There are a ton of false precepts when it comes to technical sales. Are any of these following myths “true” to you now? Kyle debunks the myths and ways to fix them if they affect your sales performance!

“COLD CALLS/VISITS DON’T WORK” If you put the right amount of effort and time into the right people, you certainly bet they work! Make sure your prospect list is a pre-qualified good fit for your product and service, and start making the calls. It’s all about being omnipresent through all marketing and sales methods so that when a potential client has a problem with your solution, they will call you back first. Stay active - the more people you call, the more chances you will get a sale.

“LINKEDIN DOESN’T MAKE ANY MONEY” LinkedIn is the go-to for connecting B2B sales opportunities. If you are building your brand, putting out a consistent and constant stream of content, and providing people with value, you will undoubtedly make a lot of sales through LinkedIn. Again, it’s all about giving value - don’t just make a connection request and ask your new connection to buy from you. Messaging on LinkedIn is far more effective than e-mail now because of the content, videos, and information you can post on the platform.

“TRADE SHOWS GIVE THE BEST LEADS” Audit the amount you spend on yearly tradeshows and calculate its results. You may spend more on attendance than what you receive back in sales. While tradeshows are still great to network, pandemics and other technology have disrupted their value. Reevaluate which 1 or 2 tradeshows are absolute must-attends for your industry, and redistribute the rest of the budget into more impactful marketing methods.

“FOLLOWING UP 2X IS THE MOST I SHOULD DO” Omnipresence was mentioned earlier, and you have to keep hitting at it to the point that’s right below the border of annoying. A “No” today can be a “Yes” a week, month, year, or two from now. So keep following up in some measure as needs, staff, and problems fluctuate in companies - big money is in the follow-up.

“MY QUOTA IS UNREALISTIC” You need to put in the work and change your mindset to reach your quota. Break down your goals into monthly, weekly, and daily goals, and don’t just work toward them, but put more effort into going beyond them.

#technicalsales #mythsofselling #kylemilan

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