Just Say NO to the Spray and Pray Method of Selling

Ted Kalomiris on October 18, 2023

When I was in high school, speech club and theater were my extracurricular passions and a critical distraction from all the pains of my high school years. Lessons learned in these spaces were incredibly helpful to me later in life and in my career.

Mr. Kimball, my speech and theater teacher, taught key lessons of active listening as a means to get the audience invested into my often warbled message. Mr. Kimball’s “Diction! Diction! Diction!” still reverberates through my mind as I speak, even today. 

This period of time was when I started to think about listening as the most powerful form of communication in my selling process. However, even as I still maintain this value, I am often tempted to fall into the trap of Spray and Pray Selling, where I need to get the same message out to as many people as possible. For sales leaders, the need to track metrics around the number of touches seems common. Frankly, I do not know what anyone ever saw from encouraging voluminous calls and emails as a method for measuring sales performance. The best business development representative I ever knew would consistently set the most appointments but would have the lowest call numbers. Perhaps it’s just harder to measure quality over quantity, which is no excuse for failing to try.

Rather than attempting to Spray and Pray, consider the following: 

  1. Network

With the advent of technologies like hi5, we can start to prospect more efficiently and successfully. In fact, networking is the fastest way to grow a meaningful pipeline, designed to convert more deals and reinforce your word of mouth branding (your personal brand especially) much more effectively. By increasing relationships within your intended field of business, you will be able to capture the attention of those who are eager and ready to work with you rather than falling in the background as noise.

  1. Attend Conferences

Getting in front of your target audience sometimes requires stepping outside of your comfortable WFH environment and making some moves. By attending conferences where high impact stakeholders will be, you are more likely to grow relationships that will be mutually beneficial. By being intentional about which conferences you plan to attend, you will be able to better leverage this time to grow connections and make new contacts. To find a list of possible conferences within EdTech, follow EdSurge and make plans to attend. 

  1. Deliver Content that is Valuable to Prospective Clients

Lastly, think about the ways you engage and deliver information that adds value to your prospective clients. When I started this From One Founder to Another series, I was eager to offer information that would give peers and those coming into the field insight on how to build a successful business. I was also interested in further developing my personal list of contacts through lead generation. After six months of these bi-monthly articles, I have heard great feedback from colleagues as well as prospects that it “is encouraging to know that someone gets it.” By adding value, you capture a more sincere audience and can focus on building what you do best. 

In the EdTech sector, where the needs and challenges of educational institutions vary widely, a personalized and relationship-based approach is often the most effective way to prospect for new clients. Networking allows you to understand, address, and adapt to the specific needs of educators and institutions, ultimately increasing your chances of success in this competitive industry.

From one founder to another,
Ted

From One Founder to Another: AI Will Enhance Sales Teams

Ted Kalomiris on May 31, 2023

One of the most vivid memories from my service in the Gulf War was the experience watching officers and NCOs use Magellan. The handheld device could somehow provide the user specific directions using spatial data. I was fascinated seeing this technology in action. This early form of artificial intelligence gave the US one of many technological advantages on the battlefield and saved American lives in the process.

Fast forward 30 years, and we now rely on this technology to provide expedited mobility whether on foot or by transit. While the machine learning in GPS systems has improved immensely, society has come along on that journey in terms of changing behaviors and removing fear from the equation. One might say it has even gained our trust since inception. The same possibilities for enabling sales teams lie ahead as A.I. is harnessed to create process enhancements and efficiencies in the years to come.

Predicting the precise future of sales teams in 10 years is challenging, as technological advancements and their adoption rates can vary significantly. However, based on current trends and the potential of Artificial Intelligence (AI), we can envision several potential changes that may occur in sales teams:

Enhanced Data Analytics: AI will continue to play a crucial role in analyzing vast amounts of customer and market data. Sales teams will have access to more sophisticated predictive analytics, enabling them to make data-driven decisions, identify emerging trends, and personalize their sales strategies further.


AI-Powered Sales Assistants: Virtual sales assistants powered by AI will become more prevalent. These assistants will be able to handle routine tasks, provide real-time sales guidance, and offer personalized recommendations to sales representatives, ultimately improving their efficiency and effectiveness.

Hyper-Personalization: AI will enable even deeper levels of personalization in sales interactions. By leveraging AI algorithms and customer data, sales teams can tailor their messages, offerings, and pricing to individual customers, creating highly personalized experiences that resonate with their specific needs and preferences.

