Five Enterprise Sales Call Mistakes or “Sales Fails”

You've got a great product or service. You are strong at prospecting and always have first-call sales meetings. But for some reason, the sales calls are not going well and deals just aren't closing.  Sound familiar?

The truth is, even seasoned salespeople fall prey to common mistakes that sabotage their success.  At Thriv Ventures, we've seen it all. Here are 5 critical mistakes or “sales fails” that could be costing you deals:

Walking in Blind: Know Your Prospect!

Imagine meeting someone for the first time and having zero idea who they are or what they do. Awkward, right? The same goes for sales. Failing to research your prospect is a cardinal sin.

Do your homework:  Before you even think about picking up the phone, dive deep. Check their company website, LinkedIn profiles, recent news articles, and even their social media. Understand their industry, their role, and any challenges they might be facing.

Go beyond the basics: Tools like Owler, Crunchbase, and ZoomInfo can provide valuable insights into a company's financials, growth trajectory, and key decision-makers.

Winging It: The Perils of a No-Agenda Meeting

A sales call without a clear agenda is like a road trip without a map. You might get somewhere, but it probably won't be where you intended to go.

Set the stage:  Before the meeting, discuss the agenda and purpose with your prospect. What topics are most important to them? What are your key objectives?

Establish a purpose: Clearly define the desired outcome of the meeting. Are you aiming for a product demo, a needs analysis, or simply to build rapport?

All Talk, No Listen: The Importance of Asking Questions

Don't dominate the conversation with a product pitch.  Your prospect holds valuable information – you need to unlock it.

Ask, and then ask again:  Go beyond surface-level questions.  Use open-ended questions ("Tell me more about...") and dig deeper with follow-up questions to uncover their pain points, motivations, and priorities.

Listen actively: Pay close attention to their responses, both verbal and non-verbal. This will help you tailor your approach and demonstrate genuine interest.

Fooled by False Enthusiasm: Not All Smiles Lead to Sales

A prospect may seem excited, but that doesn't guarantee a closed deal let alone a second meeting. Don't let their initial enthusiasm cloud your judgment. Don’t have “happy ears.”

Read between the lines:  Pay attention to buying signals (or lack thereof). Are they asking detailed questions? Engaging with your presentation? Or are they simply being polite?

Qualify thoroughly:  Assess their budget, authority, pain, need, and timeline. Its better to qualify out as soon as you can, rather than spend more time on a prospect that isn’t going to buy.

One and Done: The Follow-Up Fail

Sales is a marathon, not a sprint.  Failing to nurture relationships after the initial call is a missed opportunity. While you may not sell anything to them now, you might in the future.

Stay top-of-mind:  Implement a consistent follow-up strategy. Send personalized emails, share relevant content, and schedule check-in calls.

Provide value:  Don't just push for a sale. Offer helpful resources, insights, and solutions that address their specific needs. Some of these come back around.

Stay tuned for our next installment, where we'll reveal even more common enterprise sales miscues and provide actionable strategies to elevate your game. Visit our home page or contact us for more information.