementation plan to quickly install and manage the program.
Teachers: Teachers are a catch-all of the above information, and they'll also require the "how does this affect me" information. They are the end-user, and therefore will need to be sold on the reasons why they should change what they're currently doing (or have done for years). Teachers, like all other end-users will really need to have buy-in or else you'll see the implementation fail, and as a result, any chance for a renewal sale in the future.
As a team:
Who are the key decision makers in your industry? How do you communicate with each group during the sales and on-boarding process? Do you involve them up-front? If not, consider it. If you do, how do you align your messaging to properly fit within the key information they're looking at to make a decision?
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