5 counterintuitive sales...

5 COUNTERINTUITIVE SALES MISTAKES

Devin ReedManager, Content

Strategy

Preventing You From Closing Revenue

James SpringhettiRVP, Sales

Jon DyerDirector, Sales

Development Sales

2

• Fastest intro ever

• 5 Sales mistakes + tips

• Giveaway

Agenda

47-minute promise

That are actually preventing you from closing deals

There are 5 sales "best practices"

What sellers think they're doing

What sellers are actually doing

What sellers should be doing

MISTAKE

#5Focusing on Quantity When Asking

Discovery Sales Questions

What they think they’re doing...

Getting MORE information by asking MORE questions

What they’re actually doing...

Giving buyers discovery fatigue.

More can easily become too much.

What theyshould be doing…

Ask 11-14 targeted questions per discovery call

MISTAKE

#4Thinking Your Outbound

Cadence Has Enough Touch Points


Booking cold prospects with LONG cadences and a TON of touch points

+ responding within 24 hrs.


LONG cadences with minimal touch points

+ responding in 38 hours


7 touch points over 6-8 days and responding within 5 minutes

MISTAKE

#3Handling Objections

Immediately and Thoroughly


Completely overcoming objections by reacting quickly and providing great detail.


Risk completely missing the mark by handling the wrong objection.


Maintaining the pace of conversation

Data:We analyzed 67k demo and focused on how objections were handled

3 Key findings: 1. Star reps go into slow motion, responding slower

2. Keep the “flow” of the conversation

3. They don’t answer, they ask a question

Star reps go into slow motion, responding slower

Keep the “flow” of the conversation

They don’t answer, they ask a question

MISTAKE

#2Building Anticipation on the Product Demo


Building anticipation by saving the best for last


Burning time and interest

We know this is beneficial because of something called accelerated interaction.


Mirror discovery topics, starting with most important

MISTAKE

#1Listing Your Enterprise Clients for Social Proof


Building credibility by telling prospects you work with the largest enterprise companies.


Alienating their buyer by comparing them to companies they do not identify with.


Leverage customer stories with identifiers

2 techniques:

1. Half a dozen “tribal” identifiers

It’s telling Shopify that SquareSpace is a client,

and

It’s telling SproutSocial that G2 Crowd is a client (both are in Chicago)

2. Share the exact same business problem

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5 counterintuitive sales...

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