We’ve built a culture of salespeople here at ToutApp, where every employee contributes in some way to closing a deal. The bottom line is everyone is selling something.
Back in January was the season of SKOs. Endless potential was the mission our team set for themselves at our Sales Kickoff. With this theme, I believe anyone can sell or close a deal.
What makes someone great at selling?
Be Fearless and Direct
If you want a deal to close this month, ask for what you want. Don’t be afraid. For me, fear was the biggest barrier I had to break through.
My big ah-ha moment was the last day of the month and I had to ask a decision maker, “Can we get this signed today?” The answer I got was a “yes.”
When I started applying a “Be Fearless” mentality to my sales process, I cut through the unknown clutter faster and closed more deals. My advice: start asking for what you want, whether it is an introduction to a decision maker or a straightforward “Is there any reason why you won’t move forward this month?”
One of my biggest learnings was do what it takes to close the deal. When I was on a two-person sales team, our resources were limited. So, we did it ourselves. Need a competitive comparison? We created one. Need a sales deck? We created one.
Don’t just wait for the resources to come to you or go through the motions. Scrappiness is where you start thinking outside of the box or your comfort zone.
As soon as you’re flying through the sales process with ease on your way to a close, ask yourself or a teammate “What am I missing here?” Be a little paranoid.
Don’t drive yourself crazy, just because you’re going through the sales process and doing all the right things–there’s always room for the unknown. For example, what’s going to happen when your decision maker goes cold turkey on you and completely dark?
I heard a quote recently, “process is your purpose, you have to have a process.” The process sets you up for success and keeps you on track. The scrappiness is everything in between the lines. For any sales team, no matter the size (from one-person to a hundred, etc.), you need to have a solid process, but you also need to be scrappy.
Do it for the Customer
Salespeople are motivated by different things. I love the feeling of a win, but the greatest part is bringing a team onboard and knowing ToutApp is going to add tremendous value to their sales team.
My advice: Don’t get wrapped up in an end number. Focus on the customer. Do I know their business, true goals, priorities, the politics and the people? The sales process isn’t a one-way street with you speeding forward. It has to be a two-way street where you and the customer are moving forward, together, with a destination (to close) in mind.
In the last month our company raised $15M in Series B funding led by Andreessen Horowitz, our sales team rang the gong daily and our Customer Success team closed renewals to contribute our 150% renewal rate.
Whether you’re the top performing AE feeling stuck in a deal, an SDR on your 17th call trying to book a meeting, a Customer Success Manager working on a renewal or a recent graduate just starting a career selling something – be fearless and direct, get scrappy, think proactively and do it for the customer.