#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competitionUse wedge questions to uncover pain points where your product wins vs competitionPropose a follow up time or figure out the prospect’s buying window and reach out thenSend videos to contacts that have gone dark, or shoot them a tentative calendar inviteKatie’s Path to President’s Club: Director of Sales TrainingGolden Rule of Selling Podcast9 years of medical device sales======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Cold Calls
30 Minutes to President's Club | No-Nonsense Sales
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Ask your prospect “what do you like about X” instead of bashing your competition
- Use wedge questions to uncover pain points where your product wins vs competition
- Propose a follow up time or figure out the prospect’s buying window and reach out then
- Send videos to contacts that have gone dark, or shoot them a tentative calendar invite
Katie’s Path to President’s Club:
- Director of Sales Training
- Golden Rule of Selling Podcast
- 9 years of medical device sales
RESOURCES DISCUSSED