Prospecting Advice from Outsourced Sales Development LeaderPosted on 15 Apr
Adjust the messaging for all your marketing campaigns.
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When reaching out, acknowledge the changes they have to deal with in their current job and address the following:
• For example if you are selling an Account Software to the Head of Finance or CFO, they are not thinking about getting their taxes in, but rather about adjusting budgets, looking for financing options, etc.
• Acknowledge that and share any valuable insights you might have around the new responsibilities they might have.
Still ask for the meeting if it makes sense.
• Don’t just stop asking for a meeting if you think you can provide value.
Leverage the phone as a channel for your outbound.
• More decision makers are picking up the phone than ever.