Startup Selling: Talking Sales with Scott Sambucci
SalesCast #7: Burning Sales Questions Pt. 2
This SalesCast is brought to you by, well, SalesQualia. Improve Sales Performance with:
In this episode, Scott hosts a webinar where participants ask their most burning sales question for both business to customer (B2C) and business to business (B2B or enterprise) markets. This episode is the second half of a Burning Sales Question webinar that SalesQualia hosts regularly. Key areas covered:
We hope you enjoy the podcast and would greatly appreciate feedback! Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great! Enjoy!
Podcast Notes
1:50 – The main differences between selling a product versus a service and the benefits and disadvantages of each.
5:15 – The difficulty of selling a service based on money for time versus selling your service on a value for money model.
6:30 – The importance of finding ways to switch from selling a service a service to selling a product and how that change can help you scale your company.
7:30 – Methods for reinvigorating interest in your product when a prospective client starts to lose interest in the sale.
8:40 – How targeting the wrong buyer at a prospective company can cause a sale to stall because your “Company Hero” has been trying to sell your product internally to their own company.
10:50 – The method of triangulating information to help bring a stalled sale from crashing. How identifying the different people at a prospective client that will be involved in the purchasing decision of your product can help you keep interest in the sale and quickly identify stall points.
14:00 – How to use new information about your product to bring disinterested buyers back to the table.
16:55 - How a sales manager or executive handles their team in a world where marketing funnels are becoming more targeted and specific everyday.
18:30 – How to measure success of your sales people by identifying optimal close rates by the end of your sales cycle.
19:00 – How to hold sales people accountable when your sales cycle utilizes well developed marketing funnels that provide them with very developed leads.
20:30 – How to dissect a sales person’s target market to identify outside factors that could be contributing to their lack of success.
21:50 – Using closing techniques versus implementation planning to close a sale with a prospective client and how an implementation plan can help a salesperson identify overlooked factors and people (i.e. technical review, contract phase, payment issues, etc.).
24:00 – How to best compensate a sales person by using different tactics to focus your sales person on the sales model your company employs (i.e. service plans, back end selling, customer retention, etc.).
24:50 – Whatever incentive program you setup is the behavior you will instill in your sales people.
Resources Mentioned or Related to this Podcast