One of my monthly activities is the Communitech Sales Leaders P2P, where entrepreneurs and community members gather to share and learn from industry leaders. This past February we had Joseph Fung, a serial entrepreneur, speak on the topic of ‘My Most Stressful Sales’. With his most recent startup, Kiite, Joseph and his team have built the world’s first Intelligent Sales Coach, which Joseph used in his examples. We also discussed some of his favourite AI tools. The highlights of Joseph’s talk included:
Ask about pricing early
While at Lewis Media, Joseph and his team were launching a new tool. They organized an event and had 10 people attend that would be ideal clients. They presented the solution and then asked the attendees to write the price down. They offered a special deal to the organizations for taking part; a very creative way to benchmark the price. They were also able to generate a few trial of customers out of the event.
Be responsive
Some of Joseph’s sales and fund-raising success is linked to getting back to funders and prospects quickly. They try to get back within 5 minutes to capitalize on the interest. It got to a point before they had a sales team that Joseph would sometimes excuse himself from meetings to deal with it. Being responsive is key to engaging with your prospects and showing your interest in their pain points and business.
Set the pace
Understand the next steps and over deliver on your commitments. This enables you to try and speed up the process by being always ahead of the milestones that you are in charge of.
AI will change sales. Both on the sales rep and sales management perspective. Millennials will be more likely to adopt AI or chatbots: your sales team needs to be thinking about how you can use AI and try tools that can help make the sales and marketing team more effective.
Joseph’s favourite AI Sales apps
- people.ai: Automatically capture all sales activity to drive intelligent sales management and marketing insights
- TalkIQ: Improve your business with real-time voice analytics
- Conversica: We create engaging conversations so that you can reach your sales goals
- Kiite: Kiite has built the world’s first Intelligent Sales Coach
If you are in the Kitchener-Waterloo region and interested in sales management, leadership, or strategy join our Sales Leaders P2P.
