|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
Through WebRTC, audio and video communications are being embedded more easily than ever into applications, helping carriers, enterprises and independent software vendors deliver greater functionality to their end users. With today’s business world increasingly focused on outcomes, users’ growing calls for ease of use, and businesses craving smarter, tighter integration, what’s the next step in delivering a richer, more immersive experience? That richer, more fully integrated experience comes about through a Communications Platform as a Service which allows for messaging, screen sharing, video...
Sep. 3, 2015 04:00 AM EDT Reads: 727
Containers are not new, but renewed commitments to performance, flexibility, and agility have propelled them to the top of the agenda today. By working without the need for virtualization and its overhead, containers are seen as the perfect way to deploy apps and services across multiple clouds. Containers can handle anything from file types to operating systems and services, including microservices. What are microservices? Unlike what the name implies, microservices are not necessarily small, but are focused on specific tasks. The ability for developers to deploy multiple containers – thous...
Sep. 3, 2015 03:15 AM EDT
The 17th International Cloud Expo has announced that its Call for Papers is open. 17th International Cloud Expo, to be held November 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, APM, APIs, Microservices, Security, Big Data, Internet of Things, DevOps 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 your speaking proposal today!
Sep. 3, 2015 02:30 AM EDT Reads: 1,677
SYS-CON Events announced today that the "Second Containers & Microservices Expo" will take place November 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. Containers and microservices have become topics of intense interest throughout the cloud developer and enterprise IT communities.
Sep. 2, 2015 11:45 PM EDT Reads: 644
In his session at @ThingsExpo, Lee Williams, a producer of the first smartphones and tablets, will talk about how he is now applying his experience in mobile technology to the design and development of the next generation of Environmental and Sustainability Services at ETwater. He will explain how M2M controllers work through wirelessly connected remote controls; and specifically delve into a retrofit option that reverse-engineers control codes of existing conventional controller systems so they don't have to be replaced and are instantly converted to become smart, connected devices.
Sep. 2, 2015 11:15 PM EDT Reads: 235
Akana has announced the availability of the new Akana Healthcare Solution. The API-driven solution helps healthcare organizations accelerate their transition to being secure, digitally interoperable businesses. It leverages the Health Level Seven International Fast Healthcare Interoperability Resources (HL7 FHIR) standard to enable broader business use of medical data. Akana developed the Healthcare Solution in response to healthcare businesses that want to increase electronic, multi-device access to health records while reducing operating costs and complying with government regulations.
Sep. 2, 2015 10:00 PM EDT Reads: 314
SYS-CON Events announced today that IceWarp will exhibit at the 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. IceWarp, the leader of cloud and on-premise messaging, delivers secured email, chat, documents, conferencing and collaboration to today's mobile workforce, all in one unified interface
Sep. 2, 2015 06:00 PM EDT Reads: 469
SYS-CON Events announced today that Micron Technology, Inc., a global leader in advanced semiconductor systems, will exhibit at the 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. Micron’s broad portfolio of high-performance memory technologies – including DRAM, NAND and NOR Flash – is the basis for solid state drives, modules, multichip packages and other system solutions. Backed by more than 35 years of technology leadership, Micron's memory solutions enable the world's most innovative computing, consumer,...
Sep. 2, 2015 05:30 PM EDT Reads: 275
SYS-CON Events announced today the Containers & Microservices Bootcamp, being held November 3-4, 2015, in conjunction with 17th Cloud Expo, @ThingsExpo, and @DevOpsSummit at the Santa Clara Convention Center in Santa Clara, CA. This is your chance to get started with the latest technology in the industry. Combined with real-world scenarios and use cases, the Containers and Microservices Bootcamp, led by Janakiram MSV, a Microsoft Regional Director, will include presentations as well as hands-on demos and comprehensive walkthroughs.
Sep. 2, 2015 04:45 PM EDT Reads: 404
SYS-CON Events announced today that Pythian, a global IT services company specializing in helping companies leverage disruptive technologies to optimize revenue-generating systems, has been named “Bronze Sponsor” of SYS-CON's 17th Cloud Expo, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. Founded in 1997, Pythian is a global IT services company that helps companies compete by adopting disruptive technologies such as cloud, Big Data, advanced analytics, and DevOps to advance innovation and increase agility. Specializing in designing, imple...
