|By Mat Rider||
|February 5, 2014 07:49 PM EST||
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.
Matt Heinz | President | Heinz Marketing
Lori Richardson | Founder and CEO | Score More Sales
Nancy Nardin | Founder & President | Smart Selling Tools
The essence of data analysis involves setting up data pipelines that consist of several operations that are chained together – starting from data collection, data quality checks, data integration, data analysis and data visualization (including the setting up of interaction paths in that visualization). In our opinion, the challenges stem from the technology diversity at each stage of the data pipeline as well as the lack of process around the analysis.
May. 25, 2016 08:30 PM EDT Reads: 1,194
The IoT is changing the way enterprises conduct business. In his session at @ThingsExpo, Eric Hoffman, Vice President at EastBanc Technologies, discuss how businesses can gain an edge over competitors by empowering consumers to take control through IoT. We'll cite examples such as a Washington, D.C.-based sports club that leveraged IoT and the cloud to develop a comprehensive booking system. He'll also highlight how IoT can revitalize and restore outdated business models, making them profitable...
May. 25, 2016 08:15 PM EDT Reads: 2,528
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, wh...
May. 25, 2016 08:00 PM EDT Reads: 1,871
The 19th International Cloud Expo has announced that its Call for Papers is open. Cloud Expo, to be held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, Big Data, Internet of Things, DevOps, Containers, Microservices 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 business opportunity. Submit y...
May. 25, 2016 06:00 PM EDT Reads: 1,884
SYS-CON Events announced today that MangoApps will exhibit at SYS-CON's 18th International Cloud Expo®, which will take place on June 7-9, 2016, at the Javits Center in New York City, NY. MangoApps provides modern company intranets and team collaboration software, allowing workers to stay connected and productive from anywhere in the world and from any device. For more information, please visit https://www.mangoapps.com/.
May. 25, 2016 05:45 PM EDT Reads: 457
SYS-CON Events announced today that ContentMX, the marketing technology and services company with a singular mission to increase engagement and drive more conversations for enterprise, channel and SMB technology marketers, has been named “Sponsor & Exhibitor Lounge Sponsor” of SYS-CON's 18th Cloud Expo, which will take place on June 7-9, 2016, at the Javits Center in New York City, New York. “CloudExpo is a great opportunity to start a conversation with new prospects, but what happens after the...
May. 25, 2016 05:00 PM EDT Reads: 870
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with the 19th International Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world and ThingsExpo New York Call for Papers is now open.
May. 25, 2016 05:00 PM EDT Reads: 1,721
Designing IoT applications is complex, but deploying them in a scalable fashion is even more complex. A scalable, API first IaaS cloud is a good start, but in order to understand the various components specific to deploying IoT applications, one needs to understand the architecture of these applications and figure out how to scale these components independently. In his session at @ThingsExpo, Nara Rajagopalan is CEO of Accelerite, will discuss the fundamental architecture of IoT applications, ...
May. 25, 2016 04:45 PM EDT Reads: 946
In his session at 18th Cloud Expo, Bruce Swann, Senior Product Marketing Manager at Adobe, will discuss how the Adobe Marketing Cloud can help marketers embrace opportunities for personalized, relevant and real-time customer engagement across offline (direct mail, point of sale, call center) and digital (email, website, SMS, mobile apps, social networks, connected objects). Bruce Swann has more than 15 years of experience working with digital marketing disciplines like web analytics, social med...
May. 25, 2016 04:00 PM EDT Reads: 1,192
SYS-CON Events announced today that Enzu, a leading provider of cloud hosting solutions, will exhibit at SYS-CON's 18th International Cloud Expo®, which will take place on June 7-9, 2016, at the Javits Center in New York City, NY. Enzu’s mission is to be the leading provider of enterprise cloud solutions worldwide. Enzu enables online businesses to use its IT infrastructure to their competitive advantage. By offering a suite of proven hosting and management services, Enzu wants companies to foc...
May. 25, 2016 03:45 PM EDT Reads: 2,121
Customer experience has become a competitive differentiator for companies, and it’s imperative that brands seamlessly connect the customer journey across all platforms. With the continued explosion of IoT, join us for a look at how to build a winning digital foundation in the connected era – today and in the future. In his session at @ThingsExpo, Chris Nguyen, Group Product Marketing Manager at Adobe, will discuss how to successfully leverage mobile, rapidly deploy content, capture real-time d...
