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.

more

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

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. 

more

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

The Criteria Your Recruiting Team Should Use to Hire for Today's Great Sales Rep- Always Be Helping

Posted by Ali Powell on Sep 17, 2014 10:16:20 AM

more

Topics: smart prospecting, smart sales, today's sales rep, smart selling, smart startup marketing, smarter marketing

Sales Reps Can Take Marketing into Their Own Hands - Here is How.

Posted by Ali Powell on Apr 16, 2014 2:52:39 PM

I talk with mostly marketers of B2B companies who want tools and software to help them to do their jobs better and easier. I also typically only call on or prospect marketers because I know that they are utlimately the ideal people who would use something like HubSpot. There is a trend that I have been noticing in the marketing space. More and more I am seeing that sales people are taking the marketing and lead gen into their own hands for their company.

more

Topics: sales skills, sales prospecting, sales process, saleswomen, smart prospecting, smart sales, smart research, smart selling, smart startup marketing, timely sales opportunities, smart marketing, sales and timing

8 Reasons why Sales Reps Should Make Social Selling Part of their Sales Process

Posted by Ali Powell on Apr 1, 2014 4:17:00 PM

We have these sessions/workshops here at HubSpot where speakers come in and talk to our employees about things that we might find interesting or helpful. I like to share this information that I learn because I think it could be valuable to my readers as well. Today we had Jill Rowley come in and speak to us about the benefits of social selling. She was a top sales rep at Eloqua and then when Eloqua was acquired by Oracle she started her Social Selling business. Here is a litle bit of what I learned from her talk today. What do you think about the takeaways? 

more

Topics: sales process, saleswomen, smart prospecting, smart sales, smart selling, more human sales process

From the Eyes of the Prospect: How to Leave an Annoying Voicemail as a Sales Rep that Will Not Get You a Call Back

Posted by Ali Powell on Mar 18, 2014 5:52:53 PM

I have people internally at HubSpot send me their voicemails that they receive from sales people (like myself) because it helps me to know what the heck NOT to do when I annoy people with voicemails. I have learned a lot from this and would suggest that you ask Directors, VPs, your CEO, etc to have them forward you any and all inbound vmails or emails they receive cold or via marketing automation so you can listen to them or read them to know what you should NOT do as a sales rep. 

more

Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, saleswomen, smart prospecting, smart sales, smart selling, sales and timing, software sales

5 Tips From the Annual Sales Kick Off Meeting to Get Your Sales People off to a Quick Start in 2014

Posted by Ali Powell on Jan 10, 2014 10:47:00 AM

We had our annual sales kick off meeting yesterday. An annual sales kick off meeting happens for a couple reasons. You want to reward your top reps for a year well done and start to talk about intiaitives for the coming year. It is meant to jump start your organization and get your sales reps excited for the impact they might have on the company this year to come. Sales kick offs are always a great way to recap the year before and get your sales reps amped up for the year to come. It is a great way to remember what you did that year and it can help kick up your confidence right after the holidays. I use it as a way to kick me right into the new year with a quick start. 

more

Topics: sales skills, sales tips, sales prospecting, sales process, smart prospecting, smart sales, smart selling, smart startup marketing

How to Make a Cold Lead turn Inbound - Startup Marketing 101

Posted by Ali Powell on Dec 30, 2013 3:12:53 PM

more

Topics: smart prospecting, smart sales, smart research, smart selling, smart startup marketing, cold lead to inbound lead, how to get a cold lead to turn inbound

5 Qualities that Make Today's Happy and Successful Sales Rep

Posted by Ali Powell on Dec 7, 2013 1:25:00 PM

It is clear to me that I am a different kind of sales rep. It took me a while to realize it but now that I know I am I would love to get people out there who might not have thought sales was for them understanding why it might be. 

more

Topics: sales process, women in sales, smart sales, today's sales rep, smart selling

  • Women in tech sales
  • 160612_brass_0492.jpg
  • 160612_brass_0403-1.jpg
  • 160612_brass_0419.jpg
  • 160612_brass_0382.jpg
  • 160612_brass_0384.jpg
  • 160612_brass_0363.jpg
  • 160612_brass_0375.jpg
  • 160612_brass_0335.jpg
  • 160612_brass_0370.jpg
  • 160612_brass_0307.jpg
Join the #WomeninSales Slack Channel

Subscribe to email updates from the Women in Sales Blog

Join the Women in Sales  Community #WomeninSales