4 Elements of the Perfect Sales Equation - Talkdesk - ContactCenterWorld.com Blog
Sales development representatives (SDRs) are tasked with the challenging job of convincing prospective customers that their product or service is the best possible solution to all their problems. While all SDRs are guaranteed have the experience of doors slamming in their faces, the truth is that sales is often a numbers game, and some doors will remain open for them. In order to give your SDRs the best chance of getting their foot in the door, your sales playbook needs to be optimized.
Box’s former VP of Sales Productivity and current Chief Storyteller, Doug Landis, shared his winning sales recipe during the TOPO Sales Summit 2016 in San Francisco. According to Doug, the perfect sales equation consists of four key components: technology, unconsidered needs, contrast, and insight.
The Perfect Sales Equation
Technology + Unconsidered Needs + Contrast + Insight
Here’s how sales development leaders can rethink their strategy by using these four elements to their advantage:
While 37% of all sales leaders name technology as the most effective investment they’re making, the other 63%, like Doug, believe that technology is simply an enabler. Technology helps you get to the door but it doesn’t help you get inside; That’s all up to your SDR. Choose your sales technology wisely, but don’t rely on it to make magic happen.
2. Unconsidered Needs
Help customers understand what problems they should be thinking about and paying attention to, or issues they didn’t even know they were experiencing. This is what Tim Riesterer, Chief Strategy Officer at Corporate Visions, calls “unconsidered needs.”
Doug Landis outlined three types of unconsidered needs:
1. Undervalued Needs
Needs that customers/prospects don’t fully appreciate, but are coming faster than they believe.
2. Unmet Needs
Needs that are our customers/prospects don’t even realize they have because they’ve created a workaround or they assume it’s annoyance that can’t be fixed because they don’t know a solution to it.
3. Unknown Needs
Needs that customers/prospects don’t even know exist.
How SDRs combine these unconsidered needs with their solution’s strengths can make all the difference. Business should seek to be at the intersection of the unconsidered need and the unique strengths of their service or product.
It’s important to paint a contrasting picture for prospective customers – a message that tells them what the problem is and then what the future looks like if they could fix it successfully. It’s essentially showing them how their lives look without the proposed solution at present and then what their lives could look like if they went with a new solution.
Provide better insights for prospects and customers. Before asking prospects a ton of questions in a cold email, give them some insight, something they didn’t know, a nugget of information. For example, start off with “Did you know that your SDRs are taking 15 minutes to create an opportunity? What if they could reach out to five more prospects in that time?” Give prospects some insight and then ask validating questions.
If you’re a sales leader who wants their sales development representatives to connect with more leads and have more meaningful, personalized conversations, then Talkdesk cloud-based call center software is the solution for you. Learn more about what our sales technology can do to improve your team’s effectiveness. Start your free trial today!
Publish Date: May 13, 2016 5:00 AM
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