The Sales Pitch: 6 Ways to Turn Off Your Prospects

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When you’re pumped with a lot of information about the product or service you have to sell, and your mind is swimming with images of over-enthusiastic and over-smart sales guys you see in the movies, it’s easy to fall prey to old habits instead of making a smarter, more innovative pitch to your prospects. Sales reps only get one chance to sell – and the words that tumble out of your mouth can make or break a deal. How can you turn your next client meeting or cold call into a positive experience for you and your brand? Here are six big no-no’s you should avoid:

1. ​The Sales Spiel: Stephen Schiffman in his book The 25 Sales Skills: They Don’t Teach at Business School, calls this long monologue by the sales rep, a product dump. A product dump is a nervous sales rep’s attempt to fill the awkward silence and is the most ineffective form of one-way communication with a prospect. A sales rep goes into the spiel mode either when he is new, nervous or when he puts his product over and above the customer. Your product can never trump your customer. The prospect tunes out because this is information he could read off the brochure or on your website. This approach is un-innovative and ineffective.

“Selling is not just show up and throw up!” – Mark Roberge [Tweet this]

The Sales Spiel

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Improve Your Outbound Sales: 7 Tips From a Prospect

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Want to improve your outbound sales game? I offer you the following 7 simple – but difficult!- ways to get better instantly. Simple but difficult? That’s no contradiction. The following 7 tips are easy to follow. They are very very simple concepts. You could apply all of them in one day. Today. Right now.

Yet, they will seem difficult. Why? Because they run contrary to what most people do every day. As a SaaS marketing executive, I get four to five sales pitches a day and I know what turns me off and what piques my interest. While not everyone is like me, I am also sure I’m not the only one.

Do your homework

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Sales Gamification: 5 Toxic Sales Leaderboard Habits and the Middle 60%

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This is a guest blog by Gal Rimon, the founder and CEO of GamEffective, a next-generation enterprise gamification company focusing on skillful change in organizations.

Many sales advice columns contain one recurring recommendation: a leaderboard. They suggest charting all sales people on a leaderboard and waiting a little for the leaderboard to sink in. They promise that as a result, sales numbers will hit the roof. Is this true?

Top 5 Toxic Sales Leaderboard Habits

Sales people are a competitive bunch, and a good sales contest can certainly motivate them. However, leaderboards are often misused – in sales situations and otherwise – with potentially nasty outcomes. Here are five toxic sales leaderboard habits:

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Building Trust in Your Sales Team: 5 Takeaways from TED and HBR

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Simon Sinek’s inspiring TED Talk about why good leaders make you feel safe got me thinking about the implications when it comes to running a business and a sales team. In his discussion, Sinek points out that the military gives awards to those who give their lives for others. We call them heroes, honor them with ceremonies and reward them with medals for their bravery and selflessness. Of course, these folks deserve to be recognized for their contribution.

Those who serve in the military understand that trust is what binds a team together. They’ve got each others’ backs and without that, they wouldn’t be able to carry out an assignment successfully.

When we talk about teams in business, it’s a different story. Often, those who are most outspoken are recognized and those who self-promote (even at the expense of others) are rewarded. Read more

4 Must-have CRM Integrations for Every Small Business

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A good CRM software helps you organize your contacts and follow up with your leads till you close the deal. But a great CRM does a lot more. It helps you generate, capture, nurture and grow your business in a holistic manner. If you’re an entrepreneur, you know what I’m talking about.

When you’ve just started your business, you’re doing it all: sales, marketing, follow ups, execution. Zoho CRM is just like you – it can do it all. How? With some key integrations.

4 Must-have CRM Integrations

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5 Businesses You Never Thought Would Use a CRM

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Every business, no matter the industry, eventually needs a CRM. As a company that has been in the CRM space for a decade now, we are always pleasantly surprised when customers from across various verticals tell us how our system works for them. It inspires us to create a product that is so flexible and customizable, that it fits everybody’s needs. That’s why we believe in #CRMforAll

Don’t believe us? Here are 5 unique companies that use Zoho CRM:

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3 Ways the Talkdesk Call Center Software Integration Can Help Teams Sell More

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This is a guest post by Tiago Paiva, CEO of Talkdesk – a leading browser-based call center software.

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If your team uses Zoho CRM, you surely understand the value of having a complete overview of prospects during sales interactions. What you may not realize is that without integrating your call center software with Zoho CRM – and automating certain tasks – contact details might slip through the cracks, costing your team deals.

Talkdesk for Zoho CRM closes this information gap between your CRM and call center software. It not only enriches CRM data with information from phone interactions, but also automates some of the sales process and ensures that your team has access to accurate contact data. How does this help teams sell more? Here are three ways: Read more