Women in Sales Blog

I was on a Podcast about What I am Good At: Learn What I think Sales is

Posted by Ali Powell on Jun 6, 2016 11:49:29 AM

I was on a podcast with Sandi MacPherson, Editor in Chief of Quibb called What I am good at. I still can't believe I did this.

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Topics: sales process, sales help, sales rep, sales podcast

There is Only One Goal of the Discovery Process in Sales: A Mutually Agreed Upon Next Step

Posted by Ali Powell on Mar 11, 2016 12:28:56 PM

The discovery process in sales is the most important part of the sales process.

The exploratory process with your prospect is what will set up the next parts of the sales process from there on out to either be great or not. If you don’t have a solid process for exploration with your prospects you cannot have a great sales process. Things will fall apart along the way if you don’t master this first step of the sales process.

Time to get back to basics.
 

What is the point of the discovery process or exploratory call?

Think about why you are taking time to talk to someone in the first place. You have a job to do. Why are you doing what you are doing? Your time is valuable and so is your prospect’s time. Do not forget this. Respect that the exploratory process is a mutual process for both you as a sales rep and the prospect.

The goal of the discovery process or exploratory process (whatever you want to call it) is to figure out if you should spend more time together. It is a mutually agreed upon thing.

There are really 2 outcomes.

1. The prospect is disqualified.

2. The prospect is qualified.

As a sales rep your job is to sell.

To be able to sell you need to have a good understanding of when and why a prospect could see value in your product or service that you are selling. To be able to tell when a prospect is a potential buyer.

The end outcome or goal of an exploratory process is very simple. It is to agree upon next steps TOGETHER to help that prospect buy your product or service OR how they will evaluate your service or product with an end goal of buying it.

Your job as a sales rep is to come away from that first call or meeting knowing that you both want to spend more time together, for a mutually agreed upon reason.
Not just for fun or for free consulting or help. Time is money.
The goal of agreeing to spend more time together is to see if it makes sense for the prospect to buy your product or service.
 

You must walk away from that meeting knowing if you have aqualified potential buyer or not. If you hang up the phone after your exploratory call or come out of your first meeting not sure what next steps are, you did not do your best.

If you come out of the meeting not knowing why you are talking again or not knowing what the point of you both talking again is, then you did not do the best job you could as a sales rep.

It is your responsibility as a sales rep to master the exploratory process. If you want to be great at sales and always crush quota you need to know where to spend your time, who to spend your time with and how to spend your time.

Here are some things that I do everyday to make sure I am spending my time with qualified potential buyers in the sales process. If you ask yourself these questions every time you start a sales process with a potential customer you will see better results.

  • Is there pain and need for what your product does?
  • Can your product or service solve the prospect’s pain points that you exposed in the exploratory process?
  • Make sure the prospect and you agree that there is potential for your company to solve their problems. You must agree on this to move forward.
  • Never assume ANYTHING. Ask as many questions as you need to ask to be able to know if this is worth moving forward with the prospect.
  • Remove the red flags- early and often. If you feel like something is “off” or “odd” or you aren’t getting the answers you want, DO NOT brush those things under the rug. These will pop up later on and you must address them at that time.

The most important thing here is to make DARN**** sure that you BOTH agree that it makes sense to spend more time together assessing your product or service, with the end goal of that assessment process being becoming a customer.

The goal of a truly great exploratory process in sales is to know if it makes sense to spend more time with the prospect in doing one of two things.

  1. Purchasing your product or your service.
  2. Evaluation of your product or your service with an end goal of buying in mind.
If you constantly keep in mind why you are doing what you are doing with one thing in mind, the end goal of a new customer then you will do a better job at all stages of your sales process.

If you are a woman working in sales, in any industry, in any sales role please join the Women in Sales Community here. We also recently formed aSlack Channel for Women in Sales as well, you can join that here.

 
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Topics: sales process, women in sales, sales pitch, sales help, saas sales, software sales tips, sales, exploratory process in sales, discovery call in sales

Why You Should Use Website Chat as a Lead Generation Source & a Promotion Path to BDR or SDR in Your Sales Org

Posted by Ali Powell on Apr 14, 2015 9:23:00 PM

Inbound chat is really a wonderful way for people on your website to reach out to your company without having to pick up the phone. Make sure you have a chat option on the bottom of your site so when people are on your website they can chat in to someone quickly. Having chat on your site also enables someone from your company to ask that person a question like, "can I help you with anything?" or "do you have any questions about what you are reading." It is a great way to start the conversation with a potential prospect and put a human element to it. 

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Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, sales women, sales reps, sales help, bdr, bdr tips, sdr, website chat for lead gen

1 Quick Way to Incorporate Inbound Marketing Practices into your Traditional Outbound-driven Sales Team

Posted by Ali Powell on Apr 9, 2015 11:47:43 AM

I naturally think very "inboundy" about business. That is because I work for the most inboundy company there ever was. We started the movement on inbound marketing and over the years selling our marketing software to mostly SaaS and technology companies I have learned that the transition from a traditional sales minded organization to a more inbound marketing mentality for sales can be tough to swallow and begin. 

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Topics: sales skills, sales tips, outbound sales timing, sales prospecting, sales process, today's sales rep, sales reps, sales help, sales tricks, sales best practices, smart sales process, inbound sales, how to make sales more inbound

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

Monthly Sales Quota Means that there is always a Next Month as a Fresh Start

Posted by Ali Powell on Dec 16, 2014 4:35:00 PM

I was talking with my colleague at a get together the other night about the feeling we have when we hit quota. We started talking about monthly quotas, quarterly quotas and yearly quotas and what people outside of sales really thought about sales reps and quotas. We had a discussion with sales people, marketing people and operational people about what it feels like hitting quota as a sales rep. 

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Topics: sales coaching, sales tips, monthly sales quota, sales process, women in sales, sales women, sales reps, sales help, get more women in sales, hitting quota

Why Prospects Want You to Teach Them in the Sales Process and How to Do it Nicely

Posted by Ali Powell on Jul 30, 2014 12:05:00 PM

Some prospects want you to teach them. Some might tell you up front that they want your advice. Some might not tell you up front that they want to be taught so it is your job to expose that need to be taught. There are good and bad ways to do that. 

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Topics: sales coaching, sales process, sales pitch, sales help, sales tricks, helpful sales reps

Last Week of the Month, You are a Sales Rep & You Haven't Hit Quota.

Posted by Ali Powell on May 29, 2014 3:44:00 PM

Desperation in sales sucks. I really hate the feeling like I am failing. It is not just because I feel bad about myself but it is because I know that it will impact me in my job. When I feel bad, my work is bad.

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Topics: sales coaching, last day of the month as a sales rep, last week of the month, sales rep best practices, sales reps, motivational tips for sales reps, sales help

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