Scoro Sales Handbook

The guide to becoming a Scoro Sales Wizard

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Shared goals

  • Research, identify, and prioritize target companies.
  • Identify target companies’ pain and provide evidence on how our product will meet their needs, deliver high value, and differ from competitors.
  • Focus on tailored solution-selling, provide the best possible sales experience, and bring them onboard.
  • Be continuously informed about the target market & competitors.
  • Contribute to the product development and marketing in order to create a symbiosis between market needs, our product, and strategies, while always being one step ahead.

Internal communication

  • Use the email sales@scoro.com to contact the whole sales team. Do not share this email with clients; it’s only for internal use. You can find all the regional mailing lists here.
  • The public Slack channel for Sales is #sales-team. Other channels that are useful for you are #clientfacing (will be added to the channel by SalesOps), #competitors, #product-updates, and #onboarding-team. You can see the full list of channels here.
  • We use Scoro purposefully; this means we add tasks, notifications, and comments in Scoro, which you need to keep an eye on. Whenever you need someone to get something done, you should either add a task to a colleague in Scoro (and send a Scoro notification) or send an email.
  • If you are not sure who to contact with a specific issue, have a look at the responsibility grid here. All teams have a responsibility grid under their subheading in the News Feed. Our Sales Organisation Chart is here.
  • The guide to becoming a full-stack Scorer can be found here. The password to the guide will be updated regularly, and the newest password will always be available in the News Feed article.

Sales resources

We consider the Sales Handbook as the primary resource for most information, but there are some limitations to this. In the news feed article, we have listed all of the sales materials we have currently in use and where to find them.

 

Tech setup

We practice what we preach, so Scoro (our site is called Landmark) is our primary working tool. We use it for almost everything: this is where we have our calendar, manage our leads and tasks, leave notifications and comments, and last but not least – where we log our time. Your access to Landmark is in your first welcome mail.

 

However, we also use additional external software and databases for our work. Below you see a list of software and databases we use and who to turn to if you need some help with accessing these.

 

External software/database What we use it for How to get access
Google Google Drive Sales folder is where we gather most of our sales-related materials Kätlyn or Keyt
Zoom Video conferences with clients Kätlyn
Outreach The main channel for outbound activities Kätlyn
Vidyard Video tool for enhancing our sales & marketing reach Helena
Slack Internal communication Added automatically
LinkedIn Sales Navigator Used for reach-outs and network building Kätlyn
Toky The platform used for sales calls in the US Kätlyn
Calendly Used for scheduling meetings with leads in some cases Sync Calendly with your Gmail account. Then sync your Gmail account to Scoro.
MS Office Word, Excel, etc. Kätlyn
Pages + Keynote + Numbers Most of us use these instead of Microsoft Office, so you should get them just in case someone sends you a file you need to access. Free download from the AppStore
Hunter The database used for outbound sales – helps to find email addresses and connect with people Kätlyn
ZoomInfo The database used for quality outbound contacts Kätlyn
Lead Feeder Software used for website visitor tracking Kätlyn
Skype Making client calls Kätlyn

 

Scoro Sales Best Practices

Sales tips

 

 

To be the best, we have to be continually challenged and push ourselves. Below we have gathered some tips & tricks to use during your everyday sales life.

  • Always be yourself. Learn from those around you but deliver in your style.
  • LinkedIn & social selling. LinkedIn is not your digital CV; it is a sales tool. Make sure you have a professional picture, always look to expand your network and share content at least 1-2 times a week.
  • Fail to prepare, prepare to fail. From checking your emails and calendar religiously to giving yourself an hour before the start of each day to ensuring you give yourself time to research. Do your research, know who you are talking, and try to find out as much about them and the company as possible.
  • Be consultative & ask the right questions. We don’t sell; we teach people to buy. Everyone wants to buy something: no one gives you 30-60 mins without pain. If you don’t get the answers you wish, you are asking the wrong questions.
  • Don’t be a lone wolf. You don’t have to do this alone – your job is to sell, but let the Pre-Sales take the technical questions and demos so you can focus on finding information & delivering a message.
  • Don’t show up and throw up. Focus on the pain of the specific customer and what specific features of Scoro would be beneficial for the customer – concentrate on tailored value-selling.
  • Time kills deals. Try and qualify out early, but always slow down to go faster.
  • You have two ears and one mouth. Use it in that ratio.
  • Learn to say no. Don’t give out promises you can’t or don’t want to keep!

 

 

Before client meetings

 

 

  • Plan your day properly. If you are back to back, you have to be able to control and ensure the meetings don’t run over.
  • Know what you want to achieve in the meeting. Maintain control, so you meet your objectives in the time scale.
  • Ensure you know who is attending from both sides, you have a confirmed agenda, and each Scoro team member knows what their role is in the meeting.
  • Practice your presentation in front of the mirror and record yourself on Zoom presenting.

Zoom

  • Ensure you have full control of the meeting.
  • Make sure external guests wait in a lobby and only enter when you allow.
  • Ensure the recording starts automatically.
  • We encourage you to have your camera on. This helps build, strengthen, and polish the relationship.
  • Try to use Google integration so unique meeting code is created each meeting, so if it runs over, you won’t have the next attendees trying to join. You can also use your personalized one, but in this case, you should have the waiting room functionality enabled.

Slack

  • Make sure this is your main IM channel.
  • Ensure that new messages don’t show up on your main screen so that when you demo, you can use it to message each other about hints and tips.

 

At client meetings

 

 

  • Stop talking about yourself. Start talking about and to the audience. Try to find common ground early.
  • Voice and language matter. Add three times the number of pauses as you think normal and ditch the over-technical speak. Choose a clear, simple language that anyone can understand to make your points. Use “active”, not “passive” English – don’t say “It is expected”, do say “We expect.”
  • Use visuals and creativity. Use pictures, images, maybe videos to make your case. It freshens up the presentation and makes you stand out.
  • Tell anecdotes and stories. Tell a story about a client’s result, tell a story about your research into the client’s goals.
  • Talk positive outcomes, not process. Think about two examples of success for a specific client and link back to the current pain that they are experiencing.
  • Don’t be defensive. You don’t need to be defensive because your competitor has one feature out of 100 that Scoro doesn’t have.

 

Try these things in your next meeting:

  • Go for the whole meeting without speaking for more than 5 minutes.
  • Get every question answered in 30 minutes for the MEDDICC.