Ben Spector’s Post

Weird Sales Tip: Lower the risk of "Taking a Demo" Check it out: 👇

Number 1 worst way to kick off a sales call on zoom: ask “so where are you calling in from?” I’ve been in the receiving end of maybe 20 sales type calls in the past 45 days. This question gets asked of me at least 75% of the time Now, I’m in the sales bidness myself so I’m more aware of this. Maybe most ppl wouldn’t notice or think anything of it… But for me? It tells me right off the bat that the other person likely did no precall prep, and this is gonna be a straight canned pitch / demo. And I’m immediately putting my guard up. Also significantly reduces possibility of natural rapport (there is a difference between proactively bringing up the Celtics within 30 secs with a prospect in Boston, versus waiting for them to say something and then scrambling to say something relevant). At least pull up LinkedIn before the call, folks. Literally 30 seconds of work.

The World of selling has changed, have you ? What If I tell you…. Old Sales Strategies are dead :- Dialing 150 calls a day ! Setting 3-4 demos or presentations ! Using high pressure sales tactics to close ! Do this Instead ! Set 4-6 Qualified appointments a day Focus on Client’s problems instead of your Product Create Internal pressure throughout the conversation ! Thoughts ?

Sales reps are basically actors…😂😂 How so? 1.We have scripts and need to memorize it 2.We need to be adaptable in any scenario 3.We need to work on our tonality 🔊 4.Our Body Langauge needs to be on point 5.We step into character whether we are cold caling or running a demo 🦸🏽♂️ Agree or disagree?😂 #sales #coldcalling #salesdevelopment

Will you hit a goal if you dont know what you are shooting for? Probably not Aly Brown does such a great job at owning her day and process. She is always prepared and knows where she is at and where she wants to go. But my favorite part is she knows HOW to get there. My team has a calculator that tells them -Exactly how many calls the need to make the talk to someone -Exactly how many conversations they need to have to get a set -Exactly how many demos they need to set to get one to show -Exactly how many completes they need to get a close -Exactly how many completes and close wons they need to hit their commission goal Exactly what it inputs it takes to hit their savings goal in LIFE for themself, their family, and their future. Sales is math, knowing how to set a goal and work the numbers backwards takes away ALOT of the guess work. This is how you build a mindset of security and confidence. Without the doubt & guessing.

Hey there! So, you wanna know how to nail those demos as a sales engineer? Well, guess what — you’re in for a treat because I’ve got some practical tips to share. No fancy jargon, just straightforward advice. #SalesEngineer #TechTrends #StartUp

Absolutely botched a demo today. Tbh I feel bad the prospect had to sit through that. That's how bad it was. I went into the call with a plan of attack, a click path, and what I thought was a good understanding of what they were focused on as a business. As a new AE, I should have remembered that things never go as planned. But coming off of a successful ramping quarter, I thought I had it in the bag. I thought "I can do this by myself. Doesn't matter what questions or objections they throw at me. I got this". I couldn't have been anymore wrong smh. The biggest take away is that I should have utilized internal resources and invited a sales engineer on the call. Because there were questions that came up that I just simply couldn't answer and that threw off my whole game. Next thing I know I'm clicking all over the place, pitching features instead of value, fumbling over my words... you get the point. It was a mess. Selling is a team sport. Nobody can ever do this alone. So don't try to be that guy/gal.

Great points on the importance of tapping into the right resources at key moments.

Attention, sales squad! 🎧 When was the last time your customers made money from you? Regardless of the industry you are in or what you sell, one of the biggest pieces of revenue you are likely leaving on the table isn’t what you sell, it’s the things your customers could be selling to each other! The best salespeople understand the power of creating profitable networks, and to learn how we can build that in our businesses, we sat down with Steve Olds, president of Patriot Mission. He showed us the exact methods he uses to connect customers and ensure that they are benefiting from each other, while keeping him top of mind! It’s all in this week’s Bulletproof Selling Livestream, linked below!

How to pitch in sales…