In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.

Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.

Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.

Timestamp

0:14 Prospecting in 2024 with Tom Nation from Sandler UK.

1:21 Prospecting strategies for 2024.

6:51 Prospecting and Assertiveness in Sales.

14:57 Sales prospecting, automation, and cadence.

20:31 Using automation in sales while avoiding spammy messages.

23:30 Prospecting strategies and tools for sales success.

29:53 Sales techniques, mindset, and personal development.

Key Takeaways

• Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.

• Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.

• Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.

• Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.

• Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc

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This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.

Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.

Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.

Timestamp

0:12 Account-based management (ABM) strategies for sales success.

1:09 Account Based Marketing for B2B sales.

4:35 Common mistakes in implementing Account Based Marketing.

8:46 ABM strategy and its implementation.

15:14Using data to target B2B leads with ABM.

20:03 Using triggers and data to personalize sales outreach.

24:45 Using existing data to target potential clients.

29:09ABM strategies and growth with Mason Crosby.

Key Takeaways

• Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts.

• ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle.

• Starting ABM with existing customers can be a great way to prove the model and generate results.

• The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away).

• ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content.

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In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape.

Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages.

Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.

Timestamps

0:14 Prospecting in 2024 with Tom Nation from Sandler UK.

1:21 Prospecting strategies for 2024.

6:51 Prospecting and Assertiveness in Sales.

14:57 Sales prospecting, automation, and cadence.

20:31 Using automation in sales while avoiding spammy messages.

23:30 Prospecting strategies and tools for sales success.

29:53 Sales techniques, mindset, and personal development.

Key Takeaways

• Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success.

• A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively.

• Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects.

• Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects.

• Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.

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SUBSCRIBE: https://podfollow.com/howtosucceed

Don't forget to subscribe and leave us a comment!

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Twitter: https://twitter.com/SandlerTraining

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