ThatNewAE

Account Executive - Mid enterprise

"Don't bring so much creativity in discoveries and emails, doesn't work in SMBs" How true is this ?

I tend to try lot of creative stuff like pictographs, gifs, filters and some PPts here and there and discoveries normally through a deck which is unlike any other AE in the team at the moment. I hear that SMB sales wouldn't be driven (not even by 2%) through these creative stuff.

Solely to engage customer, not to sell- but is this true ?

🎈 Mentorship

12 comments

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UrAssIsSaaS

Arsonist

SaaS Eater

We use live demos for SMBs and not slides, makes the convo more engaging.

Are you outperforming your peers? If so is it because of your creativity or something else?

jefe

Arsonist

🍁

+1 for live demo over slides, especially for SMB

TennisandSales

Politicker

Head Of Sales

i hate slides. i havnt talked to a prospect EVER that said "Dude your slides were amazing! lets book another call"

Show them what they need to see, show them how you solve the problem. thats it. if you are creative, cool. but make sure those first 2 things are accomplished.

CuriousFox

WR Officer

🦊

Seems easy enough to me 🤷‍♀️

Pachacuti

Politicker

They call me Daddy, Sales Daddy

IMO, it depends on the relevancy. If you send some stupid meme of a duck or kitten - you're wasting your time. If you send the results of a industry-related survey then I might spend 5-10 seconds on it.

The_Sales_Badger

Notorious Answer

Account Executive

Great Point

shootingstar

Opinionated

Sales development representative

As follow up steps on LinkedIn, memes work pretty well for me. Catches the prospect attention, managed to book some meetings out of it (obv was not the 1st touch, was more follow up touch after some value-mails)
Im working on the European market so maybe its different

DungeonsNDemos

Big Shot

Rolling 20's all day

Depends what you're selling and your sales cycle. How do you differentiate SMB vs. Mid Market?

FormerStartupJobHopper

Tycoon

tend to agree. i dont use slides unless walking through complex pricing for a large deal

Diablo

Politicker

Sr. AE

When I was a SMB rep, I was straight to the point (no meme, no ppt) - just demo, deadline follow up’s and close deals.

The_Sales_Badger

Notorious Answer

Account Executive

Not at all - and whoever told you that is more than likely saying it because they don't know how to be creative themselves.

However, there are right ways and wrong ways to do things. Not saying you're doing this incorrectly, but understanding WHEN and WHO to be creative with is necessary.

I'd suggest reading any of Jeb Blount's books (virtual selling or fanatical prospecting come to mind) because they encourage creativity at the right time.

It's also vital that you understand your company's traditional messaging completely. It's one thing to be creative and get the meeting, but it means nothing if you can't deliver the value or outcomes needed to progress the deal.

Ensure you have a full ICP. An ideal customer profile (ICP) isa detailed outline of your ideal customer used to adjust marketing and lead generation tactics.

Don't stop being creative - haters will always hate. It's the ones that are innovative that make the biggest splashes.

shootingstar

Opinionated

Sales development representative

I think creativity in SMB works well bc the prospects are usually younger than those from Enterprise, some coworkers are doing video prospecting, im using memes, others are using LinkedIn voice notes… (I mean for prospecting)

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ThatNewAE

"Don't bring so much creativity in discoveries and emails, doesn't work in SMBs" How true is this ?

12 comments

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