Whether you’re looking for that first customer to gain initial traction, or trying to scale your business to the next level, becoming a great salesperson is essential to running a successful company. It doesn’t matter how great your product is, how dedicated your team is, or how innovative your idea may be, all founders need to be able to sell.
With over 12 years of experience in SaaS sales, Simmone Taitt, Head of Business Development at Handwriting.io, sat down with the SheWorx community to discuss how you can become a great sales person and grow your company.
How do you manage your time wisely? Be clear on your priorities.
Poor time management is what separates underperforming sales teams from effective ones. Fortunately, with so many tools and resources available, this is one of the easiest pitfalls to overcome. Try apps like Trello or PipeDrive to keep you on point and focused. Be clear on what your revenue driving activities and priorities are so you can easily identify if and when they’re getting pushed down your calendar.
How can you be the best salesperson? Adhere to processes, but be flexible to change.
Being good at sales is about being extremely process driven especially in SaaS sales. However, note that you may be pivoting the product every few months, so your sales strategy and process will have to be flexible too. When hiring a sales lead, Simmone discussed what to look for, “Everyone has their own process, but what you really want to be looking for is how that process translates into a team setting and can this person actually be flexible.” Questions like, “Tell me about a time one of your organizations had a change in vision or strategy. How did that affect you? What did you do to keep up?” will help you identify great sales people that can adapt to change.
How do you best connect with your customers? Use multiple touch points.
According to Simmone, “Traditional sales and social sales go hand in hand now. If you’re not doing both, then you’re short selling yourself.” Consider employing a Sales Development Representative (SDR) to build your contact list, then create a multi-touchpoint strategy to connect with your customer profile. Using a combination of email, LinkedIn messaging, Twitter, Instagram, phone calls and more will keep you top of mind with customers and allow you to connect with them wherever they’re spending the most time. Try using email prospecting platforms like SalesLoft or Outbound.io to automate and streamline the drip campaigns.
How do you make sure you're targeting the right profiles? Don’t ignore the data.
Data doesn’t lie, so use it to your advantage to guide your efforts. If you think your customer is a Marketing Manager in a 1,000 person company, but the data shows the real buyers are CTO’s in 50 person businesses, listen and adapt. When the data shows a different buying profile, you need to switch gears immediately and dive into that profile. To get initial data on customers don’t be afraid to give away your product for free. “You’re looking for feedback. You’re looking for data. Giving it away for free initially creates a footprint and gives you that data.”
Ultimately, when it comes to sales, you need to be solutions-focused and flexible to change. Don’t be afraid to use multiple channels to find your customer, adapt to what the data is telling you, and always be clear where you’re spending your time in the sales funnel.