Guest Blog By Matt Jennings, Sales Professional.

If you want to learn how to get into tech sales, you’ve come to the right place.

Tech sales can be a fantastic career whether you are a recent college graduate or looking to make a change in your career. The tech sales industry is booming, with thousands of tech companies cropping up daily. As long as you have the determination, you’d be sure to find a job in tech sales. 

Furthermore, it’s not uncommon for a tech sales job to offer over $100,000 per year in salary and commission. So, if you’re searching for a more exciting career that pays well, consider a career in tech sales.

However, it’s a good idea to establish a solid understanding of tech sales employment before you start bombarding every tech business with your CV.

In this post, I’ll discuss what tech sales are, why tech sales roles are in demand, and provide some concrete steps on how to enter the field.

Tech Sales Defined

Tech sales involve selling technology products and services to businesses and consumers. It’s a broad industry that covers anything from enterprise software to consumer gadgets.

There are two main types of tech sales: business-to-business (B2B) and business-to-consumer (B2C).

B2B tech sales involve selling products and services to other businesses. In contrast, B2C tech sales directly sell products and services to consumers.

The steps involved in making a sale are similar regardless of whether you sell B2B or B2C, but the product knowledge required and the sales process can vary greatly depending on what you’re selling.

For example, B2B tech sales often require a deep understanding of the product and how it can be effectively used to solve specific business challenges.

B2C tech sales, on the other hand, tend to be more transactional and require less product knowledge.

You can think about four specific areas of specialization when considering how to get into tech sales. These areas include:

Hardware Sales

This type of tech sales involves selling physical products such as laptops, smartphones, printers, and other types of hardware.

I started my career in photocopier sales, which was highly lucrative but also challenging as the product became commoditized and the market overly saturated.

The key to success in hardware sales is understanding the features and benefits of the products you’re selling and effectively communicating these to potential customers.

You’ll also need to be familiar with the different types of hardware available on the market so that you can advise customers on which type of hardware best suits their needs.

Software Sales

This type of tech sales involves selling software products, such as operating systems, productivity suites, and security software. Today, the most common form of software sales is in the form of SaaS – a software-as-a-subscription service model in which software is sold as a subscription service. These services are often hosted in the cloud making it easier to deploy and scale.

Customer Relationship Management, of which Salesforce is the largest, started this trend in the year 2000. Now even Windows, Adobe, and other business software such as Google Drive, Dropbox, and Conversation Intelligence Tools such as Rafiki.ai, Gong, etc are all sold using this model. 

With the SaaS business model, you sign up with a credit card and often pay on a user basis per month. As a tech sales professional in the SaaS industry, you’ll be someone who exhibits a strong understanding of how the tools work within the customer environment and fit into their business model. 

You will also be responsible for tracking the trial process, engaging the prospect throughout the sales cycle, and closing the business online. 

Cloud Sales

This type of tech sales involves selling cloud-based products and services, such as cloud storage, cloud computing, and cloud-based security.

Most software products are hosted in the cloud these days, so if you’re interested in software sales, it’s essential to understand what being in the cloud actually means and how it works.

Selling cloud solutions is great in that they are easy to deploy and can be scaled quickly to meet the customer’s needs.

IT Service Sales

IT service technology sales is another in-demand tech sales area. IT service sales involve selling service-centered solutions such as managed services, IT support, and consulting.

As an IT service sales rep, you’d often sell the expert knowledge of the company you represent rather than a physical product.

Consequently, it’s critical to have a thorough understanding of the services you’re selling and communicate the value of these services to potential customers.

Whatever area of tech sales you decide on, it’s important to understand that no tech sales role will ever be the same. Each position will present unique challenges and benefits, making a career in tech sales rewarding.

Tech sales specialists need to master the following skills, depending on the type of products they sell:

• Knowing what products a customer needs and providing the best solution while complementing the product’s features and directly addressing the customer’s problems.
• Putting together software packages that meet the current and future needs of the specific client.
• Closing deals, executing contracts, booking, invoicing, and managing business with great care and accuracy to the customer’s requirements.
• Making use of CRM software and other sales-supporting tools effectively.
• Maintaining order, efficiency, and attention when managing multiple prospects at once at various phases of the company’s sales funnel.
• Connecting and following up with prospects and consumers using technology solutions.

Four Reasons to Work in Tech Sales

As mentioned earlier, now is a fantastic time to consider a job in tech sales. There is money to be made, and there are plenty of jobs available at a time when other sales jobs are on the decline.

Compared to retail sales or advertising sales jobs, tech sales jobs offer a much higher salary. The median base pay for a tech sales job is USD 85,000 annually.

The above reasons aside, here are four other reasons why you should consider a job in tech sales:

You don’t need a degree.

Unlike other jobs that require years of schooling and thousands of dollars in tuition, you don’t need a degree to enter the field of tech sales.

While some companies may prefer candidates with a degree, many are more interested in your ability to sell and your understanding of the product.

You can learn on the job.

Not only do you not need a degree to get into tech sales, but you can additionally discover all there is to know on the job.

