The first time you call potential clients is always interesting. It’s impossible to know what questions or objections you’re going to have to deal with in your efforts to qualify the lead. It’s probably why calls are easily my favorite part of sales. I’ve made (and still am making) tons of calls, and want to give you a few pointers for being better at connecting with future customers. I’ll start with something pretty obvious, the importance of focus, and as you read on there will be a lot of actionable advice for improving your first call with new clients.
Arranging a deal when it comes to software development can be tricky. I’ve seen a lot of software dev deals that went wrong because of poorly defined responsibilities and scope of negotiations. Developers often don’t know what their area of negotiation is, or just assume that you don’t exactly need to define it.
You’re preparing a cold-email campaign, but are afraid that all your efforts will go unseen because you’re having trouble figuring out a catchy subject line?
If you have any experience in sales, you must know that calls are a big part of this job. From all the daily activities a salesperson tends to, I’m always eager to run a call. I keep trying to master this art to perfection, since I believe it’s key if I want to succeed as a salesman.
So you’ve decided that it’s time to build an SDR (Sales Development Representative) team in your company. You could be the only salesperson at a company, and you realized that prospecting all by yourself is a road to nowhere. Or you could be the head of sales that realized how much time your team spends on prospecting. Maybe you just want to drive change for your company?
Wrongly distributed responsibilities can mess your team up, especially in sales. That’s why it’s important to limit your sales team’s responsibilities. It’s tricky – with hundreds of available models to base your decisions on, add to it growth-related issues that force constant change and you get lost thinking about what your closers should be doing.
Working in Technology business (SaaS or services), you encounter clients that want to modify your offer. They need a feature you don’t have, lower pricing, a longer trial, additional training, etc.. Sometimes that’s okay, but too much of it leads straight to a Death by a Thousand Cuts. Been there, done that – I’m going to tell you how to decide whether you should make an exception or not, and what to do when you have to stand your ground.
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