![]() In this exclusive article excerpted from my book on enterprise sales for founders and other first time sales staff, I share the critical lessons I’ve learned to nailing these interactions both in our sales org at TalentBin, and at numerous other early stage sales orgs I’ve advised.īut I also know it’s not enough to su ggest the type of things people should say to clients. You can see why starting from a strong position is so important. The success or failure of this commercial argument is what will drive your revenue success or failure. Every email your sales team sends, every voicemail they leave, and every demo they give in person or over the phone reinforces or detracts from this commercial argument you make to your prospect about why your solution is so fantastic for her business. Sales is a significant channel through which companies need to tell a compelling story in a distinct voice. It’s not too far off from how startups need to position and define the public-facing tone and voice they want to use. It’s also a question of how you want your company to sound. You need the right tools for each part of the job. That is, you can't build a house with just a hammer. But where do you even start?įirst, it’s a question of making sure that the commercial arguments you likely have embodied in materials like your sales deck, and core sales narrative, are also available in the format for other parts of the sales funnel. The key is to take as much variability and improvisation out of the equation as possible so you can define, test and stick with what works. Of course, teaching a team of people what to say in each of these situations, not to mention, simply remembering yourself, is an entirely different animal than simply putting together a compelling set of sales slides. But what about the email templates needed to get prospects on the phone? What about the phone scripts for setting those sales presentation appointments? The best sales deck in the world isn’t super helpful sitting on a shelf, gathering dust because you aren’t setting appointments in which to use it! And while a sales presentation is all well and good, a well-scripted, live demo is required to show prospects it’s not all smoke and mirrors. It's excerpted from the sales demo, phone, and email scripts chapter in his book, Founding Sales, which tackles everything founders and first-time sales staff need to know about acquiring early customers, building and scaling winning sales teams.īuilding a winning sales deck is one thing. This article is by Peter Kazanjy, co-founder of Atrium and TalentBin (acquired by Monster Worldwide in 2014). ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |