Welcome!

Agile Computing Authors: Yeshim Deniz, Elizabeth White, ManageEngine IT Matters, Liz McMillan, Carmen Gonzalez

Blog Feed Post

9 Sales Myths You Should Stop Believing Today

We had the pleasure of hosting three sales experts on a webinar to review and unravel 9 popular sales myths.  We captured and highlighted the 9 myths here, but you can also watch the full webcast now.

The first three myths are from Nancy Nardin, Founder & President, Smart Selling Tools.

 

Myth 1: Sales is a numbers game – High Activity = High Quota.

Sales people often subscribe to the notion that x number of calls and x number of emails will produce x amount of revenue targets. This incorrectly aligns the rep’s focus on the number of calls instead of the quality of calls.

Sales is a game of outcomes. The numbers game does not measure the right goals and outcomes. To maximize revenue, use a more targeted and thoughtful approach. Connect the right people at the right time with the right messaging instead of wasting time with high activity non-tailored messaging.

 

Myth 2: Digital Body Language is the Holy Grail for Lead Qualification.

Once a web visitor fills out a form, marketers can track the visitor’s digital body language or online movements (visits, clicks, form submits) and speed up the sale cycle with targeted messaging.

Digital body language tracking only works for identified contacts. Webforms are abandoned 90% of the time and of all of your website visitors, only 2-4% complete a webform. This means that most of your web visitors remain anonymous. Prospects make 57% of their due diligence before their first contact with a sales person. (Source: hushly.com)

 

Myth 3: Quota Attainment is the Most Important Sales Metric.

Focusing on quota as the most important measurement for how a sales person is doing, does not help you identify how to improve existing processes or how to make your sales team more productive.

Quota attainment tells you whether reps are selling as much as they should be selling, but it doesn’t tell you whether they’re selling as much as they could be selling. Quota attainment is important, but evaluated without taking into account how a rep spends their limited sales capacity, is virtually a useless metric. To grow revenue, figure out where productivity improvements can be made to free up more time for selling to the right kinds of prospects.

Our next three myths are brought to you by Matt Heinz, President of Heinz Marketing.

 

Myth 4: Previous Sales Experience is Required.

Formal sales training is often seen as a key factor in hiring sales people, but does not show the full picture of whether your candidate has the right stuff for your organization.

Hire based on characteristics. Characteristics and skills that exhibit the behavioral attributes that align with your brand and the way you do business will get you good sales people. People that are naturally hard workers and customer focused can be taught the rest.  

 

Myth 5: Previous Industry Experience is Required.

Industry knowledge removes part of the learning curve and could decrease your ramp time when joining a new organization, but you may have too many pre-conceived notions about how things should be done or what has been done in the past to see how the industry has transformed today.

Industry experience does not always translate into what’s working right now. Customer centric plans and knowing how to ask the right questions is more important that having direct industry experience.

 

Myth 6: You Can’t Do Complex/Enterprise Sales Over the Phone.

The assumption that you have to be face-to-face in order to get the deal does not take into account the buyer’s preference.  The old-school thought about field sales vs inside sales is transforming and sales people are learning to adopt both in-person and phone skills to build relationships and close deals.

We can recreate the environment of intimacy with various sales tools that do not require face-to-face interaction. Understanding how to ask the right questions to uncover the prospect or buyer’s needs and pain points is not a skill that requires in-person communication.

Our last three sales myths are from Lori Richardson, Founder and CEO of Score More Sales.

 

Myth 7: The Phone is Not Effective Anymore.

The phone is a tool that gets misused by many sellers.  While most calls go to voice mail and do not get returned, well-crafted voice mails help build your brand and extol value to your potential buyers.

A multi-faceted connection strategy is what works for potential buyers. Brief, concise messaging through various forms of communication (including the phone) that speaks to the buyer’s needs and how your solution can help will get the conversation started.

 

Myth 8: Inbound Marketing is King – Sit Back and Take Orders.

It was thought a while back that inbound marketing could replace outbound sales prospecting. Now we know the two go together.

Inbound teamed up with outbound will get you a larger opportunity to win. Buyers that are finding you on your website are a portion of those who can benefit from your solution.  Impact those buyers that may be early on in the education phase by finding them first.

 

Myth 9: Competition is the Only Way to Sell.

