This Week in Sales overview has been very fruitful considering how many sales reps are probably wrecking their heads trying to crush their Q3 quota or are already dipping their toes in the sand.
Owing to our sales weekly review, we’ve learned how to manage sales teams using pure psychology and how to save time by wasting time in CRM.
We found some tips on selling your SaaS and doing it so well that you don’t annoy a single prospect.
We have a resource for opening lines when need arises and tips on how to advance in sales fast.
Managing Sales Team By Using Mayer Biggs Personalities
HubSpot once again helps sales managers manage their teams with valuable advice. They suggest you use Mayer Biggs personality test and separate each member of your team into 16 personality types.
You’ve probably seen these float around internet as a type of amusement (Introversion vs. Extroversion, Sensing vs. Intuition, Thinking vs. Feeling and Judging vs. Perceiving), but they are actually incredibly helpful. Instead of discarding the ones that do not fit into your usual sales person type, you can have a deeper insight into where their personality comes into best use.
All of these personality combination usually fall within 4 buckets – Analysts, Diplomats, Sentinels, and Explorers and HubSpot explains why each and every one of them are valuable for your company.
Saving Time By Using Your CRM
Most sales managers ignore their CRM because of its time consuming tendency. However, dedicating a bit more time to your CRM can help you save a lot time in the long run according to HubSpot.
You can track productivity metrics to determine your team’s strengths and weaknesses which you can work on in the future. You can track revenue metrics by making Deal Revenue Leaderboard, for example, that promotes healthy competition among your team members and gives you a clear insight into the revenue.
Or you can review logged calls and emails in order to improve their performance and create team wide reports to see how much you’ve spent and how much you’ve earned. Divide your leads equally to each team member to ensure that they have enough time to communicate with prospects.
Lastly, always remember to delegate your tasks to team members, because that’s what makes a great manager.
Sales Tips For SaaS Selling
The Close.io blog shares their experience in selling SaaS in the industry that is becoming more competitive every year.
Basically, the bigger your deal is – the more time it will take to close it. For example, a deal worth over $100,000 will take from 3 to 6 months.
Things that will help you in your SaaS selling process are:
- Team up with your marketing
- Separate Telesales from Inbound sales
- Don’t be afraid to meet your big buyers and talk to them face-to-face
- DON’T STRESS over your sales
Get Promoted In 12 Months Or Less
SalesHacker advises you on how to advance in sales fast.
Author Lee Bartlett believes you should be relentless, see opportunities where others don’t, learn faster than others, smash your targets, understand what are the most effective channel of communication, use your time efficiently, avoid negativity and set non-revenue goals.
In a nutshell, you should be better than anyone else (duuuh) and not quit at the first bad result, but see why the mistake happened in the first place.
Opening Lines For Better Campaign Success
Aja Frost from HubSpot is sick and tired of reading that “Hope you are doing well” opening line and she offers 20 better alternatives to start your sales email.
This is extremely useful material to bookmark when you’re writing your new sales thread yet again and you’re not at your most creative.
Some of the most interesting ones are, of course, coffee related:
“I hope your iced coffee is as cold as your leads are hot.”
“I hope you’re having a two-coffee (versus a four-coffee) day.”
How To Sell Without Annoying Your Customers
Sales reps are walking the fine line between communication and utter annoyance every day. They have to leverage when to be aggressive and when to step back, which can be a fairly hard thing to do.
Kissmetrics blog offers golden advice on how to sell to (future) customers without being a bore.
Firstly prioritize your customer’s needs and try not to overload them with information in the process of trying to solve their problem. Don’t repeat your messages, but create each one differently. It will pay off, we promise. Try to avoid inconvenient surprises, such as announcing the price at the very end of conversation. And finally, know when to engage with them.
Week In Sales No2 – Wrap Up
This is what we found to be most interesting in sales during our second week of sales knowledge sharing.
Did you read or write anything that could help us learn something new?
If so, feel free to contact us and send us interesting links, we’d be happy to share the article with the world.