Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls

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10 Mistakes that Kill
Sales Calls

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Sales Leaders
miss or make
the number
one sales call
at a time.

3. 3
Sales Leaders
miss or make
the number
one sales call
at a time.
Yet, they rarely pay attention to
each call

4. 4
Most Sales Leaders look at each rep’s
performance to quota
They also review
the pipeline, but
these are too
difficult to control
Sales leaders can control the quality of
sales calls every day.

5. 5
Great single sales call execution
will lead to greater results.

6. 6
This post explores 10 common
sales call mistakes.
Then we review 4 simple steps
sales leaders can implement to
prevent them.

7. 7
The sales call coaching tool will help sales
leaders ensure their reps are prepared.
Download it to improve sales call
performance immediately

8. 8
10 Mistakes that
Kill Sales Calls

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#1. Show up and throw up
(Inward-Out Approach)
Quit talking about how
great your product or
company is.
Nobody cares

10. 10
They want to know how it will help them.
How will your solution help get them promoted.
Make them more money.
Get them recognized by their boss.
Period.

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Entering a call
unprepared still shocks
me.
But 8 out of 10 calls we
observe don’t have
completed call plans.
Sales people don’t
think they need them.
#2. Poor self-preparation
(no call plan)

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Your sales rep talks a lot, but doesn’t
engage the audience. The audience
loses interest after 5 minutes.
#3. Call is one-sided –
Talking head syndrome

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Multiple people trying to get
their point across meeting
leads to little customer
interaction.
The customer ends the call
because time is up without
next steps being discussed.
#4. Overlays/Specialists
aren’t on the same page
as the sales rep

14. 14
We all miss things. A little coaching and
inspection can make a huge impact on a
single call.
#5. Front-line Sales Managers aren’t
providing adequate coaching

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You know you want to move
the deal forward.
Is that an objective?
NO
Set clear, measurable
objectives for each sales
call. Then self-assess post
call.
#6. Objectives for call aren’t clear

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The best sales people ask tough questions.
They surface fear and risk.
Average sales people talk about product and
avoid “awkward” discussions.
#7. Topical Conversation

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#8. Sales Rep Happy Ears
The rep thinks every call went
great.
They ignore risks, gaps, and
pitfalls.
While optimism is a good
thing, it has to be balanced
with reality.

18. 18
The easiest way to
reduce your sales cycle
length is to establish
next steps.
Never end a meeting
with “I’ll call you next
week to catch up”.
#9. The call ends without steps
being defined

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Sales people that talk
product and price are a
dime a dozen.
Great sale people teach
the customer
something new.
They bring insight and
thought leadership that
isn’t the norm.
#10. Lack of Value

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The best sales teams do something
that is very difficult.
They execute on a daily basis.
You either move the deal forward or you don’t.

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1.Track:
you have to know what
interactions are coming
up.
2. Inspect:
CRM: is the deal
progressing?
Job Aids: Has the rep
completed a call plan?
3. Ask:
Probing questions to
ensure they are
prepared
4. Provide:
ideas, insights, content,
examples, use cases and
best practices.
How to Prepare your Sales Team
for Major Interactions

22. 22
Download the
Sales Call Coaching Tool
to ensure your sales people
are properly prepared

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Learn More
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