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:


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.