Hacking the sales process is impossible unless you lay down an effective selling foundation first. Do not hack sales unless you know the 3 sales principles.

When people say they want to hack the hiring process, what they really mean is that instead of focusing on hard work like actually reading resumes and checking references, all you need are some tools and lead lists. But this wont get them very far.

Stop looking for tips and tricks to fix your sales problems, instead learn the three most important things every company needs. Those are: having a strong foundation of great customer service; creating an environment that inspires creativity in its employees; and building trust with customers.

And if you know these three things, you wont need to hack sales. Youll be able to target the right people with the right messaging at just the right time and guide them into purchasing.

With this new model, you wont have to convince people to buy anymore. There will be no high-pressure sales or anything like that. Youll also spend less time on bad opportunities.

In order to build a great sales organization, you need to know these three sales principle.

  • When someone becomes a lead, it means that they are in the middle of an opportunity.
  • Ideal customer profile (ICP)
  • When a buyer is looking for something, they go through their own process and map out how much time it will take to find what they want. This might be different than the way that I would do research.

If youre not careful in your sales principles, your time will be spent on the wrong opportunities. Let’s know more about the sales principles.

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

1. The difference of a lead and an opportunity

If you dont know the difference between a lead and an opportunity, how do you focus on what to sell?

If your reps are constantly working on unqualified leads and not making any progress, they will be less motivated. Theyll also waste time and energy doing the wrong things.

Instead of trying to come up with a clever negotiation strategy, be disciplined and have your selling principles to find the best opportunities.

Qualifying your opportunities is vital to increase close rates and forecast predictability. Qualification doesnt have a one-time activity either, its constant throughout the sales process.

Instead of trying to hack together an automated solution that will close your opportunities, spend the time understanding and focusing on what prospects want or need. Youll crush all of your sales teams revenue goals as a result.

2. Make an ideal customer profile (ICP)

The first question a sales leader needs to ask is who the customer is.

The answers to these questions will dictate how your sales organization is structured and the maturity of its playbook.

If you hear I dont know or something like that, it means the company doesnt really have an idea of who their customer is.

If you cannot describe your customer, how will you know who they are? You wont be able to speak intelligently with them or even find the right person. It is a major problem.

You cant just focus on simple selling alone. You have to work on both the company and your customers.

You cant rely on marketing or the product to make your customers want what you have. You need engineering and salespeople too.

Instead of describing the pains and problems your ideal customer deals with, describe how your company helps solve them. This can be done on a more general level or at an individual one.

They help businesses by giving them a better idea of what their sales team is doing, and how successful they are.

Be specific about what pain your company is solving. If you are too high-level, it will be misinterpreted by the team and organization as a whole.

Its important to remember what frustrates people during the week. What are they having trouble with?

The next step is to write down the business characteristics of your ideal customer. Look at current customers and see if they have any qualities that you cant find in another potential client.

If you are searching for a new employee, searchable characteristics can be found on LinkedIn or Zoominfo.

Next, write down the characteristics that would not be found through a standard Google search. If these traits were true, you know this is your ideal customer.

Heres an example:

If your customers are planning on expanding to a new market, you might not be able to know this without speaking with someone internally. You would need insider information in order for it not to seem like an accident.

Next, write down the people who are part of that buying process. Its not just your internal champion but also those involved in making this decision.

I created a chart that lists out their responsibilities, what they care about, and the pains they deal with. I also included information like genderage range.

Sales Principles

 

The more detailed you can be with your job description, the better. When you know exactly what to look for in a candidate, then it will be easier for them to find their dream position.

Next, map both the business and individual pains to each of your value props. You may have a lot in common with one customer profile or you might be trying to reach multiple demographics.

When youre searching for your ideal customer, make columns to list the searchable and non-searchable traits that they have.

Sales Principles

 

One way to make sure you are targeting the right customers is by defining your ideal customer profiles. Once these have been created, share them with everyone in the company and rally around them.

Keep your customer information up to date. You might learn something new about them, or realize some of the characteristics dont matter for what you need.

When youre looking for customers, focus on finding people with these characteristics. If your prospect has any of them, then theres a good chance youll be able to win the business.

3. The buyers map and principles of selling textbook sales process

If you want to have a successful sales process, the first thing is to create your buyers process. No one cares about your sales process except yourself and team.

Typically, there are three steps to the buying process. Awareness leads to consideration and finally decision.

But its not enough to just think about diversity during the hiring process. You need to consider how people become aware, then they decide.

For example, when you are buying a house. You wont just ask how much it will cost and then decide based on that number.

They will ask things like:

  • Do you want to buy a house or rent?
  • Where should we buy?
  • How big of a place do we want?
  • What other things are necessities? A backyard and garage.

You get the point.

Buyers always have questions about the price before they commit to a purchase. You cant just convince them into buying, you need to guide them through it.

In order to provide value, you have to go with them on the journey and help them figure out what theyre not thinking about.

When youre helping someone, there is no need to sell anything. You just have to guide them in their purchase and they will love you for it.

To really see the value of what you do, take your work and map it to steps in a sales process.

Make the sales process simple and straightforward. The steps should be in past tense, so its clear what needs to happen for a sale to move on from one stage to another.

If youre a buyer, your buyers will love you because theyll feel like their input is valued and respected.

Some best practices for a hiring process are as follows:

Sales Principles

 

Dont hack your process, dont skip steps, and make sure that buyers are not forced to do anything they dont want. Once you get this down, revenue will grow as needed.

If youre not sure what to do, just hack sales but make sures to apply and observe the sales principles.

Instead of hacking sales, just figure it out.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

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Justin McGill
About Author: Justin McGill
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