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WATCH: Tips To Win Over A Sales Prospect In 10 Seconds

Managed Sales Pros CEO Carrie Simpson says the days of the hundred-page value proposition are over. She shares what solution providers should do instead in an interview with CRNtv.

The days of the hundred-page value proposition in sales are over, says Managed Sales Pros CEO Carrie Simpson, who instead says it’s critical for solution providers to hook a prospect in 10 seconds or less. She explained how to do that at The Channel Company’s NexGen Conference and Expo held in Anaheim, Calif. this week.

“I still see people creating these elaborate sales and marketing kits. They are 50-pages deep and they are beautiful and glossy. They cost a million dollars to mail and people just chuck them in the garbage,” said Simpson. “It isn’t about relaying your value proposition as much as it about creating an environment, where people leave with a positive memory of you.”

Managed Sales Pros is one of the only sales prospecting firms in North America focused solely on the technology channel. Simpson says one of the biggest mistakes solution providers make is pitching a prospect in the wrong environment.

“If you’re trying to sell on the trade-show floor and it’s loud and noisy and drinks are spilling on people, that’s not a great environment to sell to people. You’re far better to try and move that person into a quiet, calm space. I think people make the mistake of really trying to sell in places where they should really be connecting.”

Simpson said she will also push to create an immediate connection with a prospect, whether that’s by sharing information about her background or wearing colorful, memorable shoes. It’s all about fascinating a prospect or you’ll fail, she says.

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