Accelerate 2021 is here - Outplay’s first-ever 2-day virtual summit that’s featuring some of the biggest sales leaders that you all look up to.
Introducing our first speaker - Shruti Kapoor, the CEO, and Co-founder of Wingman! If you’re in sales, you might already be familiar with Wingman and how it’s quite literally the perfect ‘wingman’ that helps you impress the prospect and get them interested to book another meeting with you.
Shruti Kapoor believes that a good conversation can easily result in a better sale. Thus, came Wingman - a tool that could monitor and measure each conversation with the prospect and provide real-time insights for the sales reps to understand how they can perform better. Learning what worked and what didn’t is very important while conducting a call review, and Wingman is here to help with just that.
We spoke to Shruti Kapoor to understand her views on sales, some tips, and what topic she’ll be speaking on at Accelerate.
Q. How do you think sales has changed over the past 5 years? What do you predict will happen in the next 5 years?
I feel that sales hasn't changed as much as people had expected it to, 5 years back. 5 years back reps were still entering data into the CRM, and they are doing the same today. So there’s really not much of a stark difference. Also, pipeline reviews (a meeting between a sales rep and manager to discuss the status of pending deals and how to overcome them) were weekly activities then, and they’re conducted similarly today.
Talking about the next 5 years, I think we will see quite a few things in sales:
1. Speed will become an important aspect of sales
2. Most of the non-productive tasks will get eliminated
3. Information and intelligence will be more push-based
Q. What is the one piece of advice you'd like to give to people who are just starting out in sales?
You shouldn’t view technologies just as an ancillary but it should be considered as your iron-man suit - your super-power.
Q. Can you tell us a bit about your greatest win in sales, something that still motivates you to date?
That would be my first cold outreach to close!
Q. Okay, let’s pretend this is a cold call, what’s your go-to cold calling opener? :)
I would start with something as simple as ‘’Hey Paul, how are you doing?’’
Q. Can you give us a few tips on how to get through customers and what can you do to avoid being ghosted?
The best way to avoid being ignored is to get into an anti-ghosting agreement upfront at the end of your discovery call. Tell the customer "Can I ask you something? I understand that your priorities might change during the course of our interaction, can I request you to let me know in case that happens and not ghost me :)"
What will you be talking about at Accelerate 2021?
At Accelerate, I’ll be talking about how to work around your customer objections, which are faced by sales reps at every stage. My topic is ‘Customer Objections - Opportunity NOT Obstacle’
Catch Shruti Kapoor on the 14th and 15th of December! And if you still haven’t registered for Accelerate, now’s your chance: Save my seat!
See you soon!