5 Common Mistakes Made by Experienced Salespeople

2 MIN READ

Jeff Hoffman @mjhoffman from HubSpot Sales recently wrote a short but spot-on article on the 5 common mistakes made by sales people. In his blog, he outlines that even the best salespeople may disqualify prospects before they really exploring the company’s needs, because the person does not fit the persona profile.

In today’s gig economy, 70% of buyers do their own research before making any evaluation decisions. And what we have found is that many prospects will let you know if they are interested or not in your products – you just need to ask them. People don’t want to waste your time or theirs, so it does not hurt to ask potential prospects direct questions – “are you interested in learning about these capabilities? If so, when would be the right time for me to follow up?” We have found people will be honest and when the timing is right, they engage.

Jeff also writes that sales teams can depend too much on their existing internal champions – and I can’t agree more! Make sure you find other people within the organization to test out your theories about corporate needs. There is so much turnover in today’s modern corporation that your champion may be thinking about his or her career instead of the next big productivity improvement.

So, just because your champion does not have time to learn about your new offering does not mean their colleagues are not interested. Search for as many contacts into your Ideal Corporate Profile to verify what you learn from one person or champion.

Here are the other three mistakes Jeff outlines in his blog post. I encourage you to read the full blog – it’s a short read filled with gold nuggets of wisdom!