Taking Pricing off the Website
September 11, 2018
When starting with your first salesperson you need to set the mechanisms in place to track the data points before you start selling. Then begin to build your outbound script or story.
To approach outbound prospects, it is important to use all forms of communication you can. From LinkedIn to emails.
They allowed Gmail signups as some major companies have restrictions against signing up for cloud technologies.
They put a low entry point to get access to their product by only asking for an email to sign up. This allowed them to grow quicker by having more people sign up and use the system. Which they then took that information and had a daily review for the whole company to be able to see and digest the data in order to improve the product.
Always go with a consultative conversation where you are really listening to a conversation, not just running through a script.
Spin Selling is a great book to read to help set up your scripts.
There is a due diligence large companies do to ensure that you (your company) will be around in several years before making a purchase.
Taking pricing off the page allows you to price to the value you provide the customer. When buyers see the pricing on the page they already have a number in their mind and they are already calculating how they can beat it and how to hide information about themselves so that you can not influence that number.
If you are going to go to an event, prepare first. Get the list of attendees and see who they are and how you can help them.
What is your favorite sales or leadership book? Spin Selling
Do you have someone that you follow/read for sales/leadership ideas? Tim Ferris, Matt Heinz
Are you available 24/7? Do you have strict personal time boundaries? Has boundaries however if it is a very large deal, he will speak with the family to see if it is okay
What is your favorite tool used for sales? Outreach.IO
What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Founders - Don't hire the smartest sales person for your first hire. Hire someone that is a cheerleader, that is devoted to sticking through it.