Every Great Sales Person Needs a Utility Belt!Wednesday, October 16, 2013 13:30
What is it that Batman has that nobody else does? An all black suit? A pointy-eared mask? A butler? All WRONG! Batman has the most useful amount of tools in the world all in his very own utility belt. This utility belt holds all the things he needs to fight crime and get the job done. So what should make Batman any different from you? Nothing, (except the whole fantasy super hero thing). Just like Batman you’re going to need a great utility belt (metaphorically speaking) to be a successful businessman or woman.
In order to sell you’re going to need someone to sell to. A list of potential clients is a huge plus when trying to figure out where to start. Putting together contacts is extremely valuable. If you don’t have a list of contacts it makes your starting point that much harder to reach. And if you have their emails and phone numbers, just makes it that much easier to contact them.
Industry reports are tactical sales-minded reports designed to help a sales or marketing rep get up to speed quicker in a new industry that they are not familiar with. These reports will essentially give you an up to date crash course in the specified industry you are interested in. For example, if you wanted to know more about the entertainment industry, an industry report on entertainment would give you an overview of all you need to know to understand the industry like technology trends, jargon specific that industry, problems and challenges the industry is facing, mergers and acquisitions, industry competition, etc.
It’s best to know them before you sell to them, (or TRY to sell to them). The idea here is to gain knowledge about your prospective client. Learn about their history, important things such as prior purchasing habits and what kinds of information your prospect values in doing business with someone. Know their history to be able to talk to them as a friend. Not as a stranger they just met.
Technology lists are a quick birds eye view to see which companies are using a specific technology. If you’re targeting a specific competitor, these tech lists will give you a quick idea to see where the specific technology is installed, essentially, it’s a prospect list that you can run with and start marketing and selling to.
Organizational Charts for a business or company will aid you in seeing the big picture. Org Charts give you an inside look at the hierarchy of a business. Org Charts allow you to see the different tiers of employees leading up to the CEOs or Global Heads of an organization. By knowing all of this information it allows you to know whom you would want to speak with and their title. You would also be able to follow the org charts trail until you get to the person you really want to talk to. By knowing everyone’s name, position and whom they report to, would allow you to climb the employee ladder until you reach the top.
Projects and Initiatives
Upcoming projects and initiatives are obviously very important to a company. If sales people can align their product to their prospects’ needs in regards to their upcoming project plans they would be more likely to make a deal. As long as they ensure that they have relevant messaging.
Knowing when a trigger event takes place in a company can benefit you greatly. A trigger event is a change that takes place in a company. For example, if a new CEO is appointed to a company, it’s kind of a big deal. This affects you because now that old CEO who would never give you the time of day is gone and a new, fresh face is in the hot seat. Perhaps the new CEO would be interested in what you have to offer. It is because of these types of reasons that being alerted of changes in a company (trigger events) can put you in the front running.
Executive profiles are a professional version of an individual’s Facebook profile, if they posted everything about their employment history and livelihood. Find out information like where they have worked and what projects they have worked on. An executive profile will track a specific person of interest over the span of their career. By learning about this individual it will help you make the decisions of whether or not they are a good fit for your solutions, as well as giving you an inside look at their life and how you may be able to identify with them. When sending this executive messaging, it will be easier to mention something that interests them to ensure that you catch their attention.
For more information about what all-great sales people need in their sales utility belt, learn more about sales intelligence and how it can help you. Download a free sales intelligence CRUSH Report: http://www.salesquest.com/demo/crush-reports/