Takeaways It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the industry or demographics of companies you’re looking at. Taking those numbers to the next level focuses on the people behind the numbers. What are their common needs? How can you help meet them? When you consider the current marketplace, and the ins and outs of each organization, part of being a successful salesperson is understanding and meeting clients where they are at. Make Your Message Matter: It isn’t just about the numbers. What is the customer’s pain? You need to make it your job to find out, and quick! One of the biggest challenges in prospecting is that you generally have 30 seconds or less to uncover someone’s pain. That’s why it is so important to develop succinct ways to communicate a solution to that pain. Make it count. Consider Your Cadence: Most importantly, how a message is delivered should be diverse. It needs to be communicated through a mix of channels, including phone calls, emails, social media, direct mail or whatever other methods you see fit for your business. Staggering different types of communication throughout a period of time, like two weeks, for example, is one of the best ways to reach someone in the long run. In most cases, a phone call or two just won’t cut it. Qualification Matters: What’s a scenario where a prospect probably isn’t going to move to the next step for you? Understanding that from the first time you take a meeting, allows you to really learn from the conversations you’re having and improve the overall conversion rate. If a meeting is disqualified, use that as an opportunity to grow by digging into why it didn’t work. From there you can structure qualifying questions to ask future prospects making you more knowledgeable and efficient in the process. Full Notes https://www.salestuners.com/mary-browning/ Book Recommendations How Remarkable Women Lead by Joanna Barsh The Power of Full Engagement by Jim Loehr Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard
#CoachesCorner 1 | Ashleigh Early
127: Jessica McQueen | Building a Sincere Interest in Understanding
#READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini
126: Greg Zapletnikov | Breaking the Code to Find Your Own Style
125: Jenn Etherton | Setting Up a Sales Career Development Path
124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do
[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
[CLASSICS] 001: Jill Rowley | Know Thy Buyer in the Social Selling Generation
[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive
[CLASSICS] 078: David Cancel | Prospects Want to Talk to the One Who Understands
[CLASSICS] 039: Keenan | Bottom Line: It’s Not Failure Until You Quit
[CLASSICS] 088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales
[CLASSICS] 030: Raquel Richardson | Enabling a Channel Only Sales Process
[CLASSICS] 086: Steli Efti | The Answer to Your Problems May Not be Convenient
[CLASSICS] 002: Derek Grant | Finding Success through Personalization at Scale
[CLASSICS] 083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice
123: Aswin Shibu | Building the Discipline to Reset Everyday
122: Anthony Monroig | Building an Executive Network by Selling the Intangible
121: Will Ibsen | Logically Speaking: Prioritizing an Honest Call Over a Comfortable Call
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