While it helps to understand basic sales skills like how to leave an effective voicemail and how the software works, you don’t need to be an expert to sell tech products.

Many tech sales jobs will provide you with the training you need to be successful.

And if you’re selling cloud-based solutions, plenty of resources available online can help you understand the product and how to sell it effectively.

You can work your job in tech sales remotely.

Another great thing about working in tech sales is that you can often do it remotely.

Since you’ll be selling over the phone or over video conferencing, you can usually do your job from anywhere in the world.

So, if you’re seeking employment that will allow you to travel or work from home, tech sales is a great option.

There’s an excellent opportunity for career progression.

Finally, working in tech sales is a great way to start your career in the tech industry.

Many people who work in tech sales go on to have successful careers in more senior tech sales roles, such as account manager or sales director.

These roles give you more responsibility and challenges, leading to even higher salaries.

Best Advice for Landing a Tech Job Sales

The hardest part about getting a tech sales job is getting your foot in the door and getting a company to give you a shot. Fortunately, hundreds of tech sales jobs are available. So, your ability to break into tech sales will depend on your determination and desire to get a job in this space.

You’ll find it easier to get into tech sales if you come from one of the following backgrounds:

• Software background engineer or developer
• Product management.
• Customer success or customer support.
• Business development or sales in a non-technology sales role

While having a background in tech to get a job in tech sales is not necessary, it will provide you an advantage over your rivals.

Also, when it comes to selling, it’s more about your ability to push through objections, be persistent, and have grit. Finally, if you come from a sales background in any industry, you’ll likely find it easier to get into tech sales.

Distinguish yourself from other candidates for a prospective tech sales job with one or more of the following tactics:

Learn everything you can about your industry.

The best way to make yourself an attractive candidate for a tech sales job is to be knowledgeable about the industry.

Many candidates for tech sales jobs make the mistake of thinking they only need to know about the product they’re selling.

However, to be a successful tech salesperson, you need to understand the industry as a whole.

That means keeping up with the latest news and trends, understanding the competitive landscape, and knowing who the major players are.

The more you know about the tech industry, the better your chances of getting a job in tech sales.

Research the company you’re applying to.

When you’re applying for tech sales jobs, it’s essential to do your research on the company you’re applying to.

You ought to be quite familiar with their products, their target market, their competitive landscape, and their sales strategy.

The more you understand the business., the better your chances of impressing them during your interview and landing the job.

Additionally, when researching the company, look for any red flags that might make them a less-than-ideal employer.

For example, suppose you’re applying for a job at a company with a history of poor treatment of their employees. In that case, you might want to reconsider whether or not you wish to work there. You can look on sites like Glassdoor or even reach out to past or present employees of the company you are thinking of working for to get the inside scoop.

Some companies are better than others to work for in tech sales, so it definitely pays off to do your research!

Get some sales experience.

If you don’t have any sales experience, you can do a few things to get some.

One option is to look for internships or entry-level jobs at tech companies.

Many tech startups are looking for interns to help with sales, so this is a great way to get your foot in the door.

Another option is to look for jobs in other industries that require sales skills.

For example, jobs in retail or customer service can be good options. The more sales experience you have, the better your chances of getting a job in tech sales.

Some tech companies also offer training programs for people who want to transition into tech sales. These programs can be beneficial, but they’re often very competitive and not always available.

If you’re interested in a specific company’s training program, be sure to do your research and see if it’s a good fit for you. For example, some companies have very rigorous training programs that last several months. In contrast, others have shorter programs that last a few weeks.

Either way, these programs can give you the skills and experience you need to break into tech.

Learn the way the company you want to work for sells its product.

When applying for tech sales jobs, it’s important to learn how the company you want to work for sells its product.

Each company has its own unique sales process, and you need to be familiar with it if you want to be successful.

The best way to learn about a company’s sales process is to talk to someone who works there and find out if there are any specific methodologies they might follow. Examples of sales process methods include:

Once you know about the company’s sales process, you can start tailoring your resume and cover letter to match their needs.

When preparing for your interview, ask the interviewer about the company’s sales process. This will show them that you’re interested in the position and willing to learn.

Conclusion

When landing your first job in technology sales, researching and getting some sales experience under your belt can go a long way.

Additionally, learning about the company you want to work for and its sales process is essential to success in the role and standing out from your competition.

With a little effort, you can set yourself apart from other applicants and increase your chances of getting into tech sales, creating an opportunity for more significant earning potential and flexibility in your career. All the best for your first sales job!

———-

Author Bio

Matt Jennings is a Sales Professional with over seven years of experience across outbound, full-cycle account and business development management, sales management, and sales operations. His sales experience has had him working in Document, SaaS, and Financial Services vertical markets and booking some of the world’s largest companies exceeding multiple billion dollars in turnover. In addition, he has experience selling across APAC, EU, UK, and US regions. Matt now heads up Sales Operations at Sales Science and writes sales-focused educational content. You can read more at matjen.com.

Qualifying prospects is an integral step of every sales process. However, spending too much time on just this step might not be the most productive use of your reps’ time. This is where a sales methodology like MEDDIC helps. 

