In this presentation we highlight the 9 most common mistakes made by inside sales reps in a B2B scenario.

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
9 B2B INSIDE SALES MISTAKES
Visit us at www.aayuja.com
Meet Goals, Beat Competition, Exceed Expectations
*Via our friends at ProSalesStaff

2. AAyuja Internal and Confidential © 2012
Neglecting your prospect for new
business
It is very easy to focus only where money
comes from and forget the new ways in which
we could get new business.
1

3. AAyuja Internal and Confidential © 2012
Not listening – really listening
You got to listen carefully and identify the
need of the product that you require.
2

4. AAyuja Internal and Confidential © 2012
Going off-topic too often
If you need to win the deal then don’t divert
from the topic so that the customer creates an
interest.
3

5. AAyuja Internal and Confidential © 2012
Being unprepared
If you are prospecting new business you must
know the following:
You must know exactly what you going to say.
Be ready for any questions you may be asked.
Have a basic knowledge of your prospect and
potential need.
4

6. AAyuja Internal and Confidential © 2012
Jumping straight to the sale with no
warm-up
It is better to educate the customer to close
the deal rather than hurrying it up.
5

7. AAyuja Internal and Confidential © 2012
Not asking for the sale
Salespeople are good presenters they wont
ask for business. Once you establish comfort
and educate the prospect then ask them for
making a buying decision.
6

8. AAyuja Internal and Confidential © 2012
Overselling
Overselling trends past the fine line of being
informative, enthusiasm and being
unbearable.
7

9. AAyuja Internal and Confidential © 2012
Not following up on leads
Follow up of leads is very important as it
shows how organized, keeps in mind the due
diligence of a salespeople.
8

10. AAyuja Internal and Confidential © 2012
Pre-judging your prospects
Salespeople routinely miss sales because they
prejudge their customers. Treat every sales
prospect as a prospective customer. The
prospect you dismissed may have shocked you
by becoming your top client.
9