The Definitive Guide to Sales Prospecting.
Sales prospecting has changed. LinkedIn now allows you to look up and communicate with most decision makers, cold emailing just to send out an email has become less and less effective. Sales in general is undergoing a massive shift where people are engaging with sales people later in the funnel and expecting more of them in terms of knowledge, expertise, and...Show More
Here's something 6 different sales trainings never bothered to teach me that would've given me a selling superpower:
Guess what the first 'universal principle' of influencing others is?
Simply put: People feel obligated to give back to others what they've received.
Got invited to a party?
Now you need to invite them back.
Colleague did you favor?
Now yo...Show More
That’s awesome, they just saved you so much time!
Not every prospect you talk to is someone you should be doing business with (shocker, I know).
Your time and resources are finite (please respect yourself!).
The faster you realize it’s not a good fit, the sooner you can focus on the accounts that are.
The Pareto principle comes in handy. 20% of your business wil...Show More
I went through nearly +10 years of highly effective, cold outreach I've used at 7 different startups.
I realized there's a single common theme in every effective script or email I've created.
It is the underlying basis for getting people's attention who are not in buying mode.
It is the same foundation for what:
- Josh Braun calls illumination questions.
- Jacco ...Show More
The reason the show “unsubscribe.” is titled as such - one word, lower-case, period at the end - is because that is the response we receive so frequently to prospecting emails.
Does anybody have any good responses to the infamous "unsubscribe."?
Are you calling and leaving voicemails as bread crumbs for next week? What's your holiday CTA? Is email a dead-end with all the OOO messages?
I'd love to hear any process or methodology you use on the days before a holiday break... July always seems like the shortest month of the year, and I'm sure we all want to be set up for success once everyone is back.
I'm so proud he knew (a) what this all means and (b) tagged me. Plus it's just...GOOD SELLING even if the selling is to strengthen himself!
Poor guy has listened to SO MANY pitches, training sessions, website re-builds...so here's to the #salesspouses and #salespartners who keep us all going and put up with our...eccentricities.