Many sales systems today promote no collateral sales calls. This is supported by marketing trickle campaign systems that well qualify and inform prospects prior to any sales call or visit. The next question is what does that leave for the sales call? The honest answer is that sales calls require more of sales today than ever.
Sales needs to be prepared to Work TCO and EVA models with their customers on early calls. The talk on an initial call may jump in to systems deployment and use models. Ten years ago sales managers would visit early Product teams and engage only as a set of guardrails. Today the best engage through testing phases and development, taking conspicuous notes, teaching their teams.
Going back to the “tech guys” after first calls and putting our people with your people is not enough. Sales executives have first call customers that may ask questions like newbies but rarely are you in front of someone that is not already aware of your product, your competitors, and more. Sales enablement today requires more detail and moving the customer through their process ensuring they have chosen well and “It will Work”
