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.
104: Paul Cherry | To Sell Into the Future, Dig Into the Past
103: Hector Garza | Building Clarity of Conversation into Client Relationships
102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales
101: Ally Brettnacher | The Power of Social Selling and Building Relationships
[CLASSICS] 006: John Barrows | Transfer Enthusiasm into a Commission
100: Jim Brown | You Have My Permission
099: Najeeb Hossain | Win or Lose, Do It Collaboratively and Intentionally
098: Kara Gilbert | Developing a Game Face for Sales
097: Sam Hay | Breaking Down the What and How of Sales Calls
096: Sean Higgins | No Cheat Codes: Putting in the Time
095: Amy Appleyard | The Difference Between Cooperating and Collaborating
094: Bob Burg | Temporarily Suspending Your Own Self Interest
093: Jacquelyn Nicholson | Focus on the Person You Want to Be
092: Paige Drews | Moving From 'Can Do' to 'Has Done'
091: Andrea Waltz | Failure and Success: Opposite Sides of the Same Coin
090: Jim Brown | AskJB
089: Mike Schultz | Prospecting with New Ideas and Perspectives
088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales
087: Scott Leese | Addicted to the Process
086: Steli Efti | The Answer to Your Problems May Not be Convenient
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