Are your sales reps spending their time wisely? CSO Insights reports that the average sales rep only spends two days a week effectively selling. The rest of the time, your reps are probably looking for someone to call, writing emails, leaving voicemails and logging call notes. Cold calling and sales prospecting teams often make these [...]
Ganesha is one of the best-known Hindu deities. He is the patron of arts and sciences, and the deva of intellect and wisdom. However, he is most commonly recognized as a remover of obstacles and is honored at the start of rituals and ceremonies. I didn’t know any of this until a couple of weeks ago. My [...]
I was surprised when doing research for a recent webinar I participated in that 54% of all sales operation teams have been in their position for less than three years. This is an interesting trend. At InsideSales.com, sales operations bridges the spans and facilitates successful and accelerated lead to revenue generation. Every sales team at [...]
I have been selling for many years. As the VP of Sales at InsideSales.com, I do not usually give demos of our PowerDialer for SalesForce software. Today, however, I took the opportunity to present to Brian Geery, Interim VP of Sales at Sustainable Minds and a managing partner at Sales Productivity Architects. Brian was a referral from a friend and sales expert, Trish Bertuzzi of the BridgeGroup. I have been evaluating what InsideSales.com can do to improve our game and increase our sales growth in 2012. I figured that doing the demo would not only clear my mind, but also get me close to our product and a prospect.
My demonstration was not as polished as one of my best salespeople, but it lasted the standard 45 minutes, and it covered in content and form, what a standard demo would include. It was also received favorably with the prospect requesting a formal proposal. It is good to know that an old dog still can do a few tricks!
At its conclusion, Brian offered a personal critique. Simply stated, “The demo was good, however, I think you could sell more, faster, if your demonstration was less about what your software does and more about how it solves my problems.” Brian was exactly right!