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.
045: Kyle Porter | Sincerity at Scale: The Empathetic Approach to Modern Sales
044: Lauren Wadsworth | Just Push Play: Using Video for Face-to-Face Outreach
043: Scott Cramer | The Danger of Just Winging It
042: Jim Brown | By the Numbers: A Practical Approach to Increasing Sales
041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care
040: David Dulany | The Rise of the Silent Sales Floor
039: Keenan | Bottom Line: It's Not Failure Until You Quit
038: Matt Millen | Sales is All BS: Belief System That Is
037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting
036: Bob Perkins | Running the Risk of Depersonalizing Sales
035: Damian Thompson | The First "No" is when the Sales Process Actually Begins
034: Joe Caprio | Ask What Your Numbers Can Do For You
033: Kai Yu Hsiung | Sales and Dating: There’s Always More Fish in the Sea
032: Marylou Tyler | Engineering a 28-Step Sales Process for Predictable Prospecting
031: Steve Richard | Own Your Career: Breaking Down Sales Calls Like Game Film
030: Raquel Richardson | Enabling a Channel Only Sales Process
029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light
028: Jonathan Parrott | A Full Day of Open-Ended Discovery
027: Jeb Blount | The Anatomy of a Sales Slump (And How to Dig Yourself Out)
026: What I Learned from 25 Sales Leaders
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