I have sold ~$30M of product across finance & tech.
#1 problem is that the product is not good enough.
If you look at a sales team at a really successful tech company (e.g. Slack), their product is so good that the sales team spends 80% of their time just executing on inbound referrals from existing customers. Shooting fish in a barrel.
Consider a company like Uber where people are so desperate to use the product they will sell their own grandmother to use it. The "growth" or "corporate sales" teams here could be staffed entirely with deaf,mute & blind people and they would crush it.
Sales techniques/"methods" is for losers. Guys like Zig Ziglar lived in a different time where information didn't travel as fast and consumer attitudes were totally different. Here's a relevant quote from Jeff Bezos:
#1 problem is that the product is not good enough.
If you look at a sales team at a really successful tech company (e.g. Slack), their product is so good that the sales team spends 80% of their time just executing on inbound referrals from existing customers. Shooting fish in a barrel.
Consider a company like Uber where people are so desperate to use the product they will sell their own grandmother to use it. The "growth" or "corporate sales" teams here could be staffed entirely with deaf,mute & blind people and they would crush it.
Sales techniques/"methods" is for losers. Guys like Zig Ziglar lived in a different time where information didn't travel as fast and consumer attitudes were totally different. Here's a relevant quote from Jeff Bezos:
Quote:Quote:
"Before if you were making a product, the right business strategy was to put 70% of your attention, energy, and dollars into shouting about a product, and 30% into making a great product. So you could win with a mediocre product, if you were a good enough marketer. That is getting harder to do. The balance of power is shifting toward consumers and away from companies...the individual is empowered... The right way to respond to this if you are a company is to put the vast majority of your energy, attention and dollars into building a great product or service and put a smaller amount into shouting about it, marketing it. If I build a great product or service, my customers will tell each other."