Mastering the Transition from Field to Virtual Selling [“Sales Shot” Workshop]
Mastering the Transition from Field to Virtual Selling
[“Sales Shot” Workshop]
[“Sales Shot” Workshop]
Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.
Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!
This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.
Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.
Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!
This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.
[Webinar Recording]
Lauren Bailey, Founder and President of Factor 8, gives logistics sales representatives advice on how to add faster revenue starting with the very first call. She also breaks down sales tactics for managers to better understand the sales cycle and help reps develop strategies for closing business whether the market is hot or not.
This recording is from FreightWaves’ Sales + Marketing Summit.
Lauren Bailey, Founder and President of Factor 8, gives logistics sales representatives advice on how to add faster revenue starting with the very first call. She also breaks down sales tactics for managers to better understand the sales cycle and help reps develop strategies for closing business whether the market is hot or not.
This recording is from FreightWaves’ Sales + Marketing Summit.
[“Sales Shot” Workshop]
Sales Leaders, Enablement, Ops, and Training Leaders take note! Your new hire program is critical right now. It’s hard enough to find these folks, let’s ensure they stick — and perform! What if your training could take less time? What if they came out closer to quota? What if it was so good you could hire more diverse talent? It’s all possible with a best-in-class sales onboarding program!
During this fun and informative session, you’ll learn:
This session is recommended for: Training Managers, Sales Directors, Enablement Directors, Sales Operations Leaders, Recruiting Leaders, New Hire Trainers, Onboarding Specialists, VP Enablement, VP Sales, VP Operations, and Sales Managers.
Sales Leaders, Enablement, Ops, and Training Leaders take note! Your new hire program is critical right now. It’s hard enough to find these folks, let’s ensure they stick — and perform! What if your training could take less time? What if they came out closer to quota? What if it was so good you could hire more diverse talent? It’s all possible with a best-in-class sales onboarding program!
During this fun and informative session, you’ll learn:
This session is recommended for: Training Managers, Sales Directors, Enablement Directors, Sales Operations Leaders, Recruiting Leaders, New Hire Trainers, Onboarding Specialists, VP Enablement, VP Sales, VP Operations, and Sales Managers.
Lauren Bailey Sales Rep Tips, Demos
If you’re an account executive, you probably spend a ton of time running sales demos. However, in my experience, most salespeople don’t spend nearly enough time properly prepping or planning for their demos ahead of time. If you’re reading this and you’ve given 10 of the exact same demos this week, it’s time for a change!
Believe me, I get it. You’ve found a presentation you feel comfortable with and that you can do in your sleep. Well, I’m here to tell you that while may have mastered your demo, it might actually be putting your prospect to sleep. Have no fear, we’re going to fix that today.
Below are the top 5 most common sales demo mistakes and how you can fix them:
First things first, the prospect isn’t here for you to show off every little detail about your product. Remember, this call isn’t about you. It’s about them and their problems. So, instead of talking about how great your product is, let’s talk about them.
There are two key things you need to do at the beginning of every demo:
That’s it, stop right there!
I know it can be hard not to show all of the really cool things your product can do. When we built our eLearning platform, The Sales Bar, it was SO hard not to fall into the rhythm of just showing a prospect all the things I was so excited about. But I had to stop and remind myself that this is not about me. This tool is here to help them solve their challenge. I just needed to show them how it could do that.
If you’ve given the same demo 4 or 5 times TODAY, then, Houston, we have a problem. Each of your demos should be tailored to who you are meeting. If you walked into the mechanic and they put the same tires on both your car and the 18-wheeler in the bay next door, how do you think that would go? Demos are conceptually similar. They are not “one-size-fits-all” because every potential client is going to have different challenges and needs. So, before the meeting let’s look at how to really speak to the prospect’s problem.
Before every sales demo, ask yourself:
We know that most of you have SDRs or BDRs that are doing the SUPER quick intro call and laying the groundwork for your demo. So, you may not have every one of these questions answered beforehand. But, you should have at least some of this information before you start planning (if you don’t, it might be time for a talk with your sales development team).
During planning, you can use this info to decide which features your tool has that answer the questions above. Then you need to line up the SWIIFT benefit and you’re on your way. New here? SWIIFT stands for So, What’s In It For THEM! It’s our philosophy to put the thoughts and needs of the prospect before our own. We promise you’ll thank us later!
Bonus: We’ve got two uber helpful sales demo planning docs for you to use before your next call! Grab them here.
So, you’ve used our planning tool and you find yourself starting with 10 different features and 10 different SWIIFT benefits to share with them. Yikes, that’s going to be information overload. My suggestion: prioritize your list. Set yourself up to talk about the 3 most important features (hint: the things that are going to save them the most time/money/energy, etc. Focus on solving their #1 challenge). Also, set yourself up with 2 additional features, just in case they don’t like one of your top 3. Then you can use the other items on your list to bridge to the next call (read more about how to bridge to the next call).
