A letter to the new class: February 2018 - Four new hires to help our education technology division grow.
Welcome back Hannah. Welcome aboard Jack, David and Danny. You four along with Bob are going to make one great sales team for our client.
Sam, your trainer, mentor and manager, is excellent and eager to transfer knowledge to you. With over 10 years of education and sales experience, Sam is quite possibly the best education technology inside sales manager in the country. His understanding of the market, knowledge of the customer and interest in helping school districts around the country is incredible. And, his ability to teach, coach and help sales people will no-doubt make a huge impact on your careers here at EP.
Like growth in any company, this experience has been stressful yet fun. To onboard four new hires (1/4 of our company), is nothing easy. But, we were lucky to find many excellent candidates, conduct dozens of interviews, and select the most excitable, energetic and professional group of new hires we could ask for.
Welcome to EP. Within a few days you were on the phones setting appointments and generating interest in demos. All of you were able to speak intelligently with prospects and demonstrate a great understanding of our client's value proposition.
You're making progress on understanding our business, the business of our client, and adding tremendous value towards hitting our sales goals and helping millions of students around the world.
We look forward to the excellent work you're about to do.
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 Dan Hersh
President, Engaged Prospect
We learn from our clients and prospective clients that sales and marketing is often an "afterthought department". Effective sales isn't as easy as it seems, but doesn't it seem really easy?
Product development, finance and operations require specific training and experience. Why doesn't sales? Many businesses have sales teams that are "good enough", but not great. And sales leaders have climbed the corporate ladder because of previous success as a producer. But too often we see that this strategy isn't effective.
Sales is a high-level profession that requires excellence in the areas of personality, problem solving, activity, energy, strategy and research, among many others.
Engaged Prospect is an organization dedicated to selling. We take it as a serious job, and think that training, education and experience are important.
See what the Harvard Business Review thinks about it, and of the future of professional selling...
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