Competing is the old way of doing business. Now smart companies are finding new and innovative ways to grow business – often partnering with their industry counterparts.

Collaboration grows revenue. We know the toughest competitor to our products and services is when the buyer stays with the status quo. Find ways around that by innovating. Who is the least likely business your company could collaborate with? That innovative combination could gain you new customers.

Watch the complimentary webinar now.

Our Contributors:

 

 

Matt Heinz | President | Heinz Marketing

LinkedIn | Twitter

 

 

Lori Richardson | Founder and CEO | Score More Sales

LinkedIn | Twitter

 

 

Nancy Nardin | Founder & President | Smart Selling Tools

LinkedIn | Twitter

 

Blog Category: 
Blog Tags: 

Read the original blog entry...

More Stories By An Bui

Social Media Professional with substantial experience identifying, characterizing and connecting online communities and authors. Strong orientation on actionable recommendations that provide mutually beneficial value for communities and organizations for stakeholders.

Currently, I serve as the social media manager for DocuSign, Inc., the market leader and global standard for electronic signature. DocuSign provides the world’s largest and fastest growing electronic signature platform, empowering businesses to complete transactions online quickly and securely while improving compliance and dramatically reducing costs.

DocuSign is the only cloud computing-based electronic signature platform that entirely replaces slow, expensive paper transactions with a fast, efficient and completely digital solution. Accessible from any Internet-connected device, DocuSign supports virtually any document and form type in simple and complex workflows, and provides broad user authentication options, data collection, secure document/data storage and retrieval, as well as real-time negotiation and collaboration tools.

