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:


HubSpot Sales and Marketing Success Story

 

This post contains excerpts from an interview conducted by Michael Pici, with Tristan Barnum, the Marketing Director at Voxox  who recently purchased HubSpot through myself, John Sherer a member of the HubSpot Sales Team. The following focuses on key decisions in the sales process, insights from the customer and the importance of Smarketing.


Tristan got in touch with HubSpot via classic inbound marketing. After selling the company she started and choosing a job as the marketing director at a newly funded company, she was doing research on how to most effectively design and build a new marketing strategy. HubSpot caught her attention while researching online marketing, "everywhere I turned, you guys had content for me" and having previously heard of HubSpot as a powerful marketing platform, she made the decision to engage HubSpot by filling out a demo request form.