What is the MEDDIC Sales Process?

The MEDDIC sales process is based on a simple and universal concept – 

“Your conversion will multiply if your reps target qualified prospects.”

MEDDIC takes care of the qualification part in the above formula. It stands for Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, and Champion. 

The MEDDIC process was devised by John McMahon, Richard Dunkel, and Jack Napoli in the 1990s at PTC (Parametric Technology Corporation). Using MEDDIC, the team was able to identify the right set of customers and boost their sales from $300 million to nearly $1 billion in a span of 4 years!

What sets it apart?

Unlike other sales methodologies(say Sandler Sales Methodology), MEDDIC is extremely easy to implement in your organization. The short acronym makes the framework simple to remember and easy to apply during the actual qualification process. 

Also, it is unique in that it completely relies on attaining knowledge about the customer instead of relying on any sales hanky pankies. This makes it a worthwhile investment for your sales team, who gets better and better in qualifying prospects as time passes by.  

By using the MEDDIC sales methodology, you also start getting a firm grasp of your ideal customer profile. You’ll instantly know whether a prospect is worth investing your time in or not. This will speed up the entire customer qualification process, and your reps will never hold a sales pipeline with unwinnable prospects anymore.

The six-step MEDDIC qualification process

#1 Metrics

The first step is all about understanding what your prospects expect to get by subscribing or purchasing your product. Importantly, the expectation should be a metric or, in other words, quantifiable. It shouldn’t be something like ‘increase sales’, ‘improve margins,’ or ‘reduce costs’. It should be more like – 

• Tripling the funnel of qualified leads within 6 months
• Reducing the time of onboarding customers by 50% in the upcoming quarter
• 2X increase in revenue in the next 3 years

When you identify these ‘quantifiable expected results’, your sales reps can speak in a more convincing language(in terms of ROI) to the prospects. They can demonstrate the actual benefits of the product and show how it will genuinely solve a pain point.

#2 Economic Buyer

This is the person who holds the key to the coffers of your target organization. They are the ones who make the final decision whether to buy your product or not. In all probability, they will be someone who is at the top of the hierarchy in that organization. 

This makes it very important for you to understand their needs and priorities. You must make sure that they see value in your product; otherwise, they will not go ahead with the sale. You must always try to speak to the economic buyer rather than the one you are presently talking to. 

#3 Decision criteria

The next step is to understand how your target company makes decisions about purchasing similar products as yours. There are high chances that your prospect’s company is already comparing multiple vendors based on different parameters. These parameters are your decision criteria. 

A myriad of factors fall under the decision criteria, including price, ease of use, integration options, ROI, etc. It is important to find out what those factors are as it will help you tailor your pitch accordingly. 

#4 Decision process

This is simply a continuation of the previous step and applicable only if the prospect is evaluating your product for purchase. In this step, you try to understand everything about the company, timeline, and the onboarding process of the prospect to prevent any internal delays. 

For instance, your prospect is comparing your solution with your competitors and wants information about possible integration with a third-party tool. You can immediately provide all the necessary information and speed up the decision-making process. 

This is the stage where you have to ask the prospect – Is there anything I can do to help you finalize the deal?

#5 Identify Pain

In this step, you identify the actual pain points of the prospects and showcase how your product can solve them. Some of the common pain points include low revenue, too much marketing spending, etc. 

While discussing these pain points with the prospect, it is important to be specific and not abstract. Also, talk to them about the consequences of not taking any action to address the pain point. Give them some popular case studies and testimonials from other companies who are suffering because they didn’t take any action. 

#6 Champion

The last step is to bond with the champion in your prospect’s organization. The champion is an influencer. They might not be the decision-maker, the economic buyer, or even someone higher up in the hierarchy. Rather they are well-respected in that organization and can influence the decision-makers.

You need to bond with them in such a way that they will recommend your product to everyone in their organization. But take their help only if it is needed. Sometimes talking to too many people on the client’s side simultaneously can backfire. Talk to them only if your deal has become stagnant and you need a push. 

Pros and Cons of MEDDIC Sales Process

How to adopt the MEDDIC sales process in your organization?

Implementing a new sales methodology in a workplace is always daunting. There will be definite resistance as everyone has to make that extra effort to learn and adapt to the new process. So make sure to walk through the benefits of this process to all the important stakeholders, including reps and sales managers.  

While it may be the reps who identify opportunities, conduct discovery calls, and pitch, it is the managers who direct the entire show. Unless they believe that MEDDIC can be a useful addition to their team, they will not move out of the status quo.

While discussing the new framework with the team, compare and review your existing qualification process and show them how the existing bottlenecks can be addressed using MEDDIC.

Once you have gained support from all the stakeholders, train the reps on how to use MEDDIC in their qualification process. Give particular attention to handing sales objections. Objections like price conflicts, lack of trust, etc., might arise during the MEDDIC qualification process. The team must know how to handle them. 

How can Rafiki help?

