Women in Sales Blog

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

Instead of Focusing on Quick Wins for Today, Focus on Where You Want Sales and Marketing to Be in 2, 5,10 Years From Now

Posted by Ali Powell on Jan 27, 2016 9:33:03 AM

As a smaller company or a startup just starting to sell you have options as to how to generate your leads and how to set your company up for growth. 

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Topics: women in sales, smart sales, startup marketing, startup sales, more women in sales, get more women in sales

Have Bad, Unhelpful Sales Reps Killed Prospecting Responses for the Good, Helpful Sales Reps?

Posted by Ali Powell on Oct 14, 2015 12:07:09 PM

Lately I have been thinking a lot about how I can take the skills that I have learned by being a sales rep in a fast growing market to help other sales reps sell better and smarter at the right times. The one thing that has always ringed true to me is that sales must be helpful. The leading indicator of a good sales rep is someone who is helpful for their prospects and companies that they are working with. 

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Topics: sales tips, smart sales, sales reps, smart sales process, smart sales rep

Sales Lessons Learned from Iris Apfel- Your Style Should Come Out in your Sales Process

Posted by Ali Powell on Sep 28, 2015 4:11:43 PM

This weekend I watched the Iris Apfel documentary and I loved it. I love her. 
She is not a sales person but part of me sees her as someone that sales people can learn from and relate to. 

She is an odd duck but in an amazingly, funny way. I dig her. 

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Topics: sales prospecting, sales process, smart sales, smart sales process, smart sales rep, lessons learned in sales

How Sales Reps, SDRs & BDRs Can do More Timely Sales Prospecting

Posted by Ali Powell on Jul 22, 2015 12:13:40 PM

As a sales rep and as a BDR/SDR you MUST be doing timely sales prospecting. If you are a sales rep then you need to stay on top of the companies you are working by having a more timely sales process. 

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Topics: trigger events, smart sales, smart selling, timely selling, timely sales opportunities, timely sales process, smart sales process, smart sales rep, timely, smart sell, selling using trigger events

"Oh, You are Trying to Sell Me Something?" says Everyone that You Call

Posted by Ali Powell on May 20, 2015 8:29:00 PM

When someone asks me at lunch or in while I am making a tea in the office what I am up to that day, my answer is always the same...

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Topics: sales tips, sales process, smart sales, today's sales rep, sales prospector, sales women, smart sales process, sales tool, great sales rep

The Sales Prospecting Guide to Using Google Alerts with Email Templates to Improve Lead to Opportunity Conversion via Email

Posted by Ali Powell on Apr 14, 2015 11:00:00 AM

Today as a sales rep prospecting needs to be timely and relevant to the person and company that you are reaching out to. 

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Topics: sales prospecting, smart prospecting, smart sales, times to prospect, smarter prospecting, smart sales process, google alerts for sales

Every Prospect You Decide to Work Should be a Well Researched, Good Potential Fit

Posted by Ali Powell on Apr 8, 2015 4:16:00 PM

You should decide to work a company for a reason. The reason/s should be well researched and make you think that your products or services could be timely and helpful for the lead.

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Topics: sales skills, sales tips, smart prospecting, smart sales, smart research, sales reps, sales help, sales tricks, smart sales process, using linkedin for sales

Why Selling Ethically is the Key to Your Success as a Sales Rep - Lessons from the Real Wolf of Wall Street

Posted by Ali Powell on Feb 4, 2015 10:10:24 AM

In sales you will have some really high highs and well, if we are being honest...some really low, lows. In sales you will make money, not make money, be successful and not be successful.

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Topics: sales tips, sales process, smart sales, selling software in silicon valley, smart sales process, ethical sales, ethical selling

Sales Prospecting Tip of the Day: When You Work Make Sure that Time is Spent doing High Quality Work

Posted by Ali Powell on Jan 15, 2015 11:15:22 AM

My boyfriend and I have this saying about how time spent together should always be quality time. I kind of think about my job that way too. I don't necessarily need to work 9 hours a day every day just because that is what I have been told I should do.

Instead I think that when I am working, in that time I should always be doing  good, high quality work. 

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Topics: sales prospecting, smart prospecting, smart sales, sales prospector, sales prospecting tools, sales prospecting tips

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