Advanced Chatbots and Voice Assistants: AI-driven chatbots and voice assistants will continue to evolve, becoming more conversational, intelligent, and capable of understanding and responding to complex customer inquiries. These AI assistants will handle initial interactions, qualify leads, and seamlessly hand them off to human sales representatives when necessary.

Virtual Reality (VR) and Augmented Reality (AR) in Sales: VR and AR technologies have the potential to transform the sales process by allowing customers to experience products or services virtually. Sales teams can leverage these technologies to provide immersive demonstrations, virtual tours, and interactive experiences, enhancing customer engagement and decision-making.

Seamless Integration of CRM and AI: Customer Relationship Management (CRM) Systems will be tightly integrated with AI capabilities, enabling seamless data analysis, predictive lead scoring, and automated sales processes. AI will augment CRM systems, providing real-time insights and recommendations to sales teams.

    Sales Skill Augmentation: AI-powered tools will assist sales representatives in developing and honing their skills. Virtual reality simulations, AI-based coaching platforms, and personalized training programs will provide continuous learning opportunities and enable sales professionals to improve their techniques and close deals more effectively.

    Ethical Considerations: As AI becomes more integrated into sales processes, ethical considerations regarding data privacy, transparency, and bias will become increasingly important. Sales teams will need to navigate these challenges and ensure that AI technologies are used responsibly and in alignment with regulatory guidelines.

    It’s worth noting that while AI is likely to have a significant impact on sales teams, human sales professionals will remain essential. The human touch, emotional intelligence, and relationship-building skills will continue to be valuable in sales interactions, complemented by AI-powered tools that enhance efficiency, productivity, and decision-making.

    Tips from One Founder to Another | Trust is the Foundation for Success

    Ted Kalomiris on May 16, 2023

    Trust is the foundation of any successful business relationship, particularly in the context of professional sales. Building trust is a vital component of creating a strong bond with your clients and sales team, which can lead to long-term loyalty and repeat business from customers. A recent Dale Carnegie study indicated that 73% of respondents shared that trust is “very” or “extremely” important to them for building relationships with salespeople. 

    1. Trust establishes credibility. One of the most important reasons for building trust in a professional sales relationship is that it establishes credibility. When clients trust you, they are more likely to believe in the product or service you are selling. They are also more likely to view you as a knowledgeable and reliable source of information. This means that they are more likely to turn to you when they need advice, even if they are not currently in the market to purchase. The LinkedIn State of Sales report confirms that the trust factor is the number one factor in closing deals at 40%, ranking higher than ROI and price. This credibility is priceless.

    2. Trust creates a more positive client experience. When clients feel that they can trust you, they are more likely to feel comfortable discussing their needs and concerns with you. This can lead to a more collaborative sales process, where you are able to work together to find the best solution for their unique situation. This can ultimately lead to higher levels of satisfaction and customer retention.

    3. Trust leads to referrals. Another key benefit of building trust in a professional sales relationship is that it can lead to referrals. When clients trust you, they are more likely to recommend you to others who may benefit from your services. This can help to expand your client base and ultimately lead to increased revenue.

    In order to build trust with your clients, it is important to be transparent and honest in all of your interactions. This means being upfront about any limitations or potential drawbacks of your product or service, as well as being open and honest about pricing and delivery timelines. It is also important to listen actively to your clients and respond promptly to any questions or concerns they may have.

    Trust Between Employer and Salespeople
    Trust between employer and salespeople leads to trust in the outcome of your solution. We as founders want more than advocacy from our salespeople. We want them to believe in our mission, and by extension, in us as founders and leaders. The future mentoring and coaching that will take place over the course of a professional relationship requires trust. The need to gain approval from salespeople to let them into their deals requires trust. And the need for salespeople to be honest with us and willing to share what is holding them back and what they are afraid of certainly involves trust.

    All in all, building trust is an essential component of creating a successful professional sales relationship with clients and sales teams. It helps to establish credibility, create a positive client experience, and ultimately lead to higher levels of satisfaction, customer retention, and revenue. By being transparent, honest, and responsive to your clients’ and team’s needs, you can build trust and create a lasting bond that can benefit all parties for years to come.

    Until next time,

    Ted