A key tool that can help in fine-tuning the MEDDIC process in your organization is Rafiki. It does this by – 

Metrics – Rafiki can capture key metrics about your calls such as talk-to-listen ratio, interactivity, patience, number of host questions, etc. 

Economic Buyer – Rafiki helps you track what topics your reps and decision-makers are talking about using the latest AI technology. It parses the conversations and offers you rich topical insights to help you frame the perfect pitch that can convince the economic buyer.

Decision Criteria – With Rafiki, you can train the reps to handle the decision criteria of your target organization by tracking the ‘Objection’ topic and comparing the metric.

Decision Process – Rafiki can positively impact the decision process and reduce customer churn by tracking and analyzing customer conversations.

Identify Pain – Sales conversation topics can be detected by Rafiki, and snippets can be generated for a quick overview. The pain points can be sent to prospects as a follow-up, and solutions proposed.

To know more about Rafiki and to get a peek into its wonderful AI engine in action, sign up for a free trial now.

Are you one of those who always reach the end of a deal, only to see it fall through unexpectedly? In all probability, this could be because you were following the wrong sales model in your organization.

There was a time when relationship-building and problem-solving models were popular. However, as time progressed, the Challenger sales model became more effective in closing a deal.

In this post, we’ll discuss the Challenger Sales Model and the best way to adopt it in your organization. 

What is the Challenger Sales Model?

The Challenger Sales Model is a sales methodology that focuses on taking control of a sale by educating the customer and encouraging them to consider new opportunities. This enables the sales reps to offer an alternative way forward. 

The idea for the Challenger sales model was conceived by two executives from the Corporate Executive Board Inc. (CEB), Matthew Dixon and Brent Adamson. They first introduced this concept of sales strategy in their book The Challenger Sale: Taking Control of Customer Conversation in 2011. 

The fundamental idea behind this concept, as they claim, was that the customer does not know what they want; you have to dig deeper and make them understand their need. The book also identified five different profiles of B2B sales reps- 

1. The hard worker – They put in the extra effort
2. The relationship builder – They emphasize harmony
3. The lone wolf –  They follow their own instincts and not rules
4. The problem solver – They narrow down the details
5. The challenger – The push for the status quo

Of these, the Challengers were found to be the clear winners. According to Gartner, around 40% of star performers in sales were usually Challengers. That number shot to 54% in a complex sales situation. 

This roaring success can be attributed to challengers having a deep understanding of the customer’s business and using the knowledge to create constructive pressure on their instincts. 

Working on Challenger Sales Model

In the Challenger Sales model, the sales rep begins the conversation by “These steps will solve your pain point <pain point>” instead of asking, “What do you think is causing the <pain point>?”.

This former has a greater impact on the customer, and they start engaging with the rep actively. At a certain point, the rep can pitch their product as the most effective solution to the pain point. This way, the customer is educated about what is not known to them and has a solution in their hands.

Key concepts and Assumptions of the Model

Concepts

• Giving valuable information to the prospects and dissolving any preconceived ideas they might have. 
• Focus on the salesperson’s expertise instead of building a personal relationship with the prospects
• The sales process in the Challenger model works via insight-led conversations and not through product-based interactions. 

Assumptions

• The customer does not know everything he/she wants to know. 
• Customers do not have time to answer questions or patiently listen to a product and its features.

Where can the Challenger Sales Model backfire?

Despite being a very successful sales model, the Challenger model can backfire in two particular instances. They are – 

#1 When the customer hasn’t realized that a problem exists

Customers will engage in the buying process only when they are confident that a problem exists in their business and it needs a solution. The Challenger model backfires when the reps go on and on about the solutions when the customer has not actually convinced themselves that their business is in trouble.

#2 During the vendor selection stage

In this situation, the customer has accepted that they have a problem and has already researched the solutions and the potential list of vendors offering it. Disrupting the customer’s thinking with multiple new opinions and thoughts in a unidirectional conversation might actually backfire. The customer might even drop the idea of purchasing from you and move on with a competitor. 

Why is the Challenger model unique?

• While most sales models focus on closing deals, the Challenger sales model focuses on giving an unforgettable sales experience to the customers. 
• This is the only sales model where the customer is educated about the product, the market, and above all, the existing problem in his own business. 
• It tailors the entire sales conversation through information about the customer’s business and their economic capability.
• It helps to take control of the sales process by offering money value and making them think of your product or service as the best solution to their problem.

Who is it most suited for?

This model is not everyone’s cup of tea. It’s best suited for complex B2B environments where there is scope to probe into the customers’ thinking spots, establish two-way communication and finally offer the best solution. If your sales team has the following characteristics, then the Challenger sales model could be a great option for you- 

• Consistently captures information about the market
• They have great communication skills
• They care to gather in-depth knowledge about the customer’s line of business.
• They are creative and have the capability to generate ideas to solve customers’ pain points.
• They have complete control over the financial aspects of the sale
• They have the ability to push the customer to decide

Should you follow it?

