0
An impassioned
plea to all salespeople
everywhere.
Stop blind selling
5 stupid things bad
salespeople do.
No offense. This isn’t
about you.
You’re great at selling.
This is about all those
other lazy so-and-sos
who give sales a bad
name. And who make
your life harder.
Trusssst
me
Think of it as an exasperated
plea on behalf of The Prospect.
Every prospect.
Everywhere.
Here goes…
HELP
We know that.
It’s one of the hardest
jobs in the world.
STOP
It’s hard because people
don’t like being sold to.
They resist.
They distrust.
They erect barriers and defenses.
They...
STOP
Selling in
this landscape
is hard.
It's our own fault.
As salespeople,
we all created
this monster.
Trusssst
me
Buy
Brand
new
Prospects are defensive
and distrustful for
one simple reason:
They’ve experienced
the way far t...
Far toomany
salespeople are
self-centered.
Fartoomany
salespeopleare
self-centered.
They barrel in uninvited
and try to cram their
inappropriate peg into
any available hole.
BUY!
That’s not just ineffective
and inefficient, it’s insulting.
BUY!
Here are five silly things
salespeople should
stop doing so they
could sell more and
anger people less.
Selling clueless.
The number
one sin:
Bad salespeople
don’t do their
homework.
They don’t do even
the most cursory,
rudimentary investigation
into the prospect and
what they might be
up against.
So instead of starting with,
“I understand your
challenges and I can help”,
they start with,
“I’m calling to sell you
the ...
This is bad.
In the old
days,doing
your homework
was hard.
OLD
OLD
You had to go to public
libraries to find outdated
annual reports.
Or call everyone you knew who
might know someon...
Today, you’ve got the Internet.
And Google.
And LinkedIn.
And Twitter.
You’ve got CRM profiles
enriched with social media
...
Today, you can find
out an incredible
amount about any
person in any company
on a moment’s notice.
malpractice
Not using this
awesome asset
is quite simply
Selling alone.
Trusssst
me
Bad salespeople think
they’re superheroes.
They’d never ask
anyone for help.
That's silly.
In your own company,
there are dozens of
people who could
give you the insight
that cracks open any
given op...
Some of them worked with
the prospect in a previous job.
Others know the prospect
company intimately.
Others are sitting o...
wrong
Ignoring these
resources
is just plain
It used to be hard to
discover the resources
and expertise inside
your own company.
Now it isn’t.
You’ve got social-powered
collaboration tools that act
like an internal Facebook
(but with fewer cat videos).
So you can ‘follow’experts
and search for people
with relevant experiences
and track threads that
discuss key issues…
They leverage
their resources.Great
salespeople
never go
it alone.
They leverage
their resources.Great
salespeople
never go
it alone.
Failing to jump
on fresh
opportunities.
This is a tricky one.
Of course, every
salesperson wants
to seize hot prospects.
But history has shown
that not every prospect
thrown over the wall
from marketing is hot.
That means that,
people who have
raised their hands
to be sold to are
being ignored.
Sales and Marketing
need to get aligned.
That way, salespeople
can trust that a ‘sales-ready
lead’ really is ready to be
sold to.
The good news:
a new generation
of marketing automation
tools – combined with
CRM – is bringing discipline
to how business...
The result:
salespeople value
the leads generated
by marketing – and
jump on them.
Letting
opportunities
die.
Sometimes, that's unavoidable:
a prospect company
changes priorities
or finds another
But often,
salespeople
simply lose the
momentum for
one opportunity
while
pursuing
others.
That can make a huge
impact on overall
conversions and revenue.
And nobody really sees it happening.
02
03
04
05
06
07
08
09
Dashboards keep
every opportunity
in the spotlight.
In the old days,
opportunities weren’t
visible to anyone
but the salesperson.
Today, with powerful,
visual dashboards to track
opportunities through the
entire pipeline, everyone can
see which sales p...
HELP
Salespeople and managers
can even get alerts to help
nudge the opportunity back
to life.
opportunity
Because an opportunity
is a terrible thing to waste.
Failing to capture
what you learn.
Information is the fuel
of the sales engine.
The more
you know
about every
prospect and
opportunity, the
more likely you a...
But a lot of salespeople
think of information as
a one-way street:
they consume it but don’t
capture and share it.
sales
intelligence
That’s a waste of precious
sales intelligence.
Getting into the habit
of capturing notes
and actions from
every prospect
interaction is easy.
And the value
is enormous:
For yourself
– so you can remind
yourself where each
prospect is, what
you’ve learned and
what ...
Where does all this capturing
and sharing happen?
Well, it has to be in the CRM
– but ideally it’s in a CRM
system with so...
Conclusion
Let’s make people
love being sold to.
SOLD
Sounds like an impossible
goal – but why not?
If every salesperson did their
homework, educated themselves,
used all the resources at their
disposal and harnessed the
p...
Blind selling makes
it harder for the entire
profession.
Intelligent, informed,
collaborative, social-
powered, data-drive...
About salesforce.com
Salesforce.com helps sales
people succeed.
Our Sales Cloud platform increases
pipeline generation, re...
Further reading:
And for lots more resources on
prospecting, dashboards and social-
powered selling, visit the Sales Libra...
Stop Blind Selling: 5 Stupid Things Bad Sales People Do
Stop Blind Selling: 5 Stupid Things Bad Sales People Do
Stop Blind Selling: 5 Stupid Things Bad Sales People Do
Stop Blind Selling: 5 Stupid Things Bad Sales People Do
Stop Blind Selling: 5 Stupid Things Bad Sales People Do
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Stop Blind Selling: 5 Stupid Things Bad Sales People Do

