We all strive to do our work in a manner that is smarter, faster, more project-based, more sustainable, cost efficient, more profitable, mobile, and independent of location. Professionals worldwide are earnestly seeking such benefits for the future of their business. I suspect this doesn't come as much of a surprise to you, as you've most likely heard some of these goals in your working environment. In fact, you’ve probably heard these needs for some time without any real changes or improvements made.
The new year is always a good time to look back at your successes and missed opportunities from the previous year. What 2014 goals did you reach? What could’ve gone better? Looking back allows you to plan your strategy for 2015. For Sales and Marketing leaders, analyze where you’ve lost revenue because of poor sales enablement and see if there are ways to do it better in 2015. In order to get you started, we’ve uncovered 3 key areas of improvement for sales content in 2015.
Although putting your customer central is common sense, a lot of sales and marketing leaders fail to do so. It’s good to think about the entire process from start to finish. So, before starting your sales conversation, try to uncover a bit of insight from your interactions with customers. Being more responsive to the customer’s needs guides them faster down the funnel. As an example, one of our customers was able to schedule 5 extra visits per salesperson per week. That’s because the sales rep was able to respond faster to the customer’s situation. In short, being customer-centric is beneficial for both the customer and the sales rep. Learn more about how to do this in our two part blog post.
It’s often said that a good salesperson is a born seller. Usually, people think that the best salesperson is the one that’s the most extroverted, the one who has no problem starting an engaging conversation with a prospect. Sure, if you’re a smooth talker, it’s going to make you look more confident. It will definitely make your conversation easier and probably even help establish a sales relationship.
However; is being a smooth talker reflected in the effectiveness of your pitch? It’s the quality of what you say that matters, not always the quantity of people you talk to or how communicative you are. In other words, saying less concisely can often be more effective than saying more but without focus.
This is the second and last post in this blog series on how your approach to sales affects your buyers. Quick recap of the first post, your buyer has done his research. They downloaded a few Ebooks, started a free trial, looked at your site, and finally scheduled an appointment with a sales rep. Demand Metric research uncovered that 60% of sales reps often have a bad sales experience during their meetings. If your sales rep is already feeling like they had a bad meeting, then how do you think the buyer is feeling? Be careful that you’re not scaring off your buyers, as this doesn’t only affect the brand, but also your sales.
For Showpad and for me, 2014 has been a very special year. We moved into our San Francisco office, raised our Series B, grew the team from 15 to 60 employees and acquired a company. We doubled the number of customers, tripled our revenue and held our first global customer event in Ghent, Belgium.
We worked, we travelled, we laughed and generally had a blast. We had many good days and some very challenging ones. We focused hard on building the very best team, shipping an outstanding product, and providing excellent service. The Showpad team worked hard and I am grateful to have so many talented people join us on this journey.I want to thank our customers for trusting Showpad to help them grow their business.