NeildeSaaSTyson

Senior Account Executive (MM)

Humility Time: What are we all most guilty of?

Im not talking about the one time you didn't ask the tough questions on a discovery, Im talking about the habits that we have picked up along that they way that we wish we hadn't. It's difficult to get everything right all the time, curious what bad habits other savages have picked up and better yet, if anyone has tips and tricks to get passed them.

I'll start: filler words, I need an Um's per minute meter on my screen despite knowing our product and our process like the back of my hand. Shameful.

What Bad Habits are you guilty of?

Attached poll

Fillers words: Your Ums and Cools Making assumptions on Discovery, you know it all and have seen it all Going to your pitch to quickly - slow down eager beaver Other (Comment)

*Voting in this poll no longer yields commission.

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20 comments

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hh456

Celebrated Contributor

sales

apathy. sometimes i wonder whats the purpose of life. im also old tho, so im going through that rn.

FamilyTruckster

Politicker

Exec Director, Major Accounts

Great response to a customer.
“How am I today? Apathetic.”

Mobi85

Politicker

Regional Sales Manager

One that annoys me and I am guilty of it at times is giving way to detailed answer and adding a bunch of bs. I always try to remember the saying “when they ask you the time, don’t build them a clock. Just tell them the time”

UrAssIsSaaS

Arsonist

SaaS Eater

It sounds really stupid, but I always remind my team to just answer the question you are asked, nothing else. Its wild how often a prospect will ask 1 question and the AE will answer it along with 5 other questions they didn't ask. Which then just brings out a bunch more objections the prospect hadn't even thought of.

NeildeSaaSTyson

Contributor

Senior Account Executive (MM)

@UrAssIsSaaS I think there is definitely an eagerness to prove expertise, which can absolutely backfire like you said, especially when reps are new.

Mobi85

Politicker

Regional Sales Manager

@UrAssIsSaaS it is always infuriating hearing that and knowing the sales lifespan has now been expanded out more days/weeks/months by the rep not forgetting to shut up and let them just say yes

AwkwardBlackSalesGirl

Valued Contributor

Sales Manager

Thank you for my new catchphrase... its the double edge sword of having the gift of gab...sometimes less is more lol

FamilyTruckster

Politicker

Exec Director, Major Accounts

Filler words, but not the “ums”….I’m too wordy. Get to the point dummy.

NeildeSaaSTyson

Contributor

Senior Account Executive (MM)

I should have put stacking questions and being to wordy - great call. Guilty as well.

SaaSyBee

Politicker

Founder

The transcripts always make me feel ashamed. Everything is "wonderful" and "excellent" and it's a pukefest of positive filler words.

Sunbunny31

Politicker

Sr Sales Executive 🐰

My brain seems to grasp hold of a phrase and then I'm doomed to repeat it during that call.

MediocreSalesGuy

Valued Contributor

AE (Account Executive)

I am constantly guilty of trying to over-explain things and go down a rabbit hole that doesn't need to be dug. It is 100% anxiety driven and a major gap in my skillset, but I am actively working to address it. My whiteboard in front of me has in large writing; "Keep it simple you moron" and "Be Brief, stop talking".

UrAssIsSaaS

Arsonist

SaaS Eater

As a manager/leader I will fall into the trap of trusting my AE's too much. I know that sounds crazy but there are some really shitty AE's out there that you have to grind on as a manager. They need to be reminded 5 times to do some of the simple things and I will often trust that they execute after the first convo which isn't alway the case.

It probably means I shouldn't be working with them but I digress.

TechSalesQueen

Executive

Sr. Enterprise Account Executive

My leadership dev coach gave me great advice recently - you can’t control anyone else. Give them space. Let them succeed. Or let them fail. If they want and are open to coaching, coach them. But you can’t force someone to care and try. Either they do the work or it’s clear they should move on. No one should be reminded 5x they should do anything. Ask them once and only once how they can be set up to succeed and do the tasks they keep forgetting without reminders. Honor it if it’s reasonable. Refuse if it’s not. Set a deadline for work to be done each week or month and hold them accountable. Then step back and they’ll either prove they can do it or they won’t. People shut down from micromanagement. You may be pleasantly surprised what happens if you show respect through asking how you can help them do these things and then move away to let them prove they can. Gluck!

thetrustedadvisor

Executive

Sr. Customer Account Executive

I pitch too long. Being concise is difficult.

Diablo

Politicker

Sr. AE

Hell yeah, I have this filler thing still but I have implemented a lot and it's still work in progress

UserNotFound

Politicker

Account Executive

I lose focus too easily and don't do a great job of storytelling for the customer. I think that storytelling in sales is an innate talent because as many people as I've been around that are wonderful at it, I've legitimately never picked up the skill- although I'm still great at what I do without it, I do wish I was better at that part of the gig.

WomenWantMeFishFearMe

Politicker

I am speed

whathaveyousoldtomorrow

Opinionated

sales

I am direct and to the point. I avoid the 'GOOD MORNING!!!! I hope your weekend was so wonderful' fluffy time-wasting trash. The prospects love it - internal sales 'support' functions create a tone/issue/emotion that isnt there.

Flippinghubs

Opinionated

Account Executive

Filler for me

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NeildeSaaSTyson

Humility Time: What are we all most guilty of?

What Bad Habits are you guilty of?

20 comments

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