This is a guest post from sales professional Kenny Madden.
In today’s environment, it is absolutely critical to approach prospects in a new way. The days of cold calling “put me through to the decision maker please” calls are well and truly over. ( Good riddance.)
The traditional numbers-focused sales and marketing model has fallen apart. Especially when selling or marketing technology products to savvy, tech folks. They don’t care about our products and services, they care about what those things can do for the businesses they run. The old school strategy of hiring more “feet on the street” or hiring 100’s of inside sales people to cold call 100’s of times a day looking for sales growth or generating volumes of leads is proving wildly inefficient.
Here are 4 easy tips to help you get above the clutter and noise in less time than it takes to make a cup of coffee…
- Go to the website of the company you’re calling before picking up the phone. You are now in the TOP 10% of sales/marketing people in the US.
- Go to the website and actually read something about the business you’re calling. Congrats you just made the TOP 5% of sales/marketing people in the US.
- Go to the company’s website, read something , tailor a specific message that fits their business OR tell them something they don’t know. TOP 1% (Read: Exceptional credibility. )
- Don’t give up too early. (It often takes several tries to get a response) Most salespeople give up after 4 attempts.
Welcome to the TOP 1% of sales people in the USA. Even though you do not have much competition, don’t let your standards slip.