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5 COUNTERINTUITIVE SALES MISTAKES
Devin ReedManager, Content
Strategy
Preventing You From Closing Revenue
James SpringhettiRVP, Sales
Jon DyerDirector, Sales
Development Sales
2
• Fastest intro ever
• 5 Sales mistakes + tips
• Giveaway
Agenda
47-minute promise
That are actually preventing you from closing deals
There are 5 sales "best practices"
What sellers think they're doing
What sellers are actually doing
What sellers should be doing
MISTAKE
#5Focusing on Quantity When Asking
Discovery Sales Questions
What they think they’re doing...
Getting MORE information by asking MORE questions
What they’re actually doing...
Giving buyers discovery fatigue.
More can easily become too much.
What theyshould be doing…
Ask 11-14 targeted questions per discovery call
MISTAKE
#4Thinking Your Outbound
Cadence Has Enough Touch Points
What they think they’re doing...
Booking cold prospects with LONG cadences and a TON of touch points
+ responding within 24 hrs.
What they’re actually doing...
LONG cadences with minimal touch points
+ responding in 38 hours
What theyshould be doing…
7 touch points over 6-8 days and responding within 5 minutes
MISTAKE
#3Handling Objections
Immediately and Thoroughly
What they think they’re doing...
Completely overcoming objections by reacting quickly and providing great detail.
What they’re actually doing...
Risk completely missing the mark by handling the wrong objection.
What theyshould be doing…
Maintaining the pace of conversation
Data:We analyzed 67k demo and focused on how objections were handled
3 Key findings: 1. Star reps go into slow motion, responding slower
2. Keep the “flow” of the conversation
3. They don’t answer, they ask a question
Star reps go into slow motion, responding slower
Keep the “flow” of the conversation
They don’t answer, they ask a question
MISTAKE
#2Building Anticipation on the Product Demo
What they think they’re doing...
Building anticipation by saving the best for last
What they’re actually doing...
Burning time and interest
We know this is beneficial because of something called accelerated interaction.
What theyshould be doing…
Mirror discovery topics, starting with most important
MISTAKE
#1Listing Your Enterprise Clients for Social Proof
What they think they’re doing...
Building credibility by telling prospects you work with the largest enterprise companies.
What they’re actually doing...
Alienating their buyer by comparing them to companies they do not identify with.
What theyshould be doing…
Leverage customer stories with identifiers
2 techniques:
1. Half a dozen “tribal” identifiers
It’s telling Shopify that SquareSpace is a client,
and
It’s telling SproutSocial that G2 Crowd is a client (both are in Chicago)
2. Share the exact same business problem
Free Book Giveaway!
To get your free book...
Go to Gong.io/money+
Request a demo
Must be…● A sales manager with team of 3+ reps
● or BRING your sales manager on the demo● Already a Gong customer? You’re all set.