web analytics

Category: Execution

How to Build a High Velocity Sales Team: Campaign Design and Evaluation (Part 3)

[This article is part of a multi-blog series on how to build a high velocity sales team. View Part 1 and Part 2 here. To the view the original 5-part webinar training series on how to build a high velocity sales team, conducted...

Read More

How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)

The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous  blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to...

Read More

Building a Productive Sales Department: Equality of Lead Distribution and The Impossible Sales Trinity

One of our customers approached us with a dilemma they were facing: “Our reps are assigned to regions and we only have a few setters who set appointments for all the reps. We prioritize the leads we want our setters to call....

Read More

A Common Mistake from a VP of Sales

I have been selling for many years. As the VP of Sales at InsideSales.com, I do not usually give demos of our PowerDialer for SalesForce software. Today, however, I took the opportunity to present to Brian Geery, Interim VP of Sales at Sustainable Minds and a managing partner at Sales Productivity Architects. Brian was a referral from a friend and sales expert, Trish Bertuzzi of the BridgeGroup. I have been evaluating what InsideSales.com can do to improve our game and increase our sales growth in 2012. I figured that doing the demo would not only clear my mind, but also get me close to our product and a prospect.

My demonstration was not as polished as one of my best salespeople, but it lasted the standard 45 minutes, and it covered in content and form, what a standard demo would include. It was also received favorably with the prospect requesting a formal proposal. It is good to know that an old dog still can do a few tricks!

At its conclusion, Brian offered a personal critique. Simply stated, “The demo was good, however, I think you could sell more, faster, if your demonstration was less about what your software does and more about how it solves my problems.” Brian was exactly right!

Read More
Loading