Well-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored.
Check out the best sales advice you’re better off ignoring!
#1 Awful Sales Advice: More calls equals more success.
Conducting 100 cold calls a day might make you look productive, but is it actually contributing to your bottom line? Instead of calling every lead that comes across your desk, take time to qualify and research those leads.
Also, remember that a cold call doesn’t have to be “cold.” Your B2B data can help you warm up conversations and get you started on the right foot.
#2 Awful Sales Advice: Stick to the script.
There is no such thing as a one-size-fits-all pitch. Anyone who says otherwise is giving you terrible sales advice.
While it’s okay to write down bullet points about your product or benefit statements, you should know how those things apply to each prospect. Trust us, a touch of personalization can go a long way toward closing a sale.
#3 Awful Sales Advice: Leave a vague voicemail to get a callback.
Prospects will not call you back if you leave them guessing. So never, ever listen to this piece of sales advice. It doesn’t work. Instead, simply say what you’re looking for. It’s always best to be direct and ask for a meeting or a 15-minute phone call to discuss XYZ.
For more information on how to leave a great sales voicemail, check out our article: 7 Modern Tips to Leave a Better Sales Voicemail.
#4 Awful Sales Advice: It’s all about the sale.
According to Gartner research, 80% of your future business will come from 20% of your existing customers (source). Keep them happy, and the cash will continue to flow.
On that note, don’t push clients into accepting a deal you know is a poor fit. This will harm your business relationships, so it won’t be worth it (even if you hit your monthly quota).
#5 Awful Sales Advice: Go right to the top
You can spend days trying to get past gatekeepers, or you can take a few minutes to speak with the right decision maker. And this person will not always be an executive or CEO.
For example, if you’re selling marketing automation software, consider targeting the company’s marketing manager. That person is more likely to return your calls and respond to emails. They’ll also be in a great position to understand the benefits your product would provide in their day-to-day work.
So, make sure you truly know who to target, as well as how to reach them and hold relevant conversations.
Looking for our actual best sales advice? ZoomInfo can help you warm up cold calls and grow your company’s revenue. Call us today to learn more about our business database!
This post was originally published on November 11, 2016.