New Sales. Simplified

Remember the framework: Select targets. Create and deploy weapons. Plan and execute the attack. Selecting targets is first for a reason: If we’re proactively calling target accounts, the decision has already been made that we want to see them face-to-face.

My resolute answer to each of those questions is no. Get the meeting. Stop overqualifying!

To properly conduct the call we must know exactly why we’re calling this prospect.

want salespeople to see themselves as equals to the buyer, and one of the best ways to accomplish that is to speak as naturally as possible.

ask salespeople to use a casual, comfortable tone and to attempt to sound as normal and genuine as possible when phoning prospects.

The problem with most salespeople on the phone is simple: They sound like salespeople.

Once we view ourselves as professional problem solvers, this perspective should make us want to call target customers, particularly if we believe the customer will be better off working with us than someone else.

Making proactive calls to strategically selected target accounts that very likely have business issues we can address is not akin to telemarketing.

Trust me. If inbound marketing was a magic bullet and perfect panacea for creating demand, then we could stop proactively pursuing target accounts. But it isn’t.

I suggest leading into a list of at least five differentiators with an intriguing sentence. For example:

(Your Company Name) continues to grow (or dominate our space) because we are very different from what you will find in the marketplace…

Differentiator 1

Differentiator 2

Differentiator 3

Differentiator 4

Differentiator 5