How should you sell?
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@Breffni-Potter How important are data sheets and other forms of collateral to your selling process? If you could have one piece of content to utilize during the selling process, what would that look like?
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@GlennBarley said:
@Breffni-Potter How important are data sheets and other forms of collateral to your selling process? If you could have one piece of content to utilize during the selling process, what would that look like?
I would want different things at different stages of the process, do I want the costs? do I want features? do I want to learn about security? What about performance/testimonials? Same again for my clients, different people will want different things at a different time.
One person might want to read the data-sheets, attend the webinars for hours before making a decision, another person will spend 15 minutes and that is all you have with them to win them over.
Webroot:
http://www.webroot.com/gb/en/business/resources/I've not read any of this, nor would I be using it when evaluating, how I got into Webroot was.
- Other people outside of Webroot said "We love them, they are great"
- Someone in the sales team at Webroot spoke to me like a human, was not pushy, just said "we're here, we do this"
- I could try the product without gated marketing or speaking to sales, they just wanted an email address and I had a product trial
- The price was reasonable.
Unitrends, I might have watched this video but they put a gate in the way:
http://www.unitrends.com/company/events/on-demand-demos?utm_medium=website&utm_source=homepagea&utm_content=allNow this is handy, I have a ballpark of the pricing instantly, with a feature comparison and it's not 60 lines worth of feature differences.
http://www.unitrends.com/products/enterprise-backup-software/unitrends-enterprise-backup#tab_4Does that make sense?
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@Breffni-Potter Right. It sounds like successful sales people do the most to not seem like sales people. Instead, try to connect on a personal level and actually HEAR what the potential client has to say.
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Actually I changed my mind.
Your website better have all the information, all the data sheets, so I can hop around it and look at the detail.
If I need to talk to sales to learn what your product does, your website is not doing what it needs to do.
http://www.continuum.net/solutions/rmm-software/remote-monitoring-and-management
In this case, I get what the product does, I can see the devices it supports, I have everything there except for 2 things.
Price - Not every service can or should list price, that is fine.
Outside reviews. - "Read about Geeson's success with our RMM Platform and NOC Services!" - Points onto a continuum site. When I google Continuum, what comes up about the company outside of your site? -
@GlennBarley said:
@Breffni-Potter Right. It sounds like successful sales people do the most to not seem like sales people. Instead, try to connect on a personal level and actually HEAR what the potential client has to say.
If you want people to talk about the product, make friends.
Interestingly, 3 of the biggest AV providers at the moment, their main sales people on Spiceworks are all friends with each other. They are not trying to close every deal, they are there to build a relationship, they are not preaching at us, they are having a conversation.
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@Breffni-Potter So if you scroll down you'll see a sample testimonial from Greystone Technology Group. We have our full customer testimonials on a different page. You think it would be more beneficial to link directly to those full testimonials? Or even include the full testimonial on the product page?
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@Breffni-Potter Actually, when you click on the sample it takes you to the full testimonial.
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@GlennBarley said:
@Breffni-Potter Actually, when you click on the sample it takes you to the full testimonial.
http://www.continuum.net/resources/msp-resource-center/success-story/geeson-scales-to-new-heights
Nope. Broken 404 link.
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@Breffni-Potter Sorry, where are you pulling that link from?
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@GlennBarley said:
@Breffni-Potter Sorry, where are you pulling that link from?
Click on: http://www.continuum.net/solutions/rmm-software/remote-monitoring-and-management
Scroll down to: "Read about Geeson's success with our RMM Platform and NOC Services!"
Or click on the grey picture with a part testimonial.
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@Breffni-Potter Thanks for pointing this out. Working on getting that fixed now.
Are you located in the UK? We have smart content for different regions which is probably why I didn't catch it.
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Yep, UK based.
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@GlennBarley said:
Are you located in the UK? We have smart content for different.....
I swear that I saw "smart continent" when I first glanced at this. -
@Breffni-Potter Should be up and running soon. Sorry about that and thanks for the catch.
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@Breffni-Potter Thanks. We're going to do a full audit of the UK smart content pages. Very much appreciated.
