EP #77 - Lars Mangelsdorf: Getting Swiss Sales Right - Swisspreneur

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.

– 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

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