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Bits ‘N’ Pieces

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6 mistakes your sales reps make

While your sales representatives may be following a carefully constructed script designed to drive sales, some tried-and-true pitch techniques could be hurting your sales rather than helping them. Review these six mistakes, as outlined by Rick Anderson for the Society for Scholarly Publishing’s blog “The Scholarly Kitchen,” to ensure your reps are driving, not losing, the sale.

  • Bragging about company growth. When potential clients hear about your new big-name clients, they think, “My company will not be as important to you, and it will take longer for you to respond to me.” If you do talk about customer-base growth, include how you’re adding staff to supplement that growth.
  • Telling the company story. Clients don’t care when and where the company was founded. Put yourself in the client’s shoes and communicate how your company can help it.
  • Selling the brand. Clients care about what you are going to provide them, not your name. Sell the product or service, not the company.
  • Implying staff time is valueless. Don’t ask a company for a meeting with a large group of people. The business is paying those staff members and losing productivity during the meeting. Show respect by getting to the point and thanking attendees.
  • Responding to affordability questions with value arguments. Price trumps value. Businesses have budgets, and a value proposition doesn’t make money magically appear. Work with clients to find a price point that’s best for them.
  • Making promises you can’t keep. Sales reps make promises first and ask questions later to make the sale, but backing out of a promise can hurt your company’s reputation and cause you to lose clients.


Mobile app development to surpass desktop development

Thinking about rolling out a mobile app? These statistics may push you to develop one sooner rather than later.

While traditional enterprise application development has been focused on the desktop and the Web, 72 percent of enterprise leaders think it is “likely, to very likely” that mobile development will outpace Web and desktop development in 2013, according to a survey by Appcelerator, the company that makes the mobile platform Titanium.

In addition, 87 percent of respondents predicted that more mobile apps will be delivered than desktop apps in the next year.