The Challenger model is undoubtedly one of the most successful sales models today. It is extremely adaptable and can survive even in difficult environments. It lets your sales reps be aggressive and fully control the sales process. However, like any other model, the model might not work under all circumstances and for all types of sales teams. It is best suited to reps who already have great business and market knowledge. In other words, it becomes imperative for your reps to have a substantial understanding of how your clients make money, their core operational strategies, and their expected sales results. Without this in-depth knowledge, the Challenger sales model is bound to fail. 

How to make the Challenger sales model work?

The best way to make the Challenger model work in your organization is by using a call intelligence tool like Rafiki. Using it, you’ll know where your sales reps are lagging in terms of business knowledge and need training. Rafiki monitors and measures how effectively your reps are performing in calls and helps you determine whether they’ve become challengers already or if there is a long way to go for them.

To know more about Rafiki and to get a peek into its wonderful AI engine in action, sign up for a free trial now.

Ever wished for your sales performance to increase perennially?

Ever wondered what it takes to boost your team performance? 

The answer you are looking for is sales coaching. 

Studies show that sales coaching and mentoring play an essential role in improving the performance of frontline managers, according to 74% of leading companies. 

With times changing and constant upskilling in every organization, investing in sales team coaching is the wisest decision. The reason – they drive productivity within the organization, maximize sales performance, empower reps, and help you meet the required goals. Studies prove this. Companies that invested in dynamic sales coaching programs achieved 28% higher win rates and 7% greater annual revenue growth. 

Here is a guide on sales coaching with tips and tricks to boost sales performance, along with a  BONUS list of actionable tips and free tools. So, let’s get started. 

What Is Sales Coaching? 

It is a series of teaching methods an organization uses to improve the performance of sales reps and achieve their goals. It is inclusive and hands-on, where the manager works closely with their sales reps. 

However, sales training and sales coaching fall under different buckets. While the former focuses on everyone, the latter focuses on individual reps. Sales training uses structured methods, while in sales coaching, leaders need to recognize their sales reps’ weaknesses to help them develop new strengths. CSO insights reveal what sales managers spend their time doing. 

Image Source: https://www.salesreadinessgroup.com/blog/the-why-behind-sales-coaching

Some standard sales coaching techniques & tips 

Different organizations use different sales coaching techniques according to their goals and needs. Companies with dynamic sales coaching programs have 28% higher win rates. Let us look at the popular sales coaching techniques. 

• Reviewing calls or videos:
  Sales reps can analyze the call recordings or videos to get a better sense of what they could do well. They can identify their weaknesses and make improvements. 
• Offering inside training and tips:
  Organizations provide inside sales coaching tips to their reps. It also includes reviewing selling techniques and tools which can benefit the organization. 
• Scheduling check-ins:
  Another technique includes scheduling check-ins. You can do these check-ins weekly to discuss objectives and areas of the sales processes with the reps. It also builds their confidence. 
• Shadowing calls:
  Organizations indulge in shadowing calls where the sales teams shadow; or listen to the potential client calls or meetings. 
• Reviewing emails:
  Another coaching technique involves reviewing email conversations with prospects through different stages in the buyer’s journey. 

These are a few sales coaching techniques that organizations use to coach their salespeople into sales champions. 

Here’s a bonus for you. Listed below are seven actionable sales coaching tips that your sales reps need. They are: 

1. Use client interaction data to figure out where sales reps need help 
2. Use visual data to highlight performance 
3. Review call recordings 
4. Have hard conversations 
5. Play an active role in the coaching session
6. Learn the motivational factors for your team 
7. Have a definite plan of action

Keep these encompassing tips in mind. Seek and experiment with new coaching practices, give more positive than negative feedback, share your vision, use incentives effectively, give personal rewards, and leverage your entire sales team. 

Why has sales coaching become an essential element for every organization? Is it because of its various benefits? Let us find out.

How Does Sales Coaching Software Help Your Sales Team?

Improve Employee Retention Rates

Sales coaching helps every organization increase its employee retention rates. Increased rep turnover rates have been an underlying problem in the sales industry. Today, growth opportunities attract more reps than a fancy show of salary and appraisals. Harvard Studies reveal 80% of the workforce saw an increase in their productivity after coaching.

Maximizing Performance with Sales Coaching

Share Best Practices

Ever notice a sales rep attracting success and using a strategy that is getting the desired performance? Use this strategy to teach the rest of the team this strategy and improve your sales performance coaching. 65% of those who undergo coaching are highly engaged. 

Maximize Sales Coaching Investment

Sales managers can achieve dynamic sales training through consistent and long-term enforcement. It maximizes your sales coaching investment—organizations with strong coaching report 34% higher revenues. 

Top 3 Sales Coaching Tools 

Rafiki

A leading conversational intelligence tool, Rafiki has taken massive steps in sales coaching in recent years. Rafiki uses AI transcription, which helps you instantly analyze the rep calls and track customer objections. It enables you to understand how customers engage with sales reps in conversations. With instant conversion and organizational intelligence, it allows you to get the best out of your team. In short, it helps you build a predictable winning organization. 

