August 15, 2014
Sometimes when your backup and disaster recovery (BDR) and business continuity sales team needs to get out of a rut, the best thing to do is think a little differently by moving away from worn-out strategies.
Try a different approach and find out what works best with other businesses offering the same services as you. How do they pitch wrap business continuity under their brand? How do their salespeople connect with customers?
Here are some new strategies to test out with your customers.
How to Find Customer Pain Points for BDR Sales. What do your customers want? Even if you ask them, they won’t be able to tell you. But if you ask the right questions, you’ll be able to put the pieces of the puzzle together. Look for customer pain points, and you’ll be selling more in no time.
Attention Sales: It’s Time to Lead With Listening, Not Talking. We all know it: Many salespeople are talkers — it’s in their DNA. But when it comes to selling BDR and business continuity, salespeople have the potential to acquire more customers down the road if they listen for customer pain points in the beginning. Here’s how.
Wake-up Call for MSPs: Stop Selling Products. You’ve probably heard it from us before, but we’re going to say it again: Sell your brand instead of your products. If you don’t believe us, maybe a familiar face in the channel can persuade you to come over to the brand side. Here’s how you can make a little more money after changing your approach to sales.
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