When you ask ChatGPT what salespeople wish they knew sooner when it comes to cold calling, these are the top results: Although these are very relevant questions, ironically, fixating on finding answers will not get you anywhere. Who has heard …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
Get meetings with stakeholders you could not reach before.
You wonder what else has changed? Cold Calling!
Put yourself in the customers’ shoes when you call for a meeting. What do they think? Reverse-engineer that process and use an approach that works for them!
Research shows that B2B buyers are not sitting still during COVID-19. What are they occupied with and what impact does that have on you when calling on prospects?