Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

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1. 4:23

   So I would do it through that way as a second, third follow-up, that kind of thing. And then my last actionable tip is regarding subject lines. The shorter the subject line, the better. There's tons of data and research out there on this sales loft and others. I've done my own research on it. If you can even get a one word subject line that works best, some of the ones that I like “best are just follow-up, but it actually has to be a follow-up.” You actually have to have reached out to them already in some way, whether it's LinkedIn or video, I'm sorry, or a phone or email. And then so it's that way, it's honest. You honestly are doing a follow-up. So those are my three actionable tips. Right on. All righty. We haven't talked about cold calling in a minute.

   In Subject line formats

2. 9:04

   And again, I try to be very subtle with that. I like the word ever, because it's not like, is battery life a big issue for you? No, not really. Is battery life ever an issue for you? And it gets those cogs going. So they're thinking to themselves, you know, yeah, actually we did have somebody complain about the batteries just last week about that. “And if they say no, batteries aren't an issue, then I move on to the next one.” Oh, really? Well, what about, you know, blah, blah, blah. And then I continue with those wedge questions where I'm not just going in guns blazing and saying, well, our battery life is so much better than your competitor. I'm finding out what's actually important to them. And so this is one thing that a lot of people tend to screw up is they feel like they need to talk to handle objections.

   In Lack-of-need objections

3. 12:18

   You've got to really come up with a full list of those, and you've got to pre-plan your questions to match those before you even get into a meeting, before you get into a call. And I think that you can do those discovery questions either on the phone, you know, if you catch somebody on the phone that is being real chatty and giving you all this information, “just keep going. Like, don't ask for a meeting, you know, you'll probably get a meeting out of it” if it's going well, but get all that information first because when you actually get there and do a demo, if you have all that information, you're going to be much more successful because you're not going to go in talking about the battery if they don't care about it. You're going to then group when you get into there to do the demo, if you've already done the questioning,

   In Meeting-setting asks

4. 18:52

   off with usually like a week and then maybe do four days on the next one and then another week and vary it. Let's say, however, that you have called someone, they asked you for a quote, and then they just, what I call go dark, you know, you know, you're from again, you're like, no news is brought good news. What should I do? I there's, there's several “Send them a video message, you know, get them to just say, Hey,” I just want to make sure you got the proposal. And a lot of times that will just spur them on to at least say, yes, I got it. You know, I think another great way to do it is to try to get them on the phone. I love to send an outlook message and outlook invite, I should say. And I would only do this to somebody that you've already talked to who actually showed interest because it's pretty brave, but I, but oftentimes, you know, they don't

   In Video prospecting messages

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