@ThingsExpo Stories
SYS-CON Events announced today that Systena America will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Systena Group has been in business for various software development and verification in Japan, US, ASEAN, and China by utilizing the knowledge we gained from all types of device development for various industries including smartphones (Android/iOS), wireless communication, security technology and IoT serv...
Amazon started as an online bookseller 20 years ago. Since then, it has evolved into a technology juggernaut that has disrupted multiple markets and industries and touches many aspects of our lives. It is a relentless technology and business model innovator driving disruption throughout numerous ecosystems. Amazon’s AWS revenues alone are approaching $16B a year making it one of the largest IT companies in the world. With dominant offerings in Cloud, IoT, eCommerce, Big Data, AI, Digital Assista...
SYS-CON Events announced today that Outscale will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Outscale's technology makes an automated and adaptable Cloud available to businesses, supporting them in the most complex IT projects while controlling their operational aspects. You boost your IT infrastructure's reactivity, with request responses that only take a few seconds.
Everywhere we turn in our industry we can find strong opinions about the direction, type and nature of cloud’s impact on computing and business. Another word that is used in every context in our industry is “hybrid.” In his session at 20th Cloud Expo, Alvaro Gonzalez, Director of Technical, Partner and Field Marketing at Peak 10, will use a combination of a few conceptual props and some research recently commissioned by Peak 10 to offer a real-world consideration of how the various categories of...
In his keynote at @ThingsExpo, Chris Matthieu, Director of IoT Engineering at Citrix and co-founder and CTO of Octoblu, focused on building an IoT platform and company. He provided a behind-the-scenes look at Octoblu’s platform, business, and pivots along the way (including the Citrix acquisition of Octoblu).
DevOps at Cloud Expo – being held October 31 - November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA – announces that its Call for Papers is open. Born out of proven success in agile development, cloud computing, and process automation, DevOps is a macro trend you cannot afford to miss. From showcase success stories from early adopters and web-scale businesses, DevOps is expanding to organizations of all sizes, including the world's largest enterprises – and delivering real r...
Five years ago development was seen as a dead-end career, now it’s anything but – with an explosion in mobile and IoT initiatives increasing the demand for skilled engineers. But apart from having a ready supply of great coders, what constitutes true ‘DevOps Royalty’? It’ll be the ability to craft resilient architectures, supportability, security everywhere across the software lifecycle. In his keynote at @DevOpsSummit at 20th Cloud Expo, Jeffrey Scheaffer, GM and SVP, Continuous Delivery Busine...
SYS-CON Events announced today that Outscale, a global pure play Infrastructure as a Service provider and strategic partner of Dassault Systèmes, will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Founded in 2010, Outscale simplifies infrastructure complexities and boosts the business agility of its customers. Outscale delivers a secure, reliable and industrial strength solution for its customers, which in...
SYS-CON Events announced today that CollabNet, a global leader in enterprise software development, release automation and DevOps solutions, will be a Bronze Sponsor of SYS-CON's 20th International Cloud Expo®, taking place from June 6-8, 2017, at the Javits Center in New York City, NY. CollabNet offers a broad range of solutions with the mission of helping modern organizations deliver quality software at speed. The company’s latest innovation, the DevOps Lifecycle Manager (DLM), supports Value S...
SYS-CON Events announced today that Peak 10, Inc., a national IT infrastructure and cloud services provider, will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Peak 10 provides reliable, tailored data center and network services, cloud and managed services. Its solutions are designed to scale and adapt to customers’ changing business needs, enabling them to lower costs, improve performance and focus intern...
A strange thing is happening along the way to the Internet of Things, namely far too many devices to work with and manage. It has become clear that we'll need much higher efficiency user experiences that can allow us to more easily and scalably work with the thousands of devices that will soon be in each of our lives. Enter the conversational interface revolution, combining bots we can literally talk with, gesture to, and even direct with our thoughts, with embedded artificial intelligence, whic...
In order to meet the rapidly changing demands of today’s customers, companies are continually forced to redefine their business strategies in order to meet these needs, stay relevant and continue to see profitable growth. IoT deployment and development is integral in this transformation, and today businesses are increasingly seeing the value of investing their resources into IoT deployments. These technologies are able increase ROI through projects such as connecting supply chains or enabling sm...
In his opening keynote at 20th Cloud Expo, Michael Maximilien, Research Scientist, Architect, and Engineer at IBM, will motivate why realizing the full potential of the cloud and social data requires artificial intelligence. By mixing Cloud Foundry and the rich set of Watson services, IBM's Bluemix is the best cloud operating system for enterprises today, providing rapid development and deployment of applications that can take advantage of the rich catalog of Watson services to help drive insigh...
SYS-CON Events announced today that Super Micro Computer, Inc., a global leader in compute, storage and networking technologies, will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Supermicro (NASDAQ: SMCI), the leading innovator in high-performance, high-efficiency server technology, is a premier provider of advanced server Building Block Solutions® for Data Center, Cloud Computing, Enterprise IT, Hadoop/...
SYS-CON Events announced today that SoftLayer, an IBM Company, has been named “Gold Sponsor” of SYS-CON's 18th Cloud Expo, which will take place on June 7-9, 2016, at the Javits Center in New York, New York. SoftLayer, an IBM Company, provides cloud infrastructure as a service from a growing number of data centers and network points of presence around the world. SoftLayer’s customers range from Web startups to global enterprises.
With major technology companies and startups seriously embracing Cloud strategies, now is the perfect time to attend @CloudExpo | @ThingsExpo, June 6-8, 2017, at the Javits Center in New York City, NY and October 31 - November 2, 2017, Santa Clara Convention Center, CA. Learn what is going on, contribute to the discussions, and ensure that your enterprise is on the right path to Digital Transformation.
SYS-CON Events announced today that EARP Integration will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. EARP Integration is a passionate software house. Since its inception in 2009 the company successfully delivers smart solutions for cities and factories that start their digital transformation. EARP provides bespoke solutions like, for example, advanced enterprise portals, business intelligence systems an...
Existing Big Data solutions are mainly focused on the discovery and analysis of data. The solutions are scalable and highly available but tedious when swapping in and swapping out occurs in disarray and thrashing takes place. The resolution for thrashing through machine learning algorithms and support nomenclature is through simple techniques. Organizations that have been collecting large customer data are increasingly seeing the need to use the data for swapping in and out and thrashing occurs ...
SYS-CON Events announced today that Progress, a global leader in application development, has been named “Bronze Sponsor” of SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Enterprises today are rapidly adopting the cloud, while continuing to retain business-critical/sensitive data inside the firewall. This is creating two separate data silos – one inside the firewall and the other outside the firewall. Cloud ISVs oft...
The 21st International Cloud Expo has announced that its Call for Papers is open. Cloud Expo, to be held October 31 - November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, Big Data, Internet of Things, DevOps, Digital Transformation, Machine Learning and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding busin...