Tactics to tighten your Sales Process
What we will take away from TOPO Summit 2018
Most conferences are full of tweetable slides and inspirational quotes, but TOPO Summit brought tactics — from prospecting through close.
Here’s what we’ll put into practice as a result.
Setting the Stage
Before revamping your sales process, you have to understand why. Scott Albro of TOPO set the stage nicely with his takeaways on the key changes happening in B2B sales today.
Build a process and protect the time for prospecting. Pipelines don’t build themselves.
On Optimizing your Demo
If you pepper a prospect with questions in a Discovery call, you’re going to make it feel like an interrogation. That’s not good for anyone. Instead, give insights (you are the industry expert, after all), and then ask for information. By balancing give and get, you’re guaranteed to improve your Demo calls.
On Trials that Close
“If it was up to me, we’d get rid of trials completely.” Robert Koehler talked through how to get the most out of your trial by instilling a tight process. If you’re going to increase cost of sale, draw out the process, and risk time lost on customers who aren’t ready to buy then you need to be intentional about it.
About the Author: Alli McKee is the CEO and Founder of Stick.ai, a visual communication platform automating design, starting with a visual presentation generator for B2B sales and marketing teams.