Yet only 32 percent of sales people say they have written goals, and only 2 percent say that their manager is a good coach. It’s the responsibility of the sales leader to coach their RMs on how to win more business and to reach their professional and personal goals. High-touch selling is often dependent on high-touch coaching, which can be a great motivator for RMs. By understanding the things that are going on with a person’s business, and helping them solve those issues, it deepens your relationship with that customer. Business owners aren’t thinking about the best way to structure a loan…but they ARE thinking about the best way to manage their cash, make payroll and deal with employee turnover, improve invoicing and accounts receivable, and manage payables. Tony suggested RMs “think presidentially,” that is to say, like the president or CEO of a company would think. You will be able to talk with small to mid-sized business (SMB) owners about the unique challenges and opportunities facing them within their industry. Using your industry expertise, you can create more meaningful conversations. By doing your industry research and educating yourself prior to calling on a business in that sector, you inevitably differentiate yourself from your generalist competition. One effective approach, Tony explained, is to choose a specific niche to target and become a specialist on that particular industry using the information available on Vertical IQ. Technology and business intelligence, like what is found on Vertical IQ, can help salespeople make their selling tactics all about the customer. It’s should be about giving something to another person-not trying to convince them to take or buy something from you. Selling, he says, should be about connecting with people. Tony then went into the concept of high-touch selling. In this webinar, Tony discusses how, as a result, technology has forever changed the buying process-the steps a person goes through in order to make their buying decision.Ī salesperson’s initial instinct may be to use all the technology they have at their fingertips in order to try to close a sale with a prospect or client-technology makes solving problems easier, after all! But when they do this and neglect to hone their more traditional selling and relationship-building skills, they risk losing out to a competitor. This new round of funding allows us to invest heavily in our product to add features that data engineers love, as well as UIs that make Hightouch accessible to different verticals of business users, starting with marketers and expanding into sales, customer success, and support.The final installment in Vertical IQ’s free fall webinar series was last week-a presentation entitled High-Tech Coaching in a High-Tech World, presented by Tony Cole of Anthony Cole Training Group, a company that specializes in banking, financial advisory, and insurance sales and management training.įrom ordering dinner to booking a flight, technology is our go-to solution to problems today. Our vision is to make data accessible and useful to everyone within a company, said Kashish Gupta, co-founder of Hightouch. This year, Hightouch has partnered with B2C brands like Betterment, EyeByeDirect, Imperfect Foods, Autotrader, and Nando's, as well as B2B companies like Plaid, Ramp, CircleCI, Lucidchart, and SurveyMonkey. Hightouch has hundreds of customers, including Fortune 500 companies. Since the Series A announcement, Hightouch has increased revenue by more than twofold and grown the team from four employees at the beginning of the year to thirty today. The growth of the market and stellar customer interviews led investors to pre-empt the company's Series B. This comes just months after announcing their Series A due to rapid customer acquisition,a new product ( Hightouch Audiences), and the tailwinds of companies adopting cloud data warehouses and the modern data stack. Hightouch co-founders Josh Curl (left), Kashish Gupta (center), and Tejas Manohar (right)
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