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.
085: Doug Landis | Enterprise Sales: Painting the Picture of What’s Possible
084: David Priemer | Standing Out in the Sea of Sameness
083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice
082: Eric Pratt | In the Evolving Buyer’s Journey, Don’t Assume You’re at the Beginning
081: Brandon Bruce | Preparation and Endurance Enable Success
080: Mike Donnelly | Lift vs. Propulsion: What Physics Can Teach Us About Sales
079: Adam Schoenfeld | Lessons Learned Going From CEO to SDR
078: David Cancel | Prospects Want to Talk to the One Who Understands
077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
076: Max Altschuler | Hacking Sales: Doing More with Less
075: Scott Ingram | Believe in the Process, the Product, and Yourself
074: Pat Rodgers | Building Accountability and Follow Through in Sales Coaching
073: James Purvis | Become a Resource Hog to Close More Deals
072: Trong Nguyen | Mastering the Craft of $100M Sales Opportunities
071: John Jackson | Breaking Through with Voice in a World of Automation
070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge
069: The 12 Days of Christmas
068: Dale Dupree | Give to Get: Breaking Down Real Human Emotion
067: Pete Caputa | Own the Process: Tips From Building a $100M Channel
066: Chris Voss | Negotiating as if Your Life Depended on It
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