Sales 2.0

Data Gopher

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I have to admit that I’m doing this right now.

I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time.

And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too.

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? This is just the cost of doing business.

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Dust off some CRM records

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This post is about an interesting place you can look for “suspects” when you are prospecting.

This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists.

I’ve seen the scenario umpteen times. A rep has a quota to make and feels under-the-gun. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. etc.) Where they don’t go is their company’s own CRM.

This is odd because the people in your CRM have presumably had some thought put into selecting them. Someone at your firm may even once have talked to those people. [Read more…]

Walking in your prospect’s shoes

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You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects?

Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. If you’re in the dark, you’re not likely to bring up the right topics at the right time, and you’re way more likely to get a stack of objections.

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