Gong

It is another conversation intelligence tool that provides a unique outlook into rep interactions with potential customers. It is an apt tool for sales managers to implement their sales strategies effectively. You can also use Gong to assist the sales reps when they require your directions. Its conversation intelligence abilities allow you to review conversations your sales reps have with potential prospects at meetings. 

Chorus.ai

With this app, you can build, implement and measure the success of your sales coaching tactics and alter them to hit higher goals. This software’s artificial intelligence features allow you to pull your essential information from real-time rep conversations on calls, videos, or meetings. 

Conclusion

Sales coaching is the most effective way to boost your team’s performance. It is also a fundamental element of sales management. Rafiki is your one-stop solution for coaching your sales team. It integrates with your calendar, transcribes and analyses the calls, and provides 360-degree insight into the call. 

Never miss customer interactions and grow your sales team with Rafiki. Contact us and request a demo. 

Here’s something interesting:

The average SDR (sales development representative) tackles 265 leads per month. 

And SDRs who make 12 contact attempts instead of the average of 8 contact attempts perform 16% better! 

The quality of the calls made by SDRs matters just as much as the number of leads handled or the number of contact attempts made. 

There should be a process in place to ensure that SDRs ask smart questions during a call or have a strategy to qualify or disqualify a lead so that they hand high-quality leads to account executives (AE) to complete the sale.

SDRs don’t close deals–in most companies, their role involves:

• Inbound sales prospecting –  they reach out to leads who have shown an interest in the product/service and/or outbound sales 
• Outbound sales prospecting – they contact potential customers who are not aware of the company’s product/service 

Let’s start with a quick overview of sales calls and their types:

What is a sales call?

A sales call is a pre-arranged face-to-face meeting (or video call during COVID times) between an SDR and a prospect. 

The goal: to make a sale.

What does the prospect expect – the SDR listens to them, gives them relevant information, gives them timely responses, and is invested in the success of their business.

The better the SDR is at actively providing value to the prospect, the better the sales call goes. 

Sales calls can be categorized into four types:

Cold call/introductory call/prospecting call 

SDRs call prospects without prior appointments and try to find out their pain points and requirements. Cold calls have an average success rate of 1-3%. 

Warm call 

SDRs call prospects after initiating prior contact in the form of email campaigns, trade events, referrals, or meetings. Prospects are ready for the call, so the rate of conversion is higher than that of cold calls. 

Sales appointment call 

Sales reps (quota-carrying salespeople) and prospects have a business discussion about the offerings either on the phone or at a face-to-face meeting. 

Hubspot’s 2021 Sales Enablement report found that 19% of buyers want to talk to a rep during the awareness stage of the buying process, 60% during the consideration stage, and 20% during the decision stage. 

Follow-up call/service call 

SDRs follow up with prospects to check their status on the customer journey towards their offerings. Service calls allow reps to nurture prospects. 

Regular follow-up calls are important because 80% of sales require 5 follow-up calls and 60% of customers refuse sales requests before saying yes!

How do I make a sales call that converts lead to customers?

SDRs are the face of the company. 

To be successful at setting up quality meetings and appointments, they must have a working knowledge of the prospect’s industry, an understanding of the sales process and the competition, and excellent communication skills.

Remember that people don’t want to be pressured into making a purchase, so develop a strategy to engage with the prospect and communicate the benefits of the product/service without being aggressive. 

In the words of Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce,

“How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.”

Here are some tips to turn cold calls into warm ones:

Prepare, prepare, prepare

Research your prospect before the sales call using social media platforms like LinkedIn or Twitter. Understand your prospect’s interests, likes, and dislikes through the information he/she shares publicly.

Research your prospect’s industry

Read up on the latest market trends and news items in the relevant industry. Your prospect is looking for a well-informed SDR to help him/her find solutions, not a parrot repeating a fixed script.

Make it personal

Use the prospect’s name, mention information that you’ve found through LinkedIn, and indulge in some small talk. Be human! You’re more likely to build a connection with your prospect in this way rather than being purely business-like.

14 steps to a successful sales call 

How to make a sales call that increases the likelihood of conversions? 

Follow this checklist to ensure you have a sales call strategy that yields positive results, is repeatable, and can be easily learned. 

Bear in mind that you shouldn’t have a set script for a sales call that you mindlessly repeat by making a few tweaks to slot in prospects’ names and other details. Instead, what you should have is a blueprint for engaging your prospects.

Start sales call with a powerful opening

Don’t use the apologetic “Is this a good time to talk?” to begin your sales calls. This will undoubtedly set a negative tone for the conversation even before it starts. Instead, begin with a sunny “Hi Beth, How are you?” and state your reason for calling. You have the first 5 seconds of the call to buy yourself 5 more minutes of talk time. So make the best use of it. 

Other powerful openings you can use:

• “I was wondering if you could help me out for a minute?”
• “Thank you for taking my call!”
• “I must have caught you in the middle of something, but here’s why I’m calling…”
• “How have you been?”
• “The reason for my call is…”
• “I noticed you used to work at [past company]. How did you find the…”

Don’t talk trash about your competitors

It displays you in a bad light and makes people think you’re insecure, unprofessional, and desperate to make sales. If you must compare yourself to a competitor, stick to the facts and focus on the qualities that differentiate you from others.

