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
Never Lose An Employee Again with Joey Coleman
The Secret To How This CEO Grew His Company 10 Fold
Why Experts Hate Selling and How To Engage Them
Biggest Cold Outreach Mistakes
How This CEO Doubled His Revenue With Non-Salespeople
3 Worst Things Taught To Sellers
How To Cut Your Sales Cycle In Half
How to Turn New Sales Reps Into Top Performers
The Surprising Truth About The Sales Numbers Game
Stop Showing Up To Sell, Show Up To Solve
How To Establish Your Expertise With Books With Anna David
Biggest Mistakes in Sales Kickoff Meetings
Why Cold Outreach Efforts Fail
Why Customers Stick With Existing Vendors
Why Clients Focus On Price
How to Get Unstuck With Your Goals with Cara Brookins
Marketing Is NOT Just For The Top Of The Funnel
Difference of Selling Products vs. Services vs. Solutions
When They Say No with Andrea Waltz & Richard Fenton
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