The Top 5 Mistakes B2B Software and Technology Companies Make in Sales

Welcome to my video series on the Top 5 Mistakes that B2B Software and Technology Companies Make in Sales.

I am going to be sharing the five biggest mistakes that I see B2B software and technology companies make and how you can increase your sales results by improving these five key areas.

Video 1 - Sales Strategy (2m33s)

This first video is about Sales Strategy. I'm not going to go into all the different strategies and how to actually execute on them. I can help you with that, if you like. But this video is just to get you to think about the sales strategy in your business.

Video 2 - Sales Process (4m48s)

Welcome to my video series on the Top 5 Mistakes that B2B Software and Technology Companies Make in Sales.

I am going to be sharing the five biggest mistakes that I see B2B software and technology companies make and how you can increase your sales results by improving these five key areas.

Video 3 - Scripting (4m25s)

The third part of this series is Scripting. I know, a lot of people don't like the idea of scripting and think it makes them sound robotic. But scripting doesn't need to sound robotic or forced. A well written and well practiced script will sound natural. Sounding natural is important!

If you script the key impact points in your sales process it will make your job easier. Key impact point scripting, or K-I-P-S, is, how we get out of the loop of just answering the customers questions and providing free consulting, especially in software and technology. By scripting each step and scripting each question you need to ask the customer, you can determine what they really need, you are in control of the sales process and can help your customer get exactly what they need.

Make sure that the important parts, the segues in your business are scripted and practiced by whoever's actually meeting with customers.

Video 4 - Measuring What Really Matters (3m51s)

Welcome to day four or video four of the top five problem areas that B2B software and technology companies make in sales. I'm going to talk about measuring what matters. By that I mean measuring what is actually going to affect the outcome of a sale.

The worst thing you can ask your salespeople is "How many sales have you got coming in?". This is often an optimistic answer based on good conversations. But you need to ask better questions, you need to measure each step of the sales process to get an accurate understanding of what sales are actually expected based on the efforts made at each step of the process.

Video 5 - Training and Coaching (4m43s)

Welcome to video five on my five key areas that B2B software and technology companies need to focus on when they're looking to scale. The fifth step in this series is Coaching and Training your salespeople.

Sales is a skill, but it's a perishable one. You must keep training and coaching in order to keep improving your skill. For example, Rafael Nadal knows how to play tennis, but I bet you he's at training today. It's not necessarily about knowing how to play tennis, it's actually getting that half of 1% better every day.

Your salespeople and you need to continue to focus on the most important function of your business - Sales! Without sales there is no business!

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