Women in Sales Blog

Intro Episode to the Women in Sales Podcast

Posted by Ali Powell on Jun 20, 2017 1:34:28 PM

I am starting to book up my schedule for interviewing women in sales roles for the women in sales podcast.

 

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Topics: sales podcast, WOMEN IN SALES PODCAST

Announcing The Women in Sales Podcast and Video Interviews

Posted by Ali Powell on Jun 19, 2017 3:55:29 PM

Women in sales we NEED to hear from you!  We want to tell your story of why you do what you do and what you have learned being a woman working in sales. 

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Topics: WOMEN IN SALES PODCAST, women in sales interviews, the story of women in sales, women in sales interview

A Sales Rep's Dream: Automating Prospecting Research?

Posted by Ali Powell on Feb 16, 2017 1:18:48 PM

There are many ways for sales reps and account managers to track their prospects and customers but most of those ways are manual, take time, take multiple tools, etc.

Some of the more traditional ways include things like:

  • Google Alerts
  • LinkedIn Follows
  • Twitter follows

Some of the new age ways of following your prospects and customers include:

  • Using tools or software like Datafox, Mattermark, Crunchbase paid, etc.
  • Using growth scores or growth indicators to know which companies in your patch or territory you should be focusing on.

Questions for sales reps out there reading this:

  1. How much time do you spend per day on each account you are working on or prospecting into doing research on the account and target people in the account?
  2. How do you do this kind of tracking? What tools do you use? Do you actually do it? Would you want to do it if you could?
  3. Even with using all of these different paid tools or software that help you track growth and triggers on your accounts do you still find the process to be too manual to do it well?

I would bet that the traditional, main stream sales reps out there don't do many of these things because it is too hard, and takes too much time.

I would also bet that even the innovative and tech savvy reps don't want to do these things because it takes too much time and is too manual for them to bother with it. So they just don't do it or do it very minimally.

The holy grail for me when deciding if I want to target an account is:

1. Good researched reasons that mean what I sell could be helpful to the target account

AND

2. Those reasons are timely to us helping the prospect.

If I have both of those things I usually feel like this:


You could do all the research in the world and have all the best reasons to prospect an account but staying on top of those triggers and updating the reasons on all accounts in your name is nearly impossible.

The problem is this:

You have x amount of accounts in your name as a sales rep.

You also have x amount of leads in your name too.

You could also have leads and accounts in your territory that are in OPEN or RECYCLED because you aren't actively working those at the moment.

There are also companies or potential companies you could be tracking or helping but you don't know about them yet because they are not in your database or CRM yet.

But, since you are 1 person and only have so much time in the day to actually sell and do your job you can't watch even 1/2 or a 1/4 of your total accounts.

This is where technology and software should come in to help automate this for sales reps.

I would love, love, love <3 my life if every morning I came into work or sat down at my computer and there was a list of my accounts in my name, in my territory with updates on what I would consider triggers for what I sell listed out.

Then I could prioritize my day on my accounts based on those researched reasons, timeliness of the trigger plus inbound lead intelligence.

Wow, life would be lovely. I would focus on just selling and just the fun part of prospecting. Not spending time on the manual process of research on my accounts.

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Topics: sales prospecting, women in sales

What is the Future of Sales Prospecting?

Posted by Ali Powell on Nov 23, 2016 10:44:49 AM

Over the past 6 years I have mastered what I believe to be fairly good, fairly helpful, fairly researched prospecting.

The art of great prospecting across different industries and across different kinds of sales reps differs. Though, there is 1 thing that remains the consistent: the way we as sales reps prospect today (from industry to industry) remains similar.

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Topics: future of sales

How to Use a Tiered Account Model for Account Based Sales Prospecting

Posted by Ali Powell on Oct 28, 2016 9:57:55 AM

Account based prospecting is probably something a lot of sales reps are already doing. There are certain tricks that will help your team (SDR, BDR, Account Manager, Account Executive, etc) to work the right accounts at the right time in the right ways. There are lots of ways to think about tiering your accounts. Here is how I do it and how I use tools to manage my tiered accounts.

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Topics: target account selling, target account prospecting, account based sales, account based selling, account based sales prospecting, tiered accounts, account based sales development

Account Based Sales is the Hot Term Right Now: What Your Sales Reps Need to Know

Posted by Ali Powell on Sep 29, 2016 9:53:53 AM

Account based marketing.

Account based sales. 

