MyyntiKollektiivin yhteisön blogi: Jessie Redfors – Good Practices for Software Sales Professionals: Part 1

June 17, 2024

MyyntiKollektiivin yhteisön blogissa kuullaan yhteisön jäsenten ajatuksia myynnistä ja myynnin johtamisesta.

Jessie Redfors – Sales Mastery: Good Practices for Software Sales Professionals: Part 1

Ah, software sales, the roller coaster where the ups are up and the downs... well, they're learning opportunities, aren't they? Buckle up, folks! Whether you're new in the tech sales field or have a few ranks on your belt, there's always room for a little wisdom to learn.

The Early Bird Catches the Worm (Or, You Know, the Sale)

Remember the time when you waited three days to text back, playing it cool? Yeah, don’t do that in sales. Responding to inbound and outbound queries within 24 hours max is your golden rule. Pretend your prospect’s memory is as fleeting as a goldfish's; it keeps you on your toes.

Email Negotiations: Enter with Caution

Negotiating via email is like playing chess blindfolded – doable but unnecessarily risky. Unless you absolutely have to, save those talks for voice or face-to-face interactions. You’ll thank me later.

Shift the Focus from Price to Value

Ah, the dreaded "how much?" before you’ve even had a chance to dazzle them. Flip the script with a smooth, “Is price the most important factor you’re evaluating on?” Watch them ponder as you steer the convo to the value land.

Never Underestimate the Power of Shy Software Developers

That quiet developer in the corner? They might just be the missing link in your mega-deal. Get to know them, understand the magic they weave, and use it to charm your clients. Teamwork makes the dream work, people.

Secret Weapon: Pre-Approved Discounts / collaborations

Heading into a negotiation without knowing your discount limit (Though discounts should be avoided at all costs) is like going into battle without armor. Get those figures sorted beforehand. “I need to discuss internally” is the adult version of “I need to ask my mom.”

Learning Is Forever

Just when you think you’ve mastered tech sales, something new pops up. A new technology, a new tool, or a new negotiation tactic. Stay curious, stay humble, and keep learning—even when you're on a winning streak.

Nail the Introduction

First impressions matter. Don’t skip the proper introduction. Your name, your mission, and why you’re invading their inbox or office space—it’s basic, yes, but missing it is like forgetting to wear pants to an interview. Awkward.

Know Your Prospect’s Preferred Communication Channel

Email, LinkedIn, phone calls, carrier pigeons—find out how your lead prefers to chat. It might take some detective work, but it pays off when your messages get faster responses than those doomed to email purgatory.

Learn from Everyone

From the seasoned veterans in your management team to the fresh eyes of interns—there’s wisdom everywhere. Don’t be shy to ask for advice or help. We’re all in this together, after all.

Build Genuine Connections

Sales can be a pressure cooker, and having allies makes all the difference. Respect your colleagues, foster relationships, and remember, today’s coffee buddy could be tomorrow’s lifesaver in a deal gone awry.

Stress Management: A Must-Have Skill

Welcome to tech sales, where the only constant is change and stress is part of the package. Find your zen, whether it’s through yoga, meditation, or building a higher stress threshold over the years. Just remember, it’s a marathon, not a sprint.

Mentorship and Learning Styles: The Game Changers

Finding a mentor or a coach can dramatically smooth out those rough edges. Know how you and your manager learn best—is it listening, reading, or something else? Tailor your communication  and learning accordingly, and watch your career bloom.

Breaks Are Your Brain’s Best Friend

Ever tried marathoning through a workshop only to remember nothing? Human attention spans start flagging after 2-3 hours. Breaks aren’t just nice; they’re necessary. Keep those neurons firing on all cylinders.

Complacency Is the Enemy

In the world of tech sales, resting on your laurels is a surefire way to fall behind. There’s always more to learn and always someone hungrier climbing up the ranks. Keep pushing, keep learning, and remember—the peak is just another plateau on the way up.

In the cutthroat world of software sales, it’s easy to get caught up in the hustle and forget to laugh, learn, and grow. Implement these practices not just to survive but to thrive. And hey, if all else fails, remember that every ‘no’ leads you closer to that rewarding ‘yes.’ Now, go out there and sell like the rockstar you are!

The writer Jessie Redfors is a business strategist and author. Jessie applies science-backed and experience-driven methods and tactics for peak sales performance.

Oma tekstisi MyyntiKollektiivin yhteisön blogiin? Laita viestiä Teemulle Linkedinissä tai mailia

Tutustu myös muihin MyyntiKollektiivin sisältöihin.