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
How to Avoid The Status Quo Using The Jolt Effect with Matt Dixon
The Right & Wrong Way To Get B2B Referrals
Why Do B2B Proposals Exist?
Which RFPs Are Worth A Proposal
Avoid The Trap of Talking About Your Products or Services
Stop Ruining LinkedIn By Doing This
The Hidden Trap of Slam Dunk Sales Opportunities
Biggest Mistake in Sales Training
Same Side Selling Success Stories
How to Follow Up When A Deal Is Delayed
3 Elements for High Performing Sales Training
Pipeline Traps
How to Approach the VP of Business Prevention
How To Build The Best Customer Experience with David Avrin
Why Product Demos Are A Trap For Sellers
The Recipe for Launching New Products or Services
Asking Negative vs Positive Question to Uncover Your Clients Problems
Biggest SEO Mistakes with Eli Schwartz
Avoid Tragic Linkedin Marketing Automations
How To Adjust Cold Outreach Post-Pandemic
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