On today’s episode, Benjamin Hastings (2x entrepreneur and the co-founder of PerformYard) and I discuss how help sales reps can become more efficient.
Benjamin looks at conversations. How often are you talking to customers in the sales process? What are those meaningful metrics beyond just the dial? For Benjamin and his team, it’s about efficiently connecting with the prospect.
So much of getting closed deals lies in following up and due diligence. PerformYard helps with that. It is being used by sales managers from the first call all the way to the signed order form and it makes sure customers never get lost in the cracks.
PerformYard is focused on the salespeople and makes it easier for sales reps to focus on what they do best. There is almost an over reliance on email with similar competitors, but PerformYard is able to connect different mediums/forms of contact all into one and handle it in a way the sales reps would understand.
A big pain point for sales reps is that they have lots of unqualified prospects that get pushed into their system and they spend too much time and resources trying to weed those bad leads out.
What’s your most powerful sales asset?
Teaching the customer the impact of their purchase and connecting them with the organization.
Who’s your business role model?
One book every sales person should read.
E-Myth by Michael E. Gerber
What’s your favorite music to get you pumped up?
One question you get asked most frequently by salespeople.
How can I close deals?
Benjamin believes sales reps who have trouble closing deals are not being clear up front on what they want to achieve. Get a complete layout from the prospect on what they need in order to commit to the sales process and then confirm what they said in an email.