Turning Conversation Into Insights

Sales Tips, Tricks and Best Practices

Matt GershnerEVP, Sales & Marketing

Remesh

But first a little about me…

Confidential

Career Pre-Research

Research Chops

e-Rewards / Research Now 2005 – 2012Borderless Access 2012 – 2013Lightspeed GMI 2013 – 2015Remesh 2015-Present

Education B.S., Marketing, Miami University (Ohio, not Florida)

The Worst Time to Dig for Water is When You’re Thirsty

Make Time for Sales – It Doesn’t Just Happen

Don’t ask an employee who has no track record or inclination about sales to sell. They have to want it. • Let them ask to sell – or find a specialist

Beware of seller/doer

Use a CRM! • It’s a tool not a crutch, an investment not an expense

Cold calling works• Practice• Practice• Practice

Cold Calling Actually Works

It takes an average of 8 attempts to reach a prospect on the phone.

-Salesforce.com

The best time to cold call is between 4pm – 5pm.-InsideSales

Compensation Should Be Rich and Attainable

Sales ain’t cheap.

There’s no question of the chicken or the egg.

Make sure that the sales goals are attainable.

Variable compensation needs to be rich to keep a team motivated.

Don’t Take it PersonallyYou will be rejected much more often than you get accepted.

Polite Persistence

• Very rarely will you get a conversation/meeting/deal on the first try.

• Stay relevant. • Follow up.• Take notes and reference things said in the past.• Send articles that could be of interest.• All in MODERATION

According to MarketingDonut:80% of sales require 5 follow ups after the meeting.

44% of sales reps give up after one.

Stick With

It!

Stand Out – Getting Your Foot in the Door

Your prospects will receive hundreds of e-mails every day.

What makes you unique?

What can you communicate in 60 seconds?

Understand the Client

Don’t show up and throw up.• Don’t just do a data dump on what you offer.

Get to know the client, understand their needs, challenges and where their current provider(s) may struggle.

Who are they working with? Why?

Sales Golden Rule – Give and Receive

Do unto others as you would have them do unto you.

Be the first to share business leads – and others will think of you always when they come across an opportunity that is

for you.

Word-of-Mouth Selling

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.

-Dale Carnegie Study

Customers are 4x more likely to buy when referred by a friend.

-Nielsen

The lifetime value of a referred customer is 16% higher than a non-referred customer.

-Journal of Marketing

It’s a Marathon Not a Sprint

Get Involved

Identify the Ultimate Decision Maker

Know where the ultimate decision lies.

Invest your time and efforts in creating internal advocates.

Make More by Saying NO

Clients can and will ask for anything.

Say yes to those things are are in your wheelhouse.

Saying no will prevent you from overcommitting on:• Time• Functionality / Deliverability• Price

Let them ask a competitor for something outrageous if you can’t do it.

Don’t Trust a Book by its Cover

Being dismissive of a prospect could cost you a lot of money.

Do your homework, but ask great questions.

Have Fun With It

Enjoy the travel to clients and conferences you would otherwise not get a chance to experience.

You’re going to make friends you otherwise would never have met if not for your role. Be

open to it.

Ask for the Business

This is the easiest one of all yet the hardest to do for many.

And Never Forget to Say

You’d be surprised how many forget.