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Episode Info:

  • Cost-effective prospecting and sales solutions to grow your B2B small or mid-sized business.
  • Sold door-to-door in college
  • When you use a net to fish you gather a bunch of things you may not want
  • Big clients need a little nudge. They're not surfing the web looking for help.
  • Companies are afraid of niching down
  • LinkedIn Sales Navigator
  • Built WithCrunchBase
  • Create the ICP
  • Messaging + Cadence + Right People
  • Apollo for email lookup
  • Lead IQ for more contact info in LinkedIn Sales Navigator
  • You need a multi-channel prospecting approach
  • The Bridge Group did a study and found that it's getting harder to have meaningful conversations
  • Be different. Add a video to your emails. Prospects are busy.
  • Use Postagram on your smartphone to send a postcard.
  • Know your cost per acquisition so you know how much you can spend per customer
  • Why he doesn't use the phone at all for prospecting
  • Generic doesn't work well
  • The first touch needs to be personalized
  • Script it, put the script near the camera, use a whiteboard with their name
  • Prospect to start a conversation
  • Build a dream 50 list
  • Enter the conversation going on in the minds of your prospects

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

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