“Win the day by noon”.
I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for.
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If you’re an AE, I recommend appointing yourself a small business owner.
Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself.
Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. Not a bad combo.
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In sales we need to go through the motions.
Our buyers are “frazzled” as Jill Konrath says.
Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).
Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Their study looked at 479,140 outbound cadences from nearly 9,000 companies.
[Read more…]This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]
This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell.
My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 2020. We also conducted 25 interviews with B2B SaaS sales leaders to go into greater detail and get a better understanding of what they are experiencing within their own organizations.
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I consistently see companies unable to get meetings. I consistently see that relationships are the easiest way to get meetings. I consistently see sales people and business owners letting their relationships wither.
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We are starting to reopen but it’s pretty clear things will be different.
Things will be some kind of new but not the same as before. The good news is that some things will be better than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.
In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job.
Much of this should have happened in the old world but many people did not change their habits. In the lockdown world those people have no choice but to dive in. Some of those new digital selling habits will stick. Many will be better off because of it.
Here are some areas to consider using digital selling, now and after the crisis is over.
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