Also, prepare well for objections as prospects are bound to have some. Learn to deal with things like “Can we talk after a week?,” “Sorry, I don’t have time now,” or “Why don’t you send a detailed email?” by asking relevant questions, demonstrating value, or trying to book an appointment.

Be genuine with your compliments

Offer a genuine compliment to your prospect such as “It is a pleasure to do business with you,” and he/she will strive to match up to it. Being disingenuous will get you nowhere; it may even lose you the prospect.

Set an agenda

You should have an agenda in mind to prevent the conversation from veering off into unwanted directions, save time, and achieve the outcome you need.

For instance, your agenda may look like this:

1. Powerful opening line
2. Introduction to self
3. Reason for calling
4. Communicate value proposition
5. Ask leading questions to qualify the prospect
6. Close by booking a demo/next meeting or handing off to an AE

Speak confidently

Mumbling, hesitating, appearing underconfident, or being unnecessarily apologetic makes it 40% less likely that the prospect will ask for a demo call. 

If you are an existing Rafiki customer, then you can easily listen to your conversation to understand where you are going wrong. Also, Rafiki intelligently captures and displays negative-sounding comments or anxious responses in your call using the “patience” factor. This gives you an excellent opportunity to correct yourself in subsequent calls. 

Simplify options. Reduce information overload

Too many options is a bad thing–it confuses the prospect thereby delaying decision-making. Focus on a few of the best features of your product/service instead of describing a laundry list of all the features. Talk about additional options only when the prospect isn’t satisfied with the ones you’ve presented.

Position your product smartly

Position your product/service as a solution that addresses your prospect’s problems to convince them to buy it. Understanding consumer behavior will help you close the call and book the demo meeting.  

For instance, you could say, “We work with [customer type] in [industry] with [pain points/goals.] Our customers usually want to [reach goal/find solution]. Does this sound like you?”

Since you’ve prequalified your prospect through research and relevant questions, he or she will say yes. 

Then you can say something like, “I’d like to know more about it” to encourage them to talk about themselves. This gives you information to build your pitch. 

Use the power of emotions

Don’t discount the power of emotions in influencing a purchasing decision. People are not convinced only on the basis of cold, hard facts–there’s often an emotional angle involved. 

Try to discover the emotional trigger that will persuade your prospect to move forward — sentimental attachment, nostalgia for the “good old days,” and so on.

Offer a targeted value proposition.

Your goal in the sales call is to convince the prospect about the value of your product/service and book a meeting with an AE to take the sale forward. 

Clearly communicate both the quantitative value and the emotional value of your offering. 

When emotional triggers are not enough to push your prospect forward, articulate the quantitative benefits to convince him/her that the price is more than worth it.

 Make prospects feel empowered by involving them in finding solutions

Do not think, for even a minute, that you can trick or manipulate your prospect into purchasing your offering. It can backfire spectacularly and you can end up losing an entire revenue stream.

Instead, involve your prospect in the sales call, empowering him/her to find solutions but remember to guide him/her toward your value proposition.

Research the right time to call potential customers

HubSpot’s research shows that the best times to call prospects are 8 am – 9 am or 4 pm – 5 pm. Depending on your industry, the best time for you to call a prospect may be different. So do your research before you make your sales call.

 Use business intelligence tools to prepare for calls.

Nowadays, there are plenty of business intelligence tools to help SDRs profile a prospect before calling and pull relevant data that they can to discover pain points and opportunities.

Rafiki captures intelligible insights from your sales call and organizes them in an easy-to-access manner. It also offers an instant analysis of your calls to help you track customer objections and pinpoint key topics that triggered the most conversations. 

As a result, you’re able to overcome objections in real time while improving your offerings. You can also train or upskill based on key points in conversations.

 Listen to your prospects

When your prospect talks extensively about his/her issues, you know that you’re off to a good start. Listen carefully, make notes, and adapt your messaging to suit the prospect’s needs. 

Listening well will show that you are empathetic toward your prospect and it will make the conversation memorable. It will also demonstrate value to the prospect, making it more likely that he/she will agree to book the next meeting or demo.

 Undergo training to improve your skillset and build trust with clients

Selling does not come naturally to everybody but it’s a skill that can be learned. As an SDR, never stop upskilling yourself to improve your performance, and always strive to make prospects feel you are a trustworthy person.

What’s Next?

Now that you have seen how to make a sales call that leads to greater conversions? It’s time to get into action and what better way to enhance your sales call experience than using Rafiki’s AI-driven revenue intelligence tool?

Contact us to book a demo today!

Sales coaching software helps sales managers train their teams in a more efficient, sales-driven manner. The entire goal of software sales coaching tools is to enhance the rep’s performance and the return on investment. Considering that each individual has their strengths and weaknesses when it comes to sales, the software helps them reach and exceed the overall individual/team quota.

According to Hubspot, one of the major reasons why sales representatives quit or switch jobs so frequently is the lack of career development and opportunities to educate themselves. Additionally, studies on data generated in enterprises like OMG also suggest that sales managers don’t spend enough time coaching their people well enough. 

