Not surprisingly, the same qualities that investors are looking for in entrepreneurs are the same qualities that companies are looking for in sales people. The top priority for both is how well do they engage their audience. According to Robert Herjavec, Star of ABC’s Shark Tank, if you come out and “start with this boring pitch…I don’t care how good it is. I don’t care if you’ve invented the better mousetrap. You’ve already lost me.”
Now, you might be wondering, what’s the best way to go about engaging with your customers, being that every customer is unique? In order to engage with your customers and prospects the way they want to be engaged, you have to take cues from what they are saying and what they are doing. If your sales people are still using sales tools from the last century, they are going to find this task next to impossible.
The key, from an organizational standpoint, is to enable sales people with the tools that will help them get from new lead to closed deal, lead to money, as fast as possible. Having tools in place that give sales reps the intelligence on a prospects digital body language, where they are in the buying process, and expert knowledge at their fingertips will allow them to better engage the prospect with the information they need. Doing so will create a more engaging experience for the prospect leading to a less “boring” pitch.
Special guest speaker, Robert Herjavec, shed some more light on what he looks for in entrepreneurs during his keynote presentation at C3 2014. Read his interview with Entrepreneur here.