This is how it should flow:
Gong did a study recently that shows that customers who talk more end up buying more. When we screen share, the salesperson talks more which is not good for the sale. Instead, take the first 10-15 minutes of every demo to simply have a conversation. After that, you can screen share to show feature #1. Then, stop sharing to discuss the SWIIFT benefits and to get the prospect talking and asking questions. You can share your screen again for features #2 and #3.
Even if you have answers to all 5 of the questions above before the demo, slow down, and just focus on good meeting manners. Do your intros, talk through the agenda, and get the prospect’s buy-in. This will help you build a deeper rapport through your relationship. Take this time to dig more into what they’re looking for. As I mentioned before, a lot of demos are booked by a BDR or SDR who only had a 3-minute call with the prospect. If you try to demo on that 3-minute call alone, it’s likely going to be inaccurate and messy. Start with what you think you know. Repeat the challenges you understand back to them before you get into showing them the features. You can use this thought process throughout your whole demo. Even when you think they are on board, take the time to stop the screen share and make sure you’re on the same page.
Presenting to the CEO this time? How complex do you think this version of your demo should be? On a scale of 1 – 6, where 1 is simple and 6 is layered and complex…
Spoiler alert: the CEOs need to be at a 1 or 2. The higher up the ladder you go, the simpler your demo needs to be. Think about it this way, the higher the prospect’s position the more responsibilities on their plate. They don’t have time to wade through the layers with you. Keep it simple and let them ask you what they want to know. You live in this tool/service/product all day long. For them, this is one of 15 things they are doing this morning alone.
Remember, we build value by solving problems, not by layering features. All you have to do is show them how your product will solve their problem.
Let’s call it like it is, this one is Keep It Simple Stupid. There are a few tried and true rules that I always impress upon our salespeople:
Okay, now that we’ve talked about the top 5 sales demo mistakes to avoid, let’s highlight the steps you’re going to take for each demo:
That’s it! Just 5 easy sales demo mistakes to avoid (or fix) and 7 easy steps to prepare. Trust me, these simple things will make your demos more engaging for your prospects and more interesting for you!
Join one of our upcoming Virtual Sales Training Masterclasses! We offer different classes for BDRs, SDRs, ISRs, account executives, and account managers all focused on areas like prospecting, objection handling, running virtual sales demos, closing, and more!
[“Sales Shot” Workshop]
We’ve all sat through demos that are total snoozefests; they’re too long, too detailed, and don’t tell you what you really want to know about a product. For reps, a product demo is a chance for you to get prospects excited about your product, and the quality of your demo can make or break your sale.
In this session, you’ll learn the top 5 mistakes made during demos, plus how to avoid giving a boring demo, and how to keep prospects wanting to know more. By the end, you’ll have a clear plan to deliver a demo that doesn’t suck!
We’ve all sat through demos that are total snoozefests; they’re too long, too detailed, and don’t tell you what you really want to know about a product. For reps, a product demo is a chance for you to get prospects excited about your product, and the quality of your demo can make or break your sale.
In this session, you’ll learn the top 5 mistakes made during demos, plus how to avoid giving a boring demo, and how to keep prospects wanting to know more. By the end, you’ll have a clear plan to deliver a demo that doesn’t suck!
[Cheat Sheet]
To run a killer sales demo, you need to start with a plan and agenda. You need to know what you’re covering and and which questions to ask before the meeting begins. This will prevent your from running demos that are too complex, overcomplicated, or off the point.
Download our cheat sheets to learn everything you need to know about planning and running a successful demo, including:
To run a killer sales demo, you need to start with a plan and agenda. You need to know what you’re covering and and which questions to ask before the meeting begins. This will prevent your from running demos that are too complex, overcomplicated, or off the point.
Download our cheat sheets to learn everything you need to know about planning and running a successful demo, including:
Lauren Bailey Call Bridging, Video Meetings, Sales Rep Tips, Customer Referrals + Relationships, Demos, Deal Progression
Congratulations on your promotion to AE! Transitioning from an appointment setter, qualifier or SDR/BDR to an Account Executive who carries a revenue quota and closes deals is a BFD. Here are five skills that can help you make goal faster!
1. Slow WAY Down. As a BDR, the game was speed. A hundred calls, ten conversations, and one yes. The good calls were under 10 minutes and you were careful not to dive too deep. As an Account Executive, it’s a common mistake to try and also pack your calendar with cookie-cutter demos in the hopes 10% will close. Be better.
The Account Executive’s role is to add so much value to the prospect that they overcome their resistance to change and buy. That won’t happen in 10 minutes or 60 minutes, and it won’t happen the same way each time. So slow down and get to know the prospect. Why did they take the meeting? What’s happening in their world? Why is it a challenge? Why is it important to fix? What have they tried? What happens when it’s better?I could keep going here, but I hope you get the picture. Spend time instead discovering their situation AND their top priorities and values because these are their motivators to change. At Factor 8, we’ll give you a gold star if you don’t share your screen or your solution once in the first call. Truth: we don’t give out a lot of gold stars.
2. Be SWIIFT. Heard of that before? It’s the opposite of WIIFM and it means, “So, What’s In It For Them?” We want you to take this to the extreme and make as many of your calls as possible about them instead of you. The average AE will ask 3-4 questions and then launch into their slides/demo/solution.
