The question “How can you sell my product if you aren’t in the industry and don’t work here full-time?” is such a great question and it is asked by about 75% of the organizations we speak with.
The answer is pretty straightforward.

Our Process

When we engage with a new customer, we go through an onboarding process called a Sales Fast Start Plan. This starts as a questionnaire that the client completes with questions ranging from your ideal customer profile, product or solution, messaging, sales and marketing material, key objections, pricing, what CRM you are using amongst other things. From here and after reviewing these answers with you and any additional sales material you have sent, we build a sales plan. This plan and the messaging created allows us to be in a position to understand your company and product, at a level to answer basic questions and ask the client probing questions.

In 99% of cases, we do not need to be technical experts in your product to assist with sales efforts.
Why? We have you and your technical team. Our job early on is to book discovery calls for you, to know enough to be dangerous and ask great sales probing questions. You are there to answer the technical ones and listen to the objections or business pain the customer articulates. Over time, through these calls, we will pick up more and more of the technical information and take those initial conversations further.

Where the Real Learning Happens

The real learning takes place during those calls with customers and yes, it will take time to learn the technical information but initially, we just want you speaking with prospects as you will always be your best sales person.

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