It’s time to prep for your next sales call with proven best practices and tips…
Based on our recent conversations with leading B2B sales and salestech experts; it’s been a consistent factor that some of the most successful discovery and sales calls are those in which SDRs and customer facing teams tailor pitches, customize brand presentations and service programs with a strong focus on building trust with target audiences and prospects by addressing their actual, real-time pain points.
Over the years, the B2B tech and the SaaS marketplace, like most segments, have become extensively crowded. Not only are today’s end users gravely spoilt for choice in terms of the plethora of SaaS options and tools out there, the quantum of marketing and sales content in the digital realm jostling for the same target prospect’s attention is as good as very overwhelming (and distracting!).
While most B2B marketing leaders and sales executives look for more optimized methods to power their sales cycles leading to quicker conversions and deal closures; the core challenge remains -> driving meaningful conversations that enable prospects to be more drawn to your service or product.
We at SalesTechStar have therefore curated a small sub set of tips, techniques and basic practices that might help you prep better for your next sales call based on our recent conversations with industry leaders.
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Create A Customized Brand and Pitch Deck
Most seasoned B2B technology sellers will have the backing of a brand PPT and other relevant documents to support their sales calls and meetings. In a market where customers and prospects largely want the brands they interact with to personalize every outreach towards them, this is crucial at the starting stages of a customer conversation.
Simple adjustments like including the name of your prospect, their brand and logo identity and then customizing numbers and stats to include references on just how well your product and service can boost their actual growth prospects based on their recent ARRs can enable a better initial starter conversation.
Set Expectations and an Agenda
Getting a call on the calendar is one of the positives in the typical SDR sales cycle. But after you have the call all planned for in terms of its schedule, how do you ensure a seamless experience for your prospect?
Before you get into the final sales or discovery call on the day of the meeting, ensure:
- What their pain points are
- What they hope to achieve with a product or service like yours
- Who are the main decision makers on the prospect side
Always have an Established Sales Call Structure
Several seasoned B2B sales leaders insist that their sales teams follow a proven sales call framework to protect professionalism and brand integrity.
A basic structure should typically include:
- 5 minutes of a quick warm up and friendly introduction
- 5 to 10 minutes: About the brand / service with a supporting PPT if needed
- 5 to 10 minutes: where the prospect(s) can ask doubts/queries
- 5 to 10 minutes to determine next steps before ending the call
Sales reps are usually expected to follow through with a summary after each sales call and meet. At this juncture, creating a unique value-add for the prospect can help pull them toward your brand more.
Ready to sell better and boost your conversions in 2024? Looking for deeper tips and insights or looking for ways to share your expertise with a larger technology sales audience?
Write to psen@itechseries.com with your thoughts!