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Sales people have a bad name amongst prospects. Deserved or not, this is the case. Fortunately there is a new way to sell - we call it connected selling.

Have a flick through these slides to see what the five stupid things are that bad sales people do, and of course how you can do them better in the new world.

If your CRM platform doesn’t support the kind of connected selling we’re talking about here, or you don’t have a CRM tool at all, check out The CRM Switcher’s Guide: Five steps from old-school to social, mobile, cloud- powered CRM: https://www.salesforce.com/uk/socialsuccess/form/crm-switchers-guide.jsp

Published in: Sales, Business, Technology

Transcript of "Stop Blind Selling: 5 Stupid Things Bad Sales People Do"

  1. 1. An impassioned plea to all salespeople everywhere. Stop blind selling 5 stupid things bad salespeople do.
  2. 2. No offense. This isn’t about you. You’re great at selling.
  3. 3. This is about all those other lazy so-and-sos who give sales a bad name. And who make your life harder. Trusssst me
  4. 4. Think of it as an exasperated plea on behalf of The Prospect. Every prospect. Everywhere. Here goes… HELP
  5. 5. We know that. It’s one of the hardest jobs in the world.
  6. 6. STOP It’s hard because people don’t like being sold to. They resist. They distrust. They erect barriers and defenses. They ignore your emails and sidestep your calls.
  7. 7. STOP Selling in this landscape is hard.
  8. 8. It's our own fault. As salespeople, we all created this monster.
  9. 9. Trusssst me Buy Brand new Prospects are defensive and distrustful for one simple reason: They’ve experienced the way far too many salespeople sell.
  10. 10. Far toomany salespeople are self-centered. Fartoomany salespeopleare self-centered.
  11. 11. They barrel in uninvited and try to cram their inappropriate peg into any available hole. BUY!
  12. 12. That’s not just ineffective and inefficient, it’s insulting. BUY!
  13. 13. Here are five silly things salespeople should stop doing so they could sell more and anger people less.
  14. 14. Selling clueless.
  15. 15. The number one sin: Bad salespeople don’t do their homework.
  16. 16. They don’t do even the most cursory, rudimentary investigation into the prospect and what they might be up against.
  17. 17. So instead of starting with, “I understand your challenges and I can help”, they start with, “I’m calling to sell you the thing I’m paid to sell.”
  18. 18. This is bad. In the old days,doing your homework was hard.
  19. 19. OLD OLD You had to go to public libraries to find outdated annual reports. Or call everyone you knew who might know someone who knew the person you’d be selling to.
  20. 20. Today, you’ve got the Internet. And Google. And LinkedIn. And Twitter. You’ve got CRM profiles enriched with social media activity. You’ve got access to massive public databases.
  21. 21. Today, you can find out an incredible amount about any person in any company on a moment’s notice.
  22. 22. malpractice Not using this awesome asset is quite simply
  23. 23. Selling alone.
  24. 24. Trusssst me Bad salespeople think they’re superheroes. They’d never ask anyone for help.
  25. 25. That's silly. In your own company, there are dozens of people who could give you the insight that cracks open any given opportunity.
  26. 26. Some of them worked with the prospect in a previous job. Others know the prospect company intimately. Others are sitting on a critical expertise that’s super-relevant.
  27. 27. wrong Ignoring these resources is just plain
  28. 28. It used to be hard to discover the resources and expertise inside your own company.
  29. 29. Now it isn’t. You’ve got social-powered collaboration tools that act like an internal Facebook (but with fewer cat videos).
  30. 30. So you can ‘follow’experts and search for people with relevant experiences and track threads that discuss key issues…
  31. 31. They leverage their resources.Great salespeople never go it alone.
