Rajneesh Jain的动态

Ever wonder why 99% of tech solutions field sales struggle? I used to skip discovery sessions. Thought they were a waste of time. But I struggled to hit my sales goals and wasted time on tire kickers. Here’s what I learned about why I made that mistake: First, I misunderstood their purpose. Assumed I knew my prospect's needs. Relied on assumptions. Overlooked critical pain points. Missed important details. I felt pressured to close deals quickly. Speed was my focus, not strategy. Rushed through the process. Missed key qualification steps. Ended up with unqualified prospects. I lacked the skills for effective discovery sessions. Making it a natural part of your sales efforts takes courage, practice, time and hard work. Here's why skipping them is a big mistake and how you can avoid it: - First, discovery sessions qualify your leads. - Without them, you chase unqualified prospects. - Identify serious buyers. - Save time on tire kickers. - Focus on high-potential leads. Next, they uncover true pain points. - Guessing doesn’t work. - Understand specific needs. - Tailor your solutions. - Build stronger relationships. Discovery sessions also build trust. - Trust is the foundation of sales. - Show your expertise. - Demonstrate commitment. - Establish credibility early. Finally, they streamline your sales process. - Efficiency drives success. - Reduce wasted time. - Close deals faster. - Increase overall productivity. Your big takeaway? Discovery sessions are crucial for success in tech sales. Start running them and watch your results improve. Subscribe - https://lnkd.in/g3zZmzxn

Let's clear something up: Discovery calls aren't just for enterprise deals – they're crucial for every single opportunity, regardless of the size. Whether you're a field sales rep handling million-dollar accounts or providing small-ticket solutions, understanding this mindset shift is critical. Without it, you'll be forever seen as "that person who just quotes prices," killing your chances of ever landing bigger opportunities. I remember when I thought my only value was bringing the lowest quote to the table. It wasn't until I lost a major account to a competitor who charged more that I realized my approach was fundamentally flawed. They chose the other rep because they took the time to understand their business – even for small purchases. In simple terms: Every interaction shapes your professional reputation, regardless of the deal size. When you skip discovery on smaller deals, you're not just missing immediate opportunities – you're teaching your customers to see you as a 'low quote dispenser' rather than a trusted advisor. Each interaction, no matter how small, is a chance to demonstrate your consultative approach and build long-term value. For junior sales reps, this means treating that INR 5L deal with the same professionalism as an INR 5C opportunity. For seasoned professionals, it's about recognizing that today's small customer could be tomorrow's enterprise account – and they'll remember how you treated them when they were "small." When was the last time you skipped discovery because the deal seemed too small? How did that work out for you in the long run? PS: The "AI-powered Tech Discovery Mastery Fast Track" is in the foundry and is getting ready. Those who have accessed https://TechSalesOS.com will have the first access. P.P.S. Happy to inform you that now the B2B Tech SalesOS newsletter is 1450 strong, and growing every day. Join the like-minded folks here - https://lnkd.in/gNREuPUq

Most Sales Leaders miss the mark on tech field sales & the 4 pivotal points. They are still obsessed over the daily number of calls and meetings. But now with the changes in the marketplace, true success lies elsewhere. Here are 4 strategies top tech sales leaders are working on to align with the new marketplace: 1. Quality over quantity: One call with a prequalified prospect beats 20 cold ones. 2. Deep industry knowledge: Keeping tech last, clients' pains first - Speak their language, solve real problems. 3. Build genuine relationships: Make Discovery Sessions mandatory - Trust always trumps transactions. 4. Leverage technology: Using digital presence, analytics and AI to target the right prospects. Three bonus tips for tech sales domination: → Tailor your approach, cookie-cutter scripts don't cut it. → Focus on value creation, not just closing deals. → Embrace continuous learning, tech evolves fast. This is how you truly excel in tech field sales. Forget arbitrary quotas. Focus on impact. Every interaction should move the needle. In the last 3 weeks since launch, 50+ tech sales leaders have accessed this fresh way to generate qualified leads. When you use this, it covers all the above-mentioned points Your Access here - https://lnkd.in/g_MrKuRW. Have you?

