Women in Sales Blog

Selling Based off of Diagnosing Pain vs. Diagnosing Potential the Prospect Doesn't Realize is There

Posted by Ali Powell on Jun 4, 2014 4:00:00 PM

I read an article today that was listed on a sales group I follow on LinkedIn about selling for pain/need vs. selling for objectives. You can read the article here to see how this triggered me to write this post. 

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Topics: sales skills, sales tips, saleswomen, today's sales rep, sales rep best practices, sales reps, problem solving

Sales Prospecting Success Series: Working Someone Else in the Company and Using Notes from Past Calls

Posted by Ali Powell on May 13, 2014 11:03:22 AM

Today I had a good amount of time to spend on prospecting and so I am working on getting as many converted leads into opps that I can to set myself up for a strong May and June. Summer is hard in sales because people go on vacations and people are spacey. They are in vacation mode sometimes so you need to do your best to prospect hard and smart to get good, quality conversions early on in May so you have a strong summer. This is your time to be a rock star sales prospector. 

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Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, women in sales, saleswomen, more women in sales, sales pitch, sales prospector, sales women, sales prospecting success stories

How to Become Sales Friendly with the Receptionist or GateKeeper- It's Easy, BE NORMAL and Explain Why You are Calling

Posted by Ali Powell on May 9, 2014 3:00:45 PM

Let's face it you have to dial to get your leads to convert. I realize that you can send emails, leave voicemails and send linkedin notes. But, when it comes down to it you are always going to be to pick up the phone to speak to the prospect to get them to convert or at least know they are worthy of being converted into an opportunity to work. 

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Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, saleswomen, sales pitch, sales prospector, receptionist skills, gatekeeper skills

Be Your Company's Number One Sales Prospector with these 10 Ways to Motivate Yourself to Pick up the Phone and Dial

Posted by Ali Powell on May 7, 2014 11:30:00 AM

Every sales rep needs a little motivation every once and awhile. Some days you might get to work ready to rock and ready to prospect hard. There might be other days where you are feeling like you are in a slump and don't feel like you can make the dials. Everyone feels those feelings and it is completely normal. You would have to be an animal to feel 100% everyday.

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Topics: sales skills, sales tips, sales prospecting, sales process, prospecting, saleswomen, smart prospecting, more human sales prospecting, prospecting landing pages, sales prospector

5 Ways to Come Off More Human in the Sales Process and How to be More Real in Sales

Posted by Ali Powell on May 6, 2014 8:00:00 AM

I would definitely consider myself a modern sales rep. I talk about sales reps needing to be "more human" and "more real" to be a good sales rep today.

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Topics: sales skills, sales coaching, sales prospecting, sales process, women in sales, saleswomen, human selling, more human sales process, more human sales, more human sales prospecting, more women in sales

5 Tips for a Sales Rep on the Last Day of the Month: HERE'S TO SOME LAUGHS TOO:)

Posted by Ali Powell on Apr 30, 2014 3:52:00 PM

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Topics: sales skills, sales tips, monthly sales quota, sales process, saleswomen, smart sales, today's sales rep, startup sales, timely sales process, sales and timing, software sales, last day of the month as a sales rep

20 Simple Things to Think About to Be More Human in Your Sales Prospecting

Posted by Ali Powell on Apr 29, 2014 6:20:00 PM

  1. Think about what the person you are reaching out to is going to think you are talking about when they actually talk to you.

  2. Compile your thoughts before you reach out and make sure that what you are going to say them is actually going to make sense. 

  3. Put yourself in their shoes and in your prospect's head. Would what you are saying make sense if you were them?

  4. How would you respond to a similar prospecting process if someone was to reach out to you cold or through an inbound lead. Would you appreciate or understand what you were doing? 

  5. Question yourself always. 

  6. Do you sound like a robot. Stop if you do. 

  7. Do you sound like a normal human being who has a brain and is not on auto-mode?

  8. Do you sound like you are just going through your leads view and calling everyone in it?

  9. What makes the person you are prospecting feel special or different? 

  10. What can you actually help this person with and why? Can you explain that correctly and in a way that makes sense?

  11. Are you prospecting companies or people because you actually think you can help them or are you just prospecting the company for the hell of it. 

  12. Did you do research on the company/prospect so that if things come out of left field while talking to them you can handle it. Are you ready?!

  13.  

    Are you confident in why you are reaching out? If you aren't, take a step back and assess why you are prospecting this company and figure out why.

     

  14. Leave yourself a vmail and send yourself an email you were planning on sending to a prospect. Listen to it and see what you think. Read the email and think about how it sounds as you read it. 

  15. Read and scan your emails in your prospecting process so you know if you actually would read all the words in it. What can you leave out? 

  16. Are you really listening when you get the person on the phone? Are you trying to hear our their ideas and thoughts and respond with real opinions? Don't go on sales mode. Be a human and think like a real person not like a sales person.

  17. Is your main priority as a sales person to make money... That is not the right answer. It is to figure out if you can help your prospect then to work on selling to them.

  18. Do you sound like a jerk?

  19. Are you being helpful at all parts of your sales prospecting process? Vmails? Emails? Phone calls? All parts of your prospecting should be helpful to them. 

  20. Listen to vmails that executives at your company get daily and ask them to forward the cold emails that they get or automated emails that they get daily to think about the bad ways you could be prospecting. Don't do those things. 

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Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, women in sales, saleswomen, smart sales, startup sales, timely sales process, sales and timing

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.

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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

Software Sales Reps, You Should be Using Your Own Product to Sell Better.

Posted by Ali Powell on Apr 10, 2014 7:30:00 AM

If you are a sales person for a software company you should be using your product. (I think)...

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Topics: sales skills, sales coaching, sales tips, sales prospecting, saleswomen, smart sales, software demos process, software sales

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? 

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

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