  32. 32. They leverage their resources.Great salespeople never go it alone.
  33. 33. Failing to jump on fresh opportunities.
  34. 34. This is a tricky one. Of course, every salesperson wants to seize hot prospects.
  35. 35. But history has shown that not every prospect thrown over the wall from marketing is hot.
  36. 36. That means that, people who have raised their hands to be sold to are being ignored.
  37. 37. Sales and Marketing need to get aligned.
  38. 38. That way, salespeople can trust that a ‘sales-ready lead’ really is ready to be sold to.
  39. 39. The good news: a new generation of marketing automation tools – combined with CRM – is bringing discipline to how businesses manage their lead flow.
  40. 40. The result: salespeople value the leads generated by marketing – and jump on them.
  41. 41. Letting opportunities die.
  42. 42. Sometimes, that's unavoidable: a prospect company changes priorities or finds another
  43. 43. But often, salespeople simply lose the momentum for one opportunity while pursuing others.
  44. 44. That can make a huge impact on overall conversions and revenue. And nobody really sees it happening.
  45. 45. 02 03 04 05 06 07 08 09 Dashboards keep every opportunity in the spotlight.
  46. 46. In the old days, opportunities weren’t visible to anyone but the salesperson.
  47. 47. Today, with powerful, visual dashboards to track opportunities through the entire pipeline, everyone can see which sales processes have stalled and where they are in the funnel.
  48. 48. HELP Salespeople and managers can even get alerts to help nudge the opportunity back to life.
  49. 49. opportunity Because an opportunity is a terrible thing to waste.
  50. 50. Failing to capture what you learn.
  51. 51. Information is the fuel of the sales engine. The more you know about every prospect and opportunity, the more likely you are to close it.
  52. 52. But a lot of salespeople think of information as a one-way street: they consume it but don’t capture and share it.
  53. 53. sales intelligence That’s a waste of precious sales intelligence.
  54. 54. Getting into the habit of capturing notes and actions from every prospect interaction is easy.
  55. 55. And the value is enormous: For yourself – so you can remind yourself where each prospect is, what you’ve learned and what you need to say or do next. For your team – so anyone can pick up the opportunity at any time. For later analysis – so you can figure out what works and what doesn’t across many prospects.
  56. 56. Where does all this capturing and sharing happen? Well, it has to be in the CRM – but ideally it’s in a CRM system with social collaboration built in. For obvious reasons.
  57. 57. Conclusion Let’s make people love being sold to. SOLD
  58. 58. Sounds like an impossible goal – but why not?
  59. 59. If every salesperson did their homework, educated themselves, used all the resources at their disposal and harnessed the power of their team, selling would be more effective and more enjoyable for all involved.
  60. 60. Blind selling makes it harder for the entire profession. Intelligent, informed, collaborative, social- powered, data-driven selling is the way forward.
  61. 61. About salesforce.com Salesforce.com helps sales people succeed. Our Sales Cloud platform increases pipeline generation, reduces sales cycles, and improves win rates. On average, salesforce.com customers see +36% Sales Productivity, +26% Win Rate, +25% Pipeline, +45% Forecast Accuracy
  62. 62. Further reading: And for lots more resources on prospecting, dashboards and social- powered selling, visit the Sales Library on our Social Success site. If your CRM platform doesn’t support the kind of selling we’re talking about here, or you don’t have a CRM tool at all, download The CRM Switcher’s Guide: Five steps from old-school to social, mobile, cloud-powered CRM. Share this switch the real power of CRM The CRM Switcher’s Guide Five steps from old-school to social, mobile, cloud-powered CRM
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