Marketing Tip of the Week: Avoid These 5 Common Sales Mistakes [Video]

Posted by Katie Steelman on Tue, Dec 29, 2015

MTOTW #31: The majority of high tech buyers prefer to sell themselves on a purchase before contacting your salespeople. But once they do reach out, there are five common mistakes that can derail the sale.

  1. Perceived disinterest. If you’re at a tradeshow booth, make sure your phone is put away and that you’re talking to prospects. And on a daily basis, make sure you respond quickly to RFQs and questions.
  2. Inconsistency in follow-up. To stay on customers’ radar, set up an email nurture campaign that provides relevant news and content.
  3. Waiting for the phone to ring. It takes about 8-12 touches to start a conversation with a lead, so encourage that dialogue with a balance of phone calls and emails.
  4. Slow quoting. Many companies find that incomplete RFQ information is an issue, but even a quick response to clarify specs moves quoting along and keeps the prospect engaged.
  5. Focusing solely on the product. Know what your customer's problems are and how you can help solve them.

Learn more: 5 Biggest Marketing & Sales Challenges for Engineers

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Topics: Optics, Business Insights, Marketing Strategy, Sales