The active selling days in the month are narrowing, and getting people on the phone, answering emails, and setting appointments is tougher than ever. Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. Each sales tip from Salesloft Director of Sales Anthony Zhang and VP of Sales Derek Grant will help you get in front of the right people at the right time.
Sales Tip Recap:
With the holiday season upon us, getting time on prospect’s calendars is tougher than ever. Call me in the new year after the holidays. We’re not ready to move forward on anything just yet. We’re still setting initiatives for 2016, get back to me in January. These are all objections reps get this time of year. But instead of pushing prospects to squeeze you in before the end of the year, take Anthony’s sales tip and put time on their calendar for January 2016. Don’t wait until the new year to set these appointments — instead, set it up so that your first month is filled with appointments dedicated to those “call me later” prospects. Don’t let them slip through the cracks.
Once you’ve got those appointments set, start thinking about the selling process and who all is going to be involved in the sale. Each company has a different way of handling a sale, and you may not be dealing with the final decision maker on your first call. Derek’s sales tip is to ask the prospect what their process for buying is usually like. In a blog post by sales leader Tomasz Tunguz, he talks about The 5 Key People In A SaaS Sales Process. From the Proponent of the Sale(your number one fan), to the Opponent of the Sale (your JJ Watt), to the Decisionmaker and other stakeholders, it’s the sales rep’s job to understand each position and build a relationship with each of these players.
Find the decisionmakers. Set the appointments. Win the sale. What does your year look like?
For a more comprehensive look at how to be a killer SDR, download our Top Secret Sales Development Playbook and start crushing your sales development goals today.