http://salesswamis.com/archives/129#utm_source=feed&utm_medium=feed&utm_campaign=feed An enlightened view on Sales Tue, 17 Nov 2009 03:01:38 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://salesswamis.com/archives/129/comment-page-1#comment-10 Rescue Me Tue, 28 Jul 2009 00:29:53 +0000 http://salesswamis.com/?p=129#comment-10 Nice points by Sales Chick and Tuna, here are two more. For those C level contacts that are dodging the sales call, and you have a good coach to push for you, the webex can be a great tool to show your wares and take the pressure off. They may be C level folks making big bucks but they also know if you are calling on them you've been around and are probably the one wild card in their daily grind that can take them out of their game. Usually by the time a senior sales rep (that's really what we are) gets to them, the process is nearly complete. But when sales is savvy enough to get there early , they put their game face on, and live by the mantra that defense wins championships. Using your coach to babysit and them having the threat a mute button away, gives a safety net that just might get you in front of them. Because you have a strong relationship with your coach, it's pretty easy in the next call to weed out the red flags and if you really have a shot or not. The other good use is getting schedules together. You can be on site and have those resources you need for the C level presentation available. You still give the sense of security to the room, usually being a 4 to 1 for the customer, but you have a secret weapon in your resource on the other end feeling no pressure, another set of ears and another perception to what's really happening in the account.You can make your point in the meeting and have a more meaningful follow up to take the next best step toward a decision. Nice points by Sales Chick and Tuna, here are two more. For those C level contacts that are dodging the sales call, and you have a good coach to push for you, the webex can be a great tool to show your wares and take the pressure off. They may be C level folks making big bucks but they also know if you are calling on them you’ve been around and are probably the one wild card in their daily grind that can take them out of their game. Usually by the time a senior sales rep (that’s really what we are) gets to them, the process is nearly complete. But when sales is savvy enough to get there early , they put their game face on, and live by the mantra that defense wins championships. Using your coach to babysit and them having the threat a mute button away, gives a safety net that just might get you in front of them. Because you have a strong relationship with your coach, it’s pretty easy in the next call to weed out the red flags and if you really have a shot or not. The other good use is getting schedules together. You can be on site and have those resources you need for the C level presentation available. You still give the sense of security to the room, usually being a 4 to 1 for the customer, but you have a secret weapon in your resource on the other end feeling no pressure, another set of ears and another perception to what’s really happening in the account.You can make your point in the meeting and have a more meaningful follow up to take the next best step toward a decision.

]]> http://salesswamis.com/archives/129/comment-page-1#comment-5 Tuna Fri, 24 Jul 2009 15:38:55 +0000 http://salesswamis.com/?p=129#comment-5 Being live is always an advantage. Companies are trying to cut costs by having Inside Sales people conduct web meetings. My only feedback is that instead of using this after a face-to-face - I often use this to qualify marginal buyers. It helps me determine if there is sufficient interest (and a budget) for my solutions. We also use it to clear up any technical questions or deeper issues late in the sales process. Being live is always an advantage. Companies are trying to cut costs by having Inside Sales people conduct web meetings. My only feedback is that instead of using this after a face-to-face — I often use this to qualify marginal buyers. It helps me determine if there is sufficient interest (and a budget) for my solutions. We also use it to clear up any technical questions or deeper issues late in the sales process.

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