Inside Sales Tips Blog

Why Software Sales Reps Should Be Prospecting Like Crazy

These are troubled economic times, we hear it all the time. But as the great philosopher Bertrand Russell said, "Everything is vague to a degree you do not realize until you have tried to make it precise." So let's be more precise: the economy is down in some areas and up in others.

According to recent data from the Bureau of Economic Analysis, spending on capital has risen every quarter since June 2009, up 25.6 percent overall since then. (Spending on labor, unfortunately, is practically flat.) What this means is if you're selling software or equipment, odds are your prospects not only have cash, but are looking to get a reliable return on that cash by investing in technology to improve their business. NOBODY LIKES HOLDING CASH WHEN THEY HAVE A BETTER OPTION. Combine the rising costs of benefits for employees with the volatility of the global economy and traditional investment markets, and it's clear why businesses are looking into equipment and software.

If you understand the return your product offers when compared to other options, you'll be that much closer to making the sale.

My sales reps are accountable for hitting weekly goals. These goals are publicly stated and written, and the members of my team hold each other to the number.People on my sales team work with each other and exchange best practices without me having to ask. I frequently see two people sitting together making calls.We use headset splitters for continuous improvement. Almost everyone on my sales team has a best friend at work.

@Isabella Jack - does your team use Salesforce.com as well?

Thanks!

Ryan

Absolutely first rate and copper-botomted, gentlemen!

Incentives help any form of sales. But sales people first need to know what they are selling before they are able to start recommendations other services that your business offers. It’ll take a real fine knowledge of the product/ service and the customers they are working with to turn their perspective around.Remove RipOff Reports

I might be beating a dead horse, but thank you for poistng this!