Articulating complex products and services to your prospects without using industry jargon

 

This is a guest post by HubSpot corporate sales executive, Juan Molina.  Juan has been in B2B technology sales for the past 7 years and has held positions in sales including entry level business development rep, outside territory rep, key account management, and sales management. You can follow Juan @salestipsb2b on twitter, or check out his blog on B2B Sales Tips.

 

In my experience, most sales reps in a B2B commercial engagement, when asked what solution they are selling to a prospect tend to answer strictly in product terms. They answer in the specific product version, quantity, and overall functional details of what will be provided. In my opinion, this is a mistake that leads to two very common pitfalls:


What is Inbound Sales? (Video)

This video was originally posted by SalesLoft.

12 Skills You Need to Thrive In a Startup Sales Job

 

It is no secret that working at a startup requires a special skill set, but according to Mashable, a startup might be your best shot at a new job in 2013.  87% of tech startups plan to add seats during 2013, and most will surely looking to turn their developer man hours into revenue.


You would think with a still lagging overall economy and droves of college graduates entering the job market, startups would have an easy time finding suitors.  Interestingly, 9 out of 10 tech startups said it was challenging to find employees that “fit their needs”.


The list below details my personal startup sales experience, and what I believe to be the most important skills a salesperson can possess (or be working to improve) to get serious love from HR departments. (If startups had HR departments)


How Does Crushpath Work To Generate New Leads for Sales?

 

When I speak with sales teams across the country, there are 2 major areas they wish to improve upon.  New lead generation is generally the focus for startup companies and business that sell to a variety of potential buyers.  Established companies with well defined or niche markets are desperately looking for better control of their pipeline, and opportunity management.

 

Crushpath is a lightweight SaaS tool that aims to assist in both categories.  The overlying concept of the platform is to provide new lead generation for marketers and sales both by creating “pitch sites”.  Pitch sites are basically a user friendly landing page builder, where users can customize pitches to target specific prospects and garner interest for their product or services.


Techniques for selling with email open and click signals

 

Email open and click tracking allows sales reps to get real time indications of buying signals, and react in real time to sell most effectively. This data has been utilized by marketing teams for years, but until recently was not thought of as a tool that could make sales reps more productive. Over the past 8 months, I have been personally experimenting with and discussing what I believe to be the most transformative sales technology since the emergence of CRM.


Even the best sales reps at top technology startups often struggle to effectively understand signals, and how to best interpret this data to know when to deliver information to prospects. Trying to understand buying signals is not a new concept by any means, but with exposure to endless data and dramatic changes in technology, it is hard to know what information is the most telling of a prospect’s intentions. Jeff Hoffman discusses this concept on the sales director and manager level as “exit criteria” which can also be used for improved sales management and forecasting.


Why Demo Requests Create a False Sense of Security

 

This is a guest post by Katharine Derum, senior inbound sales manager @ HubSpot, and a top sales thought leader globally. Follow her on twitter or read her blog.

 

Demo requests are often considered the best quality of leads and they get this reputation for good reason. When a prospect requests a demo it usually indicates they are ready to see the product and are closer to a purchasing decision. Reps love these leads, and in a perfect world all leads would be demo requests.


When to End the Connect Call: Appointment Setting Tips

 

 

If your prospect has opted to take the next step in your sales process with you, end the current step. An early stage prospect can be swayed by a great pitch, but can also be turned off or overwhelmed by the wrong phrase or question. When you have accomplished the goal of your connect call, get off the phone.

Similarly, if you identify on the connect call that your prospect is not a fit for your product or services, get off the phone.

The 1 Thing that will Increase your Sales; Guarenteed.


Important Sales Skills: When to Pitch and When to Qualify

 


Talking vs. Listening: Should you Pitch or Qualify your Inbound Lead?

 

 

What is a Pitch?

A pitch is a pledge to provide value during the next stage of the sales process.

What is Qualifying?

Qualifying is gaining a better understanding of the likelihood of your prospect purchasing your product or services. It is generally accomplished by asking questions.


How to Build Rapport with Inbound Leads On the Phone

 

 

What is NOT Rapport Building?

Rapport building is not a cheesy pickup line. It is not something you do in an instant, or in the first five minutes of a call. Rapport building is not lying about a place you have visited, or discussing how the weather is. Rapport is not a box you check as complete.