Account based sales development.

Account based prospecting. 

Account based this. Account based that.

Account based WHAT?
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Topics: account based marketing, target account selling, target account prospecting, account based sales, account based selling

Prospect Wants to Tell the Sales Rep: “Please Email Me and Talk to Me Like a Normal Human Being.”

Posted by Ali Powell on Sep 27, 2016 9:25:57 PM

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Topics: sales prospecting, prospecting, smart prospecting, sales prospector, email prospecting

Guide to Building Credibility Internally and Externally as a Sales Rep with your Personal Brand

Posted by Ali Powell on Sep 22, 2016 10:00:00 AM

Building credibility as a sales rep internally and externally is necessary if you want to work your way up in sales. 

To improve your credibilitiy internally and externally it is important to understand your personal branding. Sales people tend to think in the moment and in terms of getting the deal in. It is not usually a priority to think about a few years from now or even 10 years from now what you want your personal branding to be. That takes time and effort and let's be honest we are busy spending on our time on our pipeline and getting deals in. Thinking about the future can be daunting and tiring. 

Guess what? It is not as hard as you might think to work on your personal branding as a sales rep. You are actually working on your external brand every day when on calls or in meetings with your prospects and customers. You work on your internal personal brand everyday without even knowing it. 

Your personal brand as a sales rep can help you to improve how prospects perceive you. As your personal brand expands you will see your prospects trusting you more because they have read your insights and content online somewhere. You will become a trusted source of information as you build up your personal brand online. 

Thinking about your personal brand as a sales rep internally will help you as you progress your sales career at company. You want people around you at work to think highly of you and know what you are good at.  By working on your personal sales brand internally and externally your credibility will improve. 

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Topics: women in sales, more women in sales, sales women, women sales managers, how to get more women in leadership roles, how to get more women in sales, credibility as a sales rep, women sales community, sales branding, personal sales branding

Oh the things we could accomplish with getting back the time spent on prospecting research...

Posted by Ali Powell on Sep 16, 2016 1:38:31 PM

Time. We only have so much of it in a day. What we do with the time in our workday is important.

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Topics: sales prospecting, precall research, research in the sales process, smart research, prospecting research

Always Confirm and then Reconfirm the Point of the Next Step in the Sales Process

Posted by Ali Powell on Sep 1, 2016 8:20:13 AM

Every part of your sales process should have a point.

You must always be on the same page as the prospect, at all steps in the process.

Before every meeting or each part of your sales process prep for the meeting so you have an idea of:

1. What you have done to get here. What steps have you taken to get to this point today?

2. Why are you here today together? What are you hoping to be the result of this part of the process together? 

If you don't know the answer to these 2 questions you should back up with your prospect to get on the same page. 

If you don’t know why you are at a step in the process with your prospect or why you are in a meeting with your prospect then you need to back up and find out what the point of the meeting is. 

  • What is your ideal outcome of this step in your process?

  • Why are you here together?

  • What is the point of this conversation?

  • How does this help you move the deal forward? 

If you aren’t on the same page as your prospect as to what the point of your conversation is then you missed something important along the way.

You need to back up and confirm where you are at in the process. Get on the same page.

You are in sales for a reason. You likely enjoy helping people solve problems.

  • Your job is to find out if your prospect needs your help.

  • Then, that you can solve their problems and they want your help.

  • The prospect must want to be helped by your company because they think your company is the best fit for solving those needs and problems you have exposed in the sales process. 

Whatever stage you are at in your sales process you should be confirming why you are there and what the purpose of your conversation is. 

Confirm. Then reconfirm why you are doing what you are doing. 

Remember you are in sales to help someone with their problems by hopefully selling them what you sell.

  • Are you on the same page as your prospect?

  • Make sure you are on the same page before moving forward in your process.

If you control the sales process, set agendas in your meetings and confirm why you are doing what you are doing then you will work towards the end goal together.

The end goal is the prospect becoming a customer because you can help them best and the prospect agrees that you are the best fit to help them.

You likely know what is best for your prospect so make that clear and explain why you believe your company can solve their problems and needs the best.

Give them guidance and advice on why you believe this from what you have learned in the sales process with them.

Be helpful and manage the process well by setting agendas and confirming those agendas in the process.

If you just so happen to be a woman working in sales or work with women in your company in sales please invite them to join the women in sales community on Slack here.

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Topics: sales prospecting, sales process, smart sales, smart selling

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