The old phrase knowledge is power has never been more accurate – especially in the competitive world of selling. In today’s world, a salesperson has access to far more information than ever before. Yet, does that information translate to knowledge that advances the sales process? The answer for many is, unfortunately, ‘no’. It is not always trivial to ‘connect the dots’ of information points to form a coherent answer around who to go after or when there might be a buying need. Sifting through information to get to quality prospects can take a massive amount of time and effort (even with the power of search engines), taking up valuable time you need to spend talking with prospects and, well…selling.
You will learn:
Who to target (both companies and people)
When best to contact them (need, readiness to purchase, even time of day)
What’s most meaningful to them (to connect your offer to their need)