9 B2B Inside Sales Mistakes

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In this presentation we highlight the 9 most common mistakes made by inside sales reps in a B2B scenario.

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  • Great slides! I'd like add some great tools that work for us: 1- FollowUp.co (Paid) and ReplyUp.com (Free) - Send follow-ups emails; 2- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 3- Found.ly (Paid) - Sales prospecting tool on LinkedIn; 4- Attach.io (Paid) - Viewer engagement analytics for presentations.
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9 B2B Inside Sales Mistakes

  1. 1. AAyuja © 2013 Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. 9 B2B INSIDE SALES MISTAKES Visit us at www.aayuja.com Meet Goals, Beat Competition, Exceed Expectations *Via our friends at ProSalesStaff
  2. 2. AAyuja Internal and Confidential © 2012 Neglecting your prospect for new business It is very easy to focus only where money comes from and forget the new ways in which we could get new business. 1
  3. 3. AAyuja Internal and Confidential © 2012 Not listening – really listening You got to listen carefully and identify the need of the product that you require. 2
  4. 4. AAyuja Internal and Confidential © 2012 Going off-topic too often If you need to win the deal then don’t divert from the topic so that the customer creates an interest. 3
  5. 5. AAyuja Internal and Confidential © 2012 Being unprepared If you are prospecting new business you must know the following: You must know exactly what you going to say. Be ready for any questions you may be asked. Have a basic knowledge of your prospect and potential need. 4
  6. 6. AAyuja Internal and Confidential © 2012 Jumping straight to the sale with no warm-up It is better to educate the customer to close the deal rather than hurrying it up. 5
  7. 7. AAyuja Internal and Confidential © 2012 Not asking for the sale Salespeople are good presenters they wont ask for business. Once you establish comfort and educate the prospect then ask them for making a buying decision. 6
  8. 8. AAyuja Internal and Confidential © 2012 Overselling Overselling trends past the fine line of being informative, enthusiasm and being unbearable. 7
  9. 9. AAyuja Internal and Confidential © 2012 Not following up on leads Follow up of leads is very important as it shows how organized, keeps in mind the due diligence of a salespeople. 8
  10. 10. AAyuja Internal and Confidential © 2012 Pre-judging your prospects Salespeople routinely miss sales because they prejudge their customers. Treat every sales prospect as a prospective customer. The prospect you dismissed may have shocked you by becoming your top client. 9

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