May. 25, 2016 02:45 PM EDT Reads: 1,439
IoT generates lots of temporal data. But how do you unlock its value? How do you coordinate the diverse moving parts that must come together when developing your IoT product? What are the key challenges addressed by Data as a Service? How does cloud computing underlie and connect the notions of Digital and DevOps What is the impact of the API economy? What is the business imperative for Cognitive Computing? Get all these questions and hundreds more like them answered at the 18th Cloud Expo...
May. 25, 2016 02:15 PM EDT Reads: 2,130
As cloud and storage projections continue to rise, the number of organizations moving to the cloud is escalating and it is clear cloud storage is here to stay. However, is it secure? Data is the lifeblood for government entities, countries, cloud service providers and enterprises alike and losing or exposing that data can have disastrous results. There are new concepts for data storage on the horizon that will deliver secure solutions for storing and moving sensitive data around the world. ...
May. 25, 2016 02:00 PM EDT Reads: 1,143
What a difference a year makes. Organizations aren’t just talking about IoT possibilities, it is now baked into their core business strategy. With IoT, billions of devices generating data from different companies on different networks around the globe need to interact. From efficiency to better customer insights to completely new business models, IoT will turn traditional business models upside down. In the new customer-centric age, the key to success is delivering critical services and apps wit...
May. 25, 2016 01:45 PM EDT Reads: 959
SYS-CON Events announced today that 24Notion has been named “Bronze 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. 24Notion is full-service global creative digital marketing, technology and lifestyle agency that combines strategic ideas with customized tactical execution. With a broad understand of the art of traditional marketing, new media, communications and social influence, 24Notion uniquely understands how to con...
May. 25, 2016 09:45 AM EDT Reads: 1,716
WebRTC is bringing significant change to the communications landscape that will bridge the worlds of web and telephony, making the Internet the new standard for communications. Cloud9 took the road less traveled and used WebRTC to create a downloadable enterprise-grade communications platform that is changing the communication dynamic in the financial sector. In his session at @ThingsExpo, Leo Papadopoulos, CTO of Cloud9, will discuss the importance of WebRTC and how it enables companies to fo...
May. 25, 2016 04:45 AM EDT Reads: 2,444
SYS-CON Events announced today TechTarget has been named “Media Sponsor” of SYS-CON's 18th International Cloud Expo, which will take place on June 7–9, 2016, at the Javits Center in New York City, NY, and the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. TechTarget is the Web’s leading destination for serious technology buyers researching and making enterprise technology decisions. Its extensive global networ...
May. 25, 2016 04:15 AM EDT Reads: 3,059
Korean Broadcasting System (KBS) will feature the upcoming 18th Cloud Expo | @ThingsExpo in a New York news documentary about the "New IT for the Future." The documentary will cover how big companies are transmitting or adopting the new IT for the future and will be filmed on the expo floor between June 7-June 9, 2016, at the Javits Center in New York City, New York. KBS has long been a leader in the development of the broadcasting culture of Korea. As the key public service broadcaster of Korea...
May. 25, 2016 04:00 AM EDT Reads: 1,723
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo 2016 in New York and Silicon Valley. Learn what is going on, contribute to the discussions, and ensure that your enterprise is as "IoT-Ready" as it can be! Internet of @ThingsExpo, taking place Nov 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 17th Cloud Expo and will feature technical sessions from a rock star conference faculty ...
May. 24, 2016 06:00 PM EDT Reads: 4,690
There are several IoTs: the Industrial Internet, Consumer Wearables, Wearables and Healthcare, Supply Chains, and the movement toward Smart Grids, Cities, Regions, and Nations. There are competing communications standards every step of the way, a bewildering array of sensors and devices, and an entire world of competing data analytics platforms. To some this appears to be chaos. In this power panel at @ThingsExpo, moderated by Conference Chair Roger Strukhoff, panelists will discuss the vast to...
May. 24, 2016 04:00 PM EDT Reads: 2,388