Keep your sales team on the phone and enjoying it. Your SDRs are managing only 3-5 conversations with prospects each day. But they could be having 30-50. So, what's holding them back? It’s simple: you haven’t set clear targets for how many conversations they should have every single hour they’re prospecting. Instead, you’re tracking vanity metrics like the number of emails sent and dials made. You’re also dealing with an overstuffed tech stack filled with tools that your reps barely use—or don’t use at all. But this isn’t your fault. You’ve been misled. You’ve been told that outbound needs to be a complex operation in 2024, to cover all bases. That it requires a multitude of tools and processes that, in reality, do more to distract than enhance productivity. Don’t get me wrong—at ConnectAndSell, Inc, we use tools every day. But we never lose sight of the core objective. Build a list, call the list, and follow up until your prospects are ready and willing to buy.

This week I had 15 people book inbound meetings for Elite Tech Sales (4 more tomorrow) Out of those calls, I've extended offers to just 5 people. ~ 33%. Now, a typical sales organization would argue I “lost” 67% of my pipeline. They’d preach “always be closing” and push to convert every lead. But I view things differently because?cost?and?currency?are not the same. On the calls, I’m assessing more than just someone’s ability to pay (currency). I’m evaluating their?identity, whether they are the kind of person I want to work with. Specifically, I’m looking for?low-cost individuals?who are open to feedback, prepared, and bring good energy. Here’s what “low cost” looks like to me: ? They show up on time. ? They’re prepared and have done research. ? They know what I offer and what separates me. ? They bring positive energy and are ready to plug into our community. These are the people I?genuinely enjoy?partnering with and the ones who thrive in our network, land great jobs, and minimize friction for everyone involved. On the flip side, when I encounter someone who isn’t prepared, doesn’t show up on time, lacks good energy, or seems disconnected, I simply don’t extend an offer. No amount of currency can make up for the cost of coaching someone who isn’t ready or aligned. Cost and currency are completely different. What’s incredible about this approach is that it creates a win-win situation. The people I work with are easier to help, grow faster, and align with the standards of our Elite Tech Sales community. They gel with others who share the same values and elevate the entire group. As a company owner, I’ve heard this philosophy before, but living it is something else. Being stoked to work with the people you choose, without compromising your values for currency, is the best place to be.

Enterprise Sales is a tough game. Senior salespeople spend years perfecting systems to ensure success in enterprise/strategic sales. Last week, I had insightful conversations with 7 CROs/VPs of Sales from B2B companies with ARR ranging from $2M to $19B. Interestingly, all 7 highlighted a common scenario in their internal sales pipeline calls: an AE or Sales Leader frequently asks, "Does anyone know someone at [target account]?". The strategic aim behind this is to: 1. Bypass the need to cold call/email/message by leveraging the relationship of the person "who knows someone" at the target account. 2. Get a chance to build on top of a pre-existing relationship with your colleague. 3. Land a meeting with a senior exec. using "relationships". While all 7 agreed on the strategic importance of this process, we also discussed how it could be optimized: 1. Currently, an AE doesn't know "who knows who" so asking all the people around is inefficient and kind of shooting in the dark. Time lost. 2. An AE can ask "if you know someone" only to the people you meet often or know in your company. So reach is limited. 3. This entire process is unstructured and not tracked. As I wrapped my last week, I became more confident in the fact that solving this will have a tremendous impact on revenue for enterprise sales :) #enterprise_sales #warm_connections #who_knows_who

Everyone thinks tech sales is about specs and features. Here's what actually drove $40M in annual sales: I built relationships at multiple levels. I focused on delivering genuine value. I became a resource who found solutions. Here's how I see it: ? Relationships drive long-term success ? Trust takes time, but it's worth every minute ? Resourcefulness is more valuable than resources This approach helped me grow from zero background to managing $40 million in annual business. Now, some might say relationships aren't enough in today's tech-driven world. But in my experience, the more complex technology becomes, the more critical human connections become. Missing this means constantly competing on price and features rather than value and trust. The truth is, sustainable success in tech sales comes from being a trusted advisor, not just a vendor. Here's how to start: ? Focus on understanding the customer's mission ? Build relationships across the organization ? Stay resourceful ? if you can't solve it, find someone who can But remember: this isn't about quick wins. The real power comes from consistently showing up as someone who genuinely wants to help solve problems. --- If this hit home, repost ?? it And give me a follow → Jeff Ervick

