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
211 | Stop Convincing Your Prospects, Ian Altman
210 | Building Relationships Through Video, Ethan Beute
209 | What Clients REALLY Want in Product Demos, Greg Dickinson
208 | Avoid Ghosting in B2B Sales, Ian Altman
207 | How To Overcome B2B Deal Killing Obstacles, Tom Williams
206 | Secret Habits of Championship Athletes, Dana Cavalea
205 | Discover the Missing Skill of Humor That Works, Andrew Tarvin
204 | Email Campaigns That Entice, Disarm, and Discover, Ian Altman
203 | Reduce Friction, Increase Loyalty, Roger Dooley
202 | Content Experience vs. Content Marketing, Randy Frisch
201 | Selling With Noble Purpose, Lisa Earle McLeod
200 | Sell Like An Expert Not a Salesperson, Ian Altman
199 | The Best Way To Build Sales Leaders, Halelly Azulay
198 | The Rumored Death of the B2B Sales Rep, Tom Pisello
197 | Influence Redefined, Stacey Hanke
196 | Steal The Show During Pitches and Presentations, Michael Port
195 | Find Hidden Gaps in Business Relationships, Zvi Band
194 | The Decision Maker Myth, Skip Miller
193 | Conflict - Why You Shouldn't Avoid it, Liane Davey
192 | 5 Keys to Successful Business Growth, Ian Altman
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