This hurts them in several ways:
So, go deeper and seek to understand. Seek to help. Make it all about them for the entire first call and as much of the second and third as possible. Even during your demo, we teach you to only cover a specific and abbreviated number of items and to stop sharing at least 50% of the call (join our Deal Progression Masterclass for help running demos). Ditch the sales speak and value props and pitches and competitive data and do all you can to understand and add value.
3. Bridge Every Call! Unlike your old job, closing deals will take multiple calls. Always set up your next call before getting off this one. Like, always. It’s called a bridge. The best bridges have appointments booked in the calendar with invitations and agendas sent immediately. If we can’t get that, they at the very least agree on a day you will call back (and try to get them to block the time!). This simple skill takes 3 minutes to accomplish and will save 3 hours of time chasing down leads you thought were interested but who won’t return your emails. It’s sort of like never wake a sleeping baby – never hang up on a live prospect (without bridging to the next call).
4. Be a Calendar Ninja. Suddenly you need time in your day for more than just outbound appointment setting (but pretty please still do that too!) Get strategic and block times in your calendar for research, client meetings, follow-ups, emails, and outbound prospecting. You’ll also need time to build your custom proposals/demos/solutions for clients. It’s a lot more to juggle! You may even be used to a tool telling you who to call and when if you used a great sales cadence solution like Outreach. But now you need to be strategic about when you call, build, respond, and research. It’s easy to get buried in emails and snoozed CRM tasks, and NOT systematically and proactively reviewing your CRM for actions to take to keep your pipe full and leads warm. It’s a common mistake and it takes serious time management skills.
5. Master the Meeting. It can be intimidating to move from a 10-minute 1:1 call to running a pitch to a prospect team. 60 minutes, 5 people, and LOTS of pressure (and doing it virtually to boot!) To run a killer sales meeting, always start with an agenda and introductions. Think of it like you’re hosting an open house. Thank people for coming, learn something about them, find out their goals, and put them at ease. Remember, these meetings are as much about YOU as your solution, because people buy from people they like, and nobody likes being instantly pitched!
Try dressing up a level, add some professional flair to your background, use your rapport-building techniques and do everything you can to get cameras ON and screen sharing OFF (a Gong study showed that discovery meetings run with you sharing slides means you do most of the talking instead of the other way around). Share your agenda and ask if they have specific questions or items to add before diving into the meat of the meeting. And always be sure the meat starts with SWIIFT questions instead of your pitch! Practice kicking off meetings with a few colleagues until you sound and feel confident!
There’s a lot to master in your new role, but these five skills will help you stay in front of the learning curve! If you’d like to dig into how to run killer sales meetings, do better discovery, build rapport, manage time, and rock your demos, check out our Deal Progression Masterclass created exclusively for Account Executives.
Join one of our upcoming Virtual Sales Training Masterclasses! We offer 4 different classes for BDRs, SDRs, ISRs, account executives, and account managers all focused on areas like prospecting, objection handling, running virtual sales demos, closing, and more!
Lauren Bailey Sales Rep Tips, Demos
Don’t forget the cardinal rule of virtual sales demos: Give a custom sample, not a full tour!
Imagine you are a nervous flyer. You reluctantly board your first flight in years, and the pilot invites you to look at the cockpit. You must really be vibing terror, right?
As you walk in, you see panel after panel of knobs, levers, & buttons (oh my!). Every surface. Two sides. Even the roof has switches.
This isn’t helping.
The co-pilot looks 12 years old.
Is that coffee sitting on the instrument panel?
Is that display SUPPOSED to be flashing!?
As you tune back in, you’ve just been asked a question. Wait, he’s been talking? What did he ask? You think it was something like, “What can I show you?”
Um, shouldn’t he KNOW!?!
Ok, think! Your brain catches up to your mouth as it forms the words, “How about the safety features?”
Yes. Perfect. Show me what happens if you keel over dead, or a fuse blows, or we hit a flock of geese (are your hands actually sweating now?)
Can you feel me here? I’ll stop with the extreme example to make my point. You, dear nervous flyer, do NOT want a button-by-button explanation of how this 20-ton machine will suddenly take flight.
You want some reassurance!
You want to feel better about your safety!
You want a kindergarten-simple overview of your safety, am I right?
Your prospect may not be a nervous flyer – or even a nervous buyer – but I guarantee they also don’t want a button-by-button tour. Let me repeat for effect:
Prospects don’t want full-blown tours.
In fact, if you’re giving the same demo several times a day, you’re doing it wrong.
Prospects want a custom sample of your product or service based on their needs, their challenges, and their goals.
Here’s the good news: Your demos will take a LOT less time.
Here’s the bad news: You’ll spend that time in demo prep.
And the result? Better conversations during show and tell. Deeper discovery, more agreement, and higher engagement. That equals higher close rates.
Join one of our upcoming Virtual Sales Training Masterclasses! We offer 4 different classes for BDRs, SDRs, ISRs, account executives, and account managers all focused on areas like prospecting, objection handling, running virtual sales demos, closing, and more!