how do you structure a sales call for a saas b2b with no sales team?
TRANSCRIPT
How do you structure a sales call for a SaaS B2B
with no sales team?by Alex Berman from
Alex BermanChief Marketing Sumo
InspireBeats.com$20 million+ Leads Generated
$2 million in B2B SalesHoodie Wearer
This assumes you used cold emails to book a call with the prospect, rather than
calling directly
Ok let’s jump into it..
1. Come prepared with questions
Spend a minute looking at their website for something to mention about the
company
Quick Example
Go to LinkedIn or their bio andnotice what city they’re in
Once you have some research..
2. Call on time
5 minutes early if it’s a conference line
Then..
3. Open with conversation
Topics to open a sales call:“How’s the weather in <their city>?”“Did you have a good weekend?”
“You follow any sports?”
Spend at least 3 minutes on convo at the beginning
Then..
4. Ask about problems related to their solution
“Have you used a service like ours in the past? What happened?”
“How big of a problem is <Content Marketing> for you right now?”
When they answer..
5. Pitch your product with each answer
Tell the prospect how your thing solves the problems they bring up, one by one
Finally..
6. Ask them to buy
Some phrases to memorize:
“How does that sound?”
“When are you looking to move forward?”
“Ready to get started?”
Walk them through the buying process or lead to next steps
If you have a credit card form, get them to fill it out
If you have to write a proposal, schedule that meeting on this call
Any Questions?
Alex Berman
Chief Marketing Sumo @ InspireBeats
Mail: [email protected]
Twitter: @alxberman
Need more leads or sales support? http://inspirebeats.com
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