Best Sales Engagement Lessons from 2018
Depending on where you live and your political bent, maybe you want to forget 2018 ever happened. Sure, some stuff wasn’t that great, but let’s focus on the positive, professional lessons we learned that we could apply to 2019 for even more sales success.
Here are some of the top tips and treasures we uncovered last year. Some of these ideas are small, incremental steps to build up to total awesomeness. Others are big ideas that you need to embrace for better results.
1. Make Learning a Priority and a Process of Engagement
We kicked off a new podcast in 2018: INSIDE Inside Sales. My first guest was Lori Richardson of Score More Sales. I’m not going to share all the tips that Lori shared here. (Listen to the interview!) However, I do want to highlight an essential point from that episode.
Lori says the number one mistake that many new SDRs make is that they say, “just tell me what to do.” No deep learning occurs with “just tell me what to do.” Your job doesn’t end with a checklist of steps. You must engage yourself with and beyond the process.
Lori goes on to share, “. . . I think the problem with [just tell me what to do] is that you know, learning is a process, and you can’t just say, ‘boom, do exactly these things and you’ll be great.’ [Managers] can definitely give guidance, we can give playbooks, you know, we can give instruction, but there’s a certain amount of learning that just happens as you go along, and I think patience is what’s really important.
2. Learn the Difference Between Marketing, Prospecting, Selling, and Order Taking
Last year I discovered that there is a lot of confusion out there among sales professionals when it comes to the difference between marketing, prospecting, and selling. We can thank the “social selling” phenomenon for a lot of that confusion.
Here are the definitions to keep in mind for your marketing and sales process.
|Marketing activities aim to reach a defined audience of your target customers. When you post updates on social media, write a blog post (even one that includes dynamic content to “personalize” it for a known reader), send a bulk email — those are marketing activities. You are speaking with a group of people to try to persuade them to take action. So even so-called “social selling” is a form of marketing if you consider social media updates as part of your social selling tactics.|
|Prospecting activities include those actions you take to connect with an individual prospect whom you don’t yet know is a qualified lead. Engaging with an individual on LinkedIn, making a cold call, sending a cold email — these things are prospecting activities. When a sales rep reaches out to a prospect, he or she is attempting to determine whether or not that prospect has a problem that the rep can solve. The rep is trying to qualify the prospect and set an appointment for a meeting or a demonstration: not make a sale.|
|Sales activities occur when you are actively working with a qualified lead to persuade them to purchase your product or service. You are engaging in some form of give-and-take with the individual to arrive at a point where both parties recognize the value of working together.|
|Order taking happens when your marketing was so persuasive that the person makes an order on your website or places one over the phone. Nobody had to do any negotiating or convincing. The person already decided to buy before he or she ever talked to a sales rep. Just because you happened to pick up the phone to take a lot of orders, it doesn’t mean you are a high-performing salesperson. It indicates that either you are good at social and should consider joining the marketing team, or you’re a lucky person who just happens to pick up all the inbound orders.|
Maybe you’re wondering, “Why does this matter if I’m getting results with the status quo?”
Let me ask this in response: what if you could blow your quota out of the water by differentiating your activities and focusing more time on actual selling?