Sep. 2, 2015 04:15 PM EDT Reads: 362
With the Apple Watch making its way onto wrists all over the world, it’s only a matter of time before it becomes a staple in the workplace. In fact, Forrester reported that 68 percent of technology and business decision-makers characterize wearables as a top priority for 2015. Recognizing their business value early on, FinancialForce.com was the first to bring ERP to wearables, helping streamline communication across front and back office functions. In his session at @ThingsExpo, Kevin Roberts, GM of Platform at FinancialForce.com, will discuss the value of business applications on wearable ...
Sep. 2, 2015 04:00 PM EDT
17th Cloud Expo, taking place Nov 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterprises are using some form of XaaS – software, platform, and infrastructure as a service.
Sep. 2, 2015 04:00 PM EDT Reads: 1,589
The 3rd International WebRTC Summit, to be held Nov. 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA, announces that its Call for Papers is now open. Topics include all aspects of improving IT delivery by eliminating waste through automated business models leveraging cloud technologies. WebRTC Summit is co-located with 15th International Cloud Expo, 6th International Big Data Expo, 3rd International DevOps Summit and 2nd Internet of @ThingsExpo. WebRTC (Web-based Real-Time Communication) is an open source project supported by Google, Mozilla and Opera that aims to enable bro...
Sep. 2, 2015 03:45 PM EDT Reads: 1,569
WebRTC services have already permeated corporate communications in the form of videoconferencing solutions. However, WebRTC has the potential of going beyond and catalyzing a new class of services providing more than calls with capabilities such as mass-scale real-time media broadcasting, enriched and augmented video, person-to-machine and machine-to-machine communications. In his session at @ThingsExpo, Luis Lopez, CEO of Kurento, will introduce the technologies required for implementing these ideas and some early experiments performed in the Kurento open source software community in areas ...
Sep. 2, 2015 02:15 PM EDT
Consumer IoT applications provide data about the user that just doesn’t exist in traditional PC or mobile web applications. This rich data, or “context,” enables the highly personalized consumer experiences that characterize many consumer IoT apps. This same data is also providing brands with unprecedented insight into how their connected products are being used, while, at the same time, powering highly targeted engagement and marketing opportunities. In his session at @ThingsExpo, Nathan Treloar, President and COO of Bebaio, will explore examples of brands transforming their businesses by t...
Sep. 2, 2015 02:00 PM EDT Reads: 273
SYS-CON Events announced today that HPM Networks will exhibit at the 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. For 20 years, HPM Networks has been integrating technology solutions that solve complex business challenges. HPM Networks has designed solutions for both SMB and enterprise customers throughout the San Francisco Bay Area.
Sep. 2, 2015 01:30 PM EDT Reads: 948
While many app developers are comfortable building apps for the smartphone, there is a whole new world out there. In his session at @ThingsExpo, Narayan Sainaney, Co-founder and CTO of Mojio, will discuss how the business case for connected car apps is growing and, with open platform companies having already done the heavy lifting, there really is no barrier to entry.
Sep. 2, 2015 12:45 PM EDT Reads: 204
Too often with compelling new technologies market participants become overly enamored with that attractiveness of the technology and neglect underlying business drivers. This tendency, what some call the “newest shiny object syndrome,” is understandable given that virtually all of us are heavily engaged in technology. But it is also mistaken. Without concrete business cases driving its deployment, IoT, like many other technologies before it, will fade into obscurity.
Sep. 2, 2015 12:15 PM EDT Reads: 423
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo in 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 and the leading industry players in the world. The Internet of Things (IoT) is the most profound change in personal an...
Sep. 2, 2015 11:30 AM EDT Reads: 2,002
With the proliferation of connected devices underpinning new Internet of Things systems, Brandon Schulz, Director of Luxoft IoT – Retail, will be looking at the transformation of the retail customer experience in brick and mortar stores in his session at @ThingsExpo. Questions he will address include: Will beacons drop to the wayside like QR codes, or be a proximity-based profit driver? How will the customer experience change in stores of all types when everything can be instrumented and analyzed? As an area of investment, how might a retail company move towards an innovation methodolo...
Sep. 2, 2015 11:15 AM EDT Reads: 504