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	Podcast:		Swisspreneur Show
	Episode:		EP #77 - Lars Mangelsdorf: Getting Swiss Sales Right
	Category:		Business
	Duration:		00:50:22
	Publish Date:		2020-06-03 10:39:17
	Description:		Timestamps: 1:43 - What common mistakes do Swiss companies make in the B2B sales area? 10:14 - How to get the contact details of future customers 18:49 - Is there such a thing as too many follow-ups with clients? 26:21 - Selling something before it even exists 37:06 - The best sales team set-up The Episode in 60 seconds The ABC of B2B sales First Contact - Consider a mix of standardized outreach via cold emails and personalized strategies via phone or more creative means (ever thought about sending your prospects a shoe?) - Don’t pitch your product upon first contact. Ask questions about your customer’s pain points and wishes. Demo - Don’t just demo all your features. Know what will create value for this specific customer. - If possible, demo on-site to establish a more personal relationship. - Even if you can’t convince the customer, ask for a referral to someone else in the industry. Tools to help you close - Hubspot - LinkedIn Sales Navigator - Hunter - Soap Box - Outreach Documents you need - Data security whitepaper - 1-pager of your product - Testimonials of happy customers, if possible KPIs of your sales team - Accounts Receivable vs target - Conversion rates after first meeting. 30% would be desirable - Diversified leads: ⅓ big accounts, ⅔ small / medium accounts
	Total Play:		0