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Bowl Leader
Rick Condos fired from Argonaut?
Additional Posts in Sales
Any healthcare executives here?
What sales jobs make 500K to +1 million a year?
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Bowl Leader
You have to go from unknown to known. You also have to do this without being obtrusive or you will not get a response. Start by giving your prospect a compliment. It can be about their company, their group, or them personally. Obviously, keep it professional. When they respond engage in a conversation where you ask their professional opinon on a subject matter within the realm of your offering. When they engage in that ask for a phone/video call to discuss it further. On that call ask questions that will build curiosity towards your offering. Be sure to spread this process out over several days. You do not want to scare your prospect off.
Lead with empathy especially if the prospect or their business has been affected by the pandemic. Be mindful of who you call and be ready to be flexible with how the conversation goes. If you push to hard on someone that’s been negatively hurt by the pandemic then it won’t just be yourself that looks bad but your company too.
Bowl Leader
Focus on their priorities - if you're able to confidently lead with value that's especially relevant to their role or on how to alleviate pain if their job has been impacted significantly by COVID (e.g. sales VPs are getting hammered this past year with deal cycles lengthened - help them get faster deals)
Prospecting is critical. It must be done, that said, you must have some common sense. Wear a mask, keep sanitizer with you and double your efforts. Follow a territory and contact strategy that puts the needs of the prospect front and center and follow up!