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The key to opening the DM is having a valid business reason. The valid business reason is knowledge that will increase his/her predictive capability, to plan ahead for the organization. Present knowledge that will make a contribution to the way they are doing business. Knowledge increases their ability to predict the future and thus decreases […]

Objections are requests for more information or clarity from a target. Conditions are actual impediments to buying that cannot be dealt with. Circumstances that make buying impossible. It is important for the AE to be able to make the distinction between objections and conditions. Some things that appear like conditions actually end up being objections.

Productivity is power. Productivity is what brings you closer to your goals. Productivity should give you more energy than being seen as something that takes energy away from you. It should be joyous and create euphoria and excitement for the AE. This is refereed to as flow. Productivity always occurs at the individual level. Productivity […]

The gap and getting agreement that the gap is an issue is what determines if the target is actually a fit for the product/services of your company. Identifying the gap and making the target aware of the gap is going to be your initial task as a tech sales professional. Agreement on the gap will […]

Calendaring hot call backs, appointments, and follow ups and then working off of your calendar is going to be a huge driver of your success. Calendaring can be done through salesforce or through Google calendar. The use of a whiteboard can be helpful to use in unison to transfer information from actual calls to your […]

The trial close is used to see if the prospect is ready to close now. It can be something as simple as: “So would you like to close that gap or get a bigger piece of the pie regarding the amount of times that people are searching for <category> and the amount of times that […]

AEs are trained to bring back the need throughout the pitch. This has the effect of relating and customizing the value of the platform to the individual target. In doing so, the AE helps the DM/NDM build the reward equation in their head that will lead to a decision on the call.

Identify the target/core sales message: ex. People use Tech Company to spend money. Help the DM to understand how the proposition can help them attain a strategic initiative (their goals) by a certain time then recommend action. Action will be taken. Get to the DM, articulate to them how you are going to help them […]

Sales or selling is building the reward equation with the DM via customizing the value points to the targets stated goals and getting confirmation that they see the connection throughout the entire pitch. A reward is a benefit that directly relates to the goals of the target. Start with rewards and then de-risk after that. […]

Often times, in extremely busy companies or bigger organizations, it will be necessary to empower NDMs to be able to make a decision. DMs will give some decision making power to certain NDMs and it is important to take these individuals seriously and to pitch them since it may be impossible to get to the […]