Written By Jeff Skousen, VP of corporate sales at Domo in American Fork
1. Understand the business before the tech.
To be successful in the tech space, it is critical that we understand our customers’ business challenges, what keeps them up at night, and where their pain points originate. If we are working with a retail company, we need to understand how they track things like inventory, sales performance by category and conversion rates. Once we fully understand the business, we’re able to identify exactly where we fit into the solution.
2. Never underestimate the power of free lunch and dinner.
“I haven’t bought groceries since I started working at Domo” is a common statement among our sales team. With everything that constantly demands our attention, food is one less thing we have to worry about. By providing unlimited snacks, drinks, lunch and dinner, we know our sales reps are happy and well fed so they can focus on making the sale.
3. We are expert storytellers.
Telling stories when selling tech is critical in helping prospects see the vision of what can become reality. Being relevant to the industry and persona — and including a personal story — will set you apart from 90 percent of your competition.
4. We eat our own dog food.
Selling in the tech space means eating, sleeping, breathing tech all of the time. Whether it’s working from the latest Macbook to using Domo to track our real-time analytics, we’re eating our own dog food and what we sell is the latest and greatest in the tech space.
5. We’re driven by data.
In order to crush quotas, our sales team needs the right information at the right time, and with Domo, we’re able to bring all the sales metrics we care about into a single dashboard so we can see everything from the top of the funnel to the bottom-line revenue and, most importantly, make decisions and take action based on that information. Individual reps know what their vital metrics are — including average deal size, time-to-close and conversion rate. They can also see metrics compared to the best reps on the team and how they rank. This drives behavior more than anything else we do as a sales team.