This document outlines 6 bad sales habits to avoid in 2014. These include avoiding difficult clients who could greatly impact sales numbers, chasing non-opportunities, waiting for marketing to generate leads instead of prospecting yourself, living in your inbox instead of doing real work, skipping steps in the sales process like discovery and consensus building, and believing customers only buy on price instead of value. The document encourages salespeople to focus on difficult but high value clients, dispatch non-opportunities, do their own prospecting, close their inbox, spend time on all stages of the sales process, and demonstrate value over price to clients.

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.
6 Bad Sales Habits to Stop in 2014
us at www.aayuja.com
Meet Goals, Beat Competition, Exceed Expectations
*Via Salesforce

2. Avoiding difficult challenges to win
clients
The prospective clients that have the
greatest ability to help you make your
2014 number are the most difficult
clients to win. They already have a
partner who provides them with what
you sell. They already have deep
relationships. And everyone and their
brother is calling on them. But because
these difficult-to-win clients can totally
change your results, you have to focus
your effort and energy on winning them.
1

3. Chasing receptive, non-
opportunities
Much of what is in your pipeline isn’t
really an opportunity. It’s a zombie. Just
because someone is receptive and will
take your call doesn’t mean you really
have an opportunity.
The best thing that you can do is dispatch
the zombie opportunities and move on
to the more difficult to win, but higher
value prospective clients.
2

4. Waiting for marketing to generate
leads
Any lead that you receive from marketing
is a gift. In 2014, you need to forget to
rely on anyone else when it comes to
making your numbers. Don’t wait for
marketing to generate leads. Instead, do
the prospecting work and build your own
pipeline. Waiting isn’t a strategy.
Marketing efforts are often long term
rather than looking at day to day
numbers.
3

5. Living in your inbox
Email is a place for other people to share
their priorities for you. Nothing will kill
your results faster and with more
certainty than living with your inbox
open. Waiting for a new email
notification trains you to be reactive
instead of proactive. It kills your
initiative. Close your inbox. Do your real
work.
4

6. AAyuja Internal and Confidential © 2012
Skipping steps in the sales
process
Often sales reps want to accelerate the
process and they tend to skip the steps
to arrive at the outcome sooner by
offering solution. Opportunities are lost
in discovery when the salesperson
doesn’t spend enough time
understanding and developing needs.
Opportunities are lost in the mushy stage
between discovery and presentation
where consensus is built. Skipping past
these stages ensures a loss. Spending
time here greatly improves your chances
of winning
5

7. AAyuja Internal and Confidential © 2012
Believing customers buy on
price.
Don’t win opportunities on price, win
them on the value that you create. There
are some prospective clients that will
challenge you with their inability to
understand the difference between price
and cost. They refuse to believe that
there is a difference, It is your job to
change their mind and show them the
difference between price and cost
6

8. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/