Last week, Reachify provided an opportunity for technology sales people in NYC to hear from a panel of enterprise tech buyers at KIDBOX, Paul Stuart and Lafayette 148 on what they like (and don’t like) about how tech salespeople communicate with them.
Last week, I blogged about our favorite dos and don’ts that our panelists discussed around how to get responses from your prospecting activities.
In this final blog about the event, catch the dos and don’ts our panelists discussed around how to best position your sales pitch. Get ready for some prospecting inspo to reinvigorate your sales activities this week; I took some great notes at the event just for you!
- Distinguish between what clients want and what they really need
- Know what your prospect does and who their competitors are. “It seems basic, but it’s important and often missed in the sales pitch,” said one panelist.
- Highlight a success story from a like-minded company. It speaks volumes. A panelist commented how powerful it is “if [she] can go to [her] boss and say this competitor of ours is using vendor X. Look how great they are doing.”
- Know who you’re prospecting and how they buy. Do they only buy from companies who have been around for decades, and have a proven track-record? Or are they testing new technologies, and constantly trying to get ahead of the innovation curve? This will help you prepare to have appropriate customer success stories on hand, or know if they’ll be open to newer solutions with less use cases available.
- Frame your sales pitch to show how your solution will solve your prospect’s problem or need. Prototypes are a big help. Show how they can walk before they run. Exhibiting how you can provide ROI for 1-2 key challenges is great; don’t act like you’re the answer to 20 problems.
- Have a great sales engineer in the room who knows the product cold. It will raise authenticity and have far more value than bringing your VP of Marketing to the sales meeting.
- Offer a free trial or pilot if possible, a six-month out clause, and a simple contract that is pro-client (not pro-vendor).
- Wait until the contract is out, to understand your prospect’s buying and approval process. Ask your prospect who has buy-in, who needs to be on-board, when they spend, and what the approval process is, so you can be prepared.
- Plan to demo at your meeting without asking. Make sure you and your prospect are on the same page regarding which meetings are for information gathering, demos, etc.
Reachify’s breakfast panel event was an amazing knowledge share, and fun! Great location, great food, and great company made for an awesome start to everyone’s day. If you’re interested in being included in future NYC sales events, please let us know!