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:


Boiler Room Selling and Golden Pitch-books. We Aren't Buying it...

 

People use the web to get their questions answered.  If your website successfully answers the questions that your prospects are looking for answers to, you will drive qualified traffic to your site.  Once this happens, your sales process has begun.

 

Why have things shifted

 


Creative Ways to Avoid "Just Checking In", The Dreaded Follow Up Email

 


Recently, a colleague of mine was looking to engage a prospect with whom he did not have a follow-up call set.  He was preparing to reach out to the prospect, but was having difficulty phrasing an email that was not "cheesy".  We threw around a few ideas and quickly came to our first conclusion.  Whatever you do, do not send a "Just Checking In" email.  Then, we chose a better path.

If you are in sales, you have most likely sent the following email: