Go Slap Your Salespeople Around
We typically receive two types of complaints from potential software buyers who submit their needs to Capterra:
1) In the intro email, vendors do not address the specific needs that the prospect has entered in the form. For example, here is an excerpt from a complaint we received recently..."So far I have received 7 responses to my posting. Only two of them gave any indication that they had looked at my specific requirements and could meet them. The form letters from the other vendors don't actually help me to know if they meet my needs or not."
2) The prospect states that they would like to be contacted by email, but the vendors decides to just go ahead and call without any email. Again, here is an excerpt from a recent complaint..."In filling out an RFI with Capterra I asked that vendors with products matching my requirements contact me by email only. It was therefore rather uncomfortable to receive a phone call from one of the companies responding to the request. Even worse was the fact that this company's product wasn't even what I was looking for!"
How difficult is it to pay attention to the potential customer's needs starting from the very first contact that you ever make from them?
So go slap your salespeople around...or stop letting them cost you sales by no longer giving them leads so early in the process!
1) In the intro email, vendors do not address the specific needs that the prospect has entered in the form. For example, here is an excerpt from a complaint we received recently..."So far I have received 7 responses to my posting. Only two of them gave any indication that they had looked at my specific requirements and could meet them. The form letters from the other vendors don't actually help me to know if they meet my needs or not."
2) The prospect states that they would like to be contacted by email, but the vendors decides to just go ahead and call without any email. Again, here is an excerpt from a recent complaint..."In filling out an RFI with Capterra I asked that vendors with products matching my requirements contact me by email only. It was therefore rather uncomfortable to receive a phone call from one of the companies responding to the request. Even worse was the fact that this company's product wasn't even what I was looking for!"
How difficult is it to pay attention to the potential customer's needs starting from the very first contact that you ever make from them?
So go slap your salespeople around...or stop letting them cost you sales by no longer giving them leads so early in the process!
1 Comments:
While Salespeople aren't perfect, don't you think that maybe you're placing the blame on them too fast? Most of the time, Sales gets leads from Marketing. So everyone carries some responsibility. That's why it's so important for Marketing and Sales to communicate...better leads and better results for everyone.
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