Accountability is something everyone needs every now and then. Whether you’re holding yourself accountable in your sales calls, by backing up your pitch with facts and metrics, or you’re holding prospects accountable in the appointment setting process — every stage requires a measure of accountability to keep the process genuine and productive. In this sales tips video, Salesloft Account Executives Chris Smith and Taylor Thompson share how they hold true to this advice.
Chris is an infamous (Ginger) storyteller in his sales conversations — constantly giving prospects a memorable experience and positive takeaways from his sales pitches. But the best thing he incorporates in his stories are numbers. Numbers are key to backing up what you have to say to prospects, so that when it gets down to brass tax, you have real metrics and evidence to fall back on. When you’re selling to sales people, it’s easy for prospects to see through the “salesly” fluff. But when you have actual numbers behind your stories, you’re going to make a bigger impact.
Taylor’s advice rings true in so many Sales Development Rep’s day to day conversations with prospects. “Just send me some information later,” is a common phrase used by prospects that basically means: “I just want to get off the phone.” Hold them accountable and don’t let them off that easy. Ask them what kind of information they’d like for you to email them. Case studies? Pricing packages? Feature information? And then follow up with a set appointment to go over said information. If the prospect is truly just trying to get you off the phone, asking these kinds of questions will save both parties time, without the procrastination of “just sending info.”
We hope you are enjoying these sales tips from some of our veterans here at Salesloft. Feel free to reach out to us directly or comment below if you have any feedback on our tips — or if you have any of your own that you’d like to share. We’d love to be your platform for sales development advice!