Topics covered:
- Effective follow up after a break like the holidays or when it's been a while since contacting someone
- Two scenarios: after a break, or when they've gone "dark"
- The key is to "disarm" and not make it about selling
- Focus on understanding what issues they wanted to solve originally
- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit
- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems
- Use the Client Vision Pyramid to understand their current needs and see if you can add value
191 | Where Science Meets Marketing, Dan Russell
190 | Deep Listening: Impact Beyond Words, Oscar Trimboli
189 | Selling From The Heart | Larry Levine
188 | The Secret Formula to Earn Business Referrals, Ian Altman
187 | Videos That Drive B2B Sales, Marcus Sheridan
186 | Think Like Your Customer, Bob London
185 | Sales Prospecting Methods That Work, Jason Bay
184 | Artificial Intelligence Impact On Sales & Marketing, Christopher Penn
183 | Your Customer's Secret Language | Jeffrey Shaw
182 | Achieve Your Limitless Potential, Laura Gassner Otting
181 | Sales Differentiation, Lee Salz
180 | The Alter Ego Effect On Business Success, Todd Herman
179 | Help Non-Salespeople Become Rainmakers, David Campbell
178 | Winning Customers Away from Your Competition With Integrity - Part 2 of 2
177 | Winning Customers Away from Your Competition With Integrity - Part 1 of 2
176 | How One B2B Company Grew By 40% Last Year, Chris Yoko
175 | Why 'About Us' Explanations Repel Potential Clients
174 | Innovative Business Growth, Linda Quarles
173 | Generate Better Results In Sales, Wes Schaeffer
172 | This Is Marketing, Seth Godin
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
NABOR® TALKS
U.S Property Podcast
Aligned Money Show
The Ramsey Show
Planet Money