Over 70% of sales representatives emphasize the importance of effective sales coaching in their growth. However, the kind of misconceptions floating around about how sales coaching works left us speechless. But first, let’s discuss why you need sales coaching software for better revenue generation.   

Why Is Sales Coaching Software Important?

With an ideal tool, organizations can coach a larger sales team, even remotely. Moreover, it can help companies reinforce training and push sales representatives to develop better sales skills.

At Rafiki, we ensure that you make the most of your sales coaching platform by integrating your actual sales calls and their transcripts, artificial intelligence (AI) driven call analytics, topic analysis, and standardized scoring and sharing practices. With more customer call data, you can discover winning patterns and develop customized coaching activities for each rep in the team. Moreover, the software can help reps receive personalized playlists and coaching sessions to ramp them up.

Research studies and insights from CSO suggest that there is a strong correlation between quota attainment and coaching. Exceeding expectations in coaching helps at least 94.8% of the representatives to meet the quota.

While you choose among the many options for the best sales coaching software, you must consider the must-haves for an ideal tool.

Essential Features of An Ideal Sales Coaching Software

To have a greater effect on the overall coaching process, you need these five must-have features in your sales coaching tool:

1. Video-based Coaching: 

The most important aspect of sales coaching is effective communication. This is critical because people absorb and communicate information as much as possible to learn. Thus, the first must-have for these tools is video coaching technology, which works through virtual video assignments. It majorly enhances reps’ sales pitches and confidence while being on camera. Recording a video of your assignments also helps managers use it later for reference or to pinpoint the exact area where a representative needs to improve upon.

2. Machine Scoring: 

Sales coaching can never be a one-size-fits-all strategy. The software that you invest in needs to have a customized way of analyzing different people. Hence, the second important aspect is how AI and machine scoring are done in the tool. Check whether the system can automatically score and analyze the key areas in a sales pitch, namely, emotions, body language, and conversational tone. Using the comprehensive data from different representatives will also help you segregate the cream of your team.

3. Text-based Coaching: 

The next important aspect of sales training is a well-versed documentation skill. Improving a representative’s written communication skills is text-based coaching (e.g., Short Messaging Service (SMS) and emails). Under text-based coaching, representatives submit text-based documents as a part of their coaching activities. It ensures that the team is prepared for writing emails, thereby maintaining consistency in any other content as demanded by the situation.

4. Screen Recording: 

Once the representatives are learning through various customer call videos, audios, and textual assignments, they improve along the way. However, the mistakes made once shouldn’t be repeated. As a result, the tool should ensure that the coaching sessions are available for watching at a later time as well. Thus, the next important aspect that must be there in your coaching tool is the screen recorder. Through this, sales managers can pinpoint the part of the session that needs to be highlighted or ask the reps to work on a specific section of their pitch.

5. Seamless Integration with Existing Sales Tools:

Another important must-have for your software is its ability to integrate with your present sales tools effortlessly. Often, your coaching resources and content require data from Customer Relationship Management (CRM) to work better. Therefore, an ideal strategy for your sales team’s success requires integration with your CRM to train your reps better.

Top 7 Sales Coaching Software

Now that you’ve seen the must-haves for your software, let us go through the top 7 sales coaching software – 

• Rafiki

Considered to be one of the top-rated sales coaching software in 2021, Rafiki is your key to smart sales coaching. It offers solutions enabling digital transformation for companies and aid in the optimization of their sales processes. Along with improving employer efficiency, Rafiki also aims to lower training costs by making instructions and coaching smarter. 

• SalesLoft

SalesLoft is a considerably important software used in adapting sales strategy and creating better revenues for the team. It replicates success by enforcing automatic sales plays, offering a tool for sales coaching, and providing a dashboard to have sales insights.

• Gong

The next software on our list is Gong. It analyzes customer interactions across multiple channels and can aid in sales coaching by delivering valuable insights to your sales team.

• Chorus.ai

Chorus.ai is another conversational intelligence platform that helps in winning more business revenue and enhancing sales skills for your team. It includes video conferences and accurately transcribed data in real-time.

• Mindtickle

Another software that leverages comprehensive data from the sales team is MindTickle. It helps you develop and improve your sales team’s performance. Moreover, it promises to enhance your business deals rapidly.

• Outreach

This software delivers detailed insights to build a core sales team. It automatically prioritizes the customer touchpoints and assists sales reps to get into the shoes of a customer to sell better. Moreover, with its sales dashboard, you can efficiently organize meetings and meet your quota expectations effortlessly.

• Brainshark

This software is usually picked by large enterprises. Companies use it for on-demand training and personalized knowledge sharing among sales representatives to enhance overall revenue.

Overall, sales coaching software can do wonders for your business if used the right way. As experts in conversational intelligence, we at Rafiki build the best coaching solutions for your sales teams. Our dedicated team ensures that each of your challenges is solved in the most innovative yet streamlined way. Get in touch with Rafiki experts to know more.