30 things every new or aspiring Sales Engineer should know: 1. Know your product inside and out, but speak in the customer’s language. 2. Listen more than you speak; discovery is your secret weapon. 3. Build relationships, not just transactions. 4. Every demo should solve a specific customer pain. 5. Tailor your pitch to the audience, from techies to executives. 6. Stay curious; always be learning new trends and technologies. 7. Master the art of storytelling to convey complex ideas simply. 8. Understand your customer’s business goals, not just their technical needs. 9. Your credibility is your greatest asset—protect it. 10. Ask clarifying questions before offering solutions. 11. It's okay to say, "I don't know"—just follow up with the answer. 12. Practice your demo until it’s seamless, but stay adaptable. 13. Focus on how your solution solves?their?problem, not just features. 14. Know the competition, but don't trash-talk them—focus on your strengths. 15. Be the technical expert your sales team relies on. 16. Always have a plan for the next meeting or demo. 17. Anticipate objections and be ready to handle them gracefully. 18. Document everything—details matter in technical sales. 19. Be a team player with your sales and engineering counterparts. 20. Be humble; customers will test your knowledge. 21. Learn to manage your time effectively—your schedule will get busy fast. 22. Stay calm under pressure—demos don’t always go as planned. 23. Always align with your customer's buying process and timeline. 24. Don’t overload your demos with features—less is often more. 25. Know how to engage and empower technical champions within your accounts. 26. Empathy for the customer’s challenges will set you apart. 27. Understand your customer’s technical architecture before you present a solution. 28. Always follow up after a meeting—this keeps the conversation going. 29. Take ownership of technical issues, even if you need help solving them. 30. Be patient; trust and deals take time to build.

Is your sales strategy firing on all cylinders, or is it missing the mark? Let's dive deeper. In the world of tech sales, the landscape is constantly evolving, and so must our methods. It's not sufficient to just work hard; we need to work intelligently. Reflect for a moment: Is your daily sales routine set up for maximum efficiency and effectiveness? It might be time for a strategic overhaul. Firstly, understanding your client's needs has never been more crucial. With technology advancing at breakneck speeds, clients look for solutions that not just meet their current requirements but are also scalable and future-proof. Thus, the quality of your client interactions can significantly impact your success rates. Secondly, leveraging technology in your sales process can dramatically improve productivity. Tools that automate mundane tasks free up valuable time, allowing you to focus on building relationships and crafting tailored solutions. Finally, it's about nurturing those key relationships. The most successful sales leaders understand that trust is the cornerstone of any business transaction. By consistently delivering value and demonstrating an understanding of their challenges, you position yourself as a trusted advisor rather than just another salesperson. To wrap up, revisiting and refining your sales routine could very well be the game-changer you need to elevate your sales strategy from good to exceptional. Remember, in the dynamic world of tech sales, standing still is not an option. Embrace change, stay ahead of trends and let every day bring you closer to smashing those targets!

Things more important than your enterprise sales job… But also critical to long-term success in it ?? Volume 2: Authenticity People buy from people. We hear this all the time in sales. But actually, people buy from REAL people. Especially in enterprise sales. Even if you aren’t in sales, you know what inauthentic looks like: Not actively listening…waiting to slide in your talking points ?? Always pitching. Always angling ?? “How’s the weather out there?” ? “How bout those Bears, am I right??” ?? Talking about YOU, your contacts, your possessions, etc… Flashback to your last car-buying experience? ?? Need an idea on how to come across as authentic? Real people have real problems, even small ones. Don't be afraid to relate with them early on calls. HVAC problems, moving houses, in-laws, kids driving you nuts, terrible golf game, etc...these are all common, funny things people like to relate with, and they disarm your prospect because they tell them you have other things in your life outside chasing them for a sale! I’ve seen a ton of competitive enterprise sales cycles come down to the individual rep – and the authentic ones win every time. Be that rep. Be real. Be yourself. Watch it work.