It’s no longer a sales “sit”
Here is the deal:
- People buy from people they like…
- People like people who know them…
- You can’t know someone without listening to them.
In the old days, how did we get to know them? Think back to one of the first things you probably learned in sales: We went to their offices, we looked at their pictures on the wall. We asked questions and uncovered info about their family trips, career accolades, degrees, awards, etc. It was the traditional sales “sit” and it’s obvious why we did it:
- We wanted to get to know them…
- We wanted to build a connection by sharing what we had in common…
- We wanted to build intimacy and trust so that they would share their business challenges with us.
This is the way that business has always been done. Until now.
Now, the buyer is busier, he doesn’t have time to chit-chat, furthermore, you have to keep up to date a vastly larger prospect base so that you can hit your number. The modern equivalent of the sales sit, is that you go out on the web. You go to LinkedIn, you go to Facebook, Twitter, Google, on and on..and you build up that profile. At this stage, your monitor is riddled with open browser tabs, windows and multiple different apps…and there’s still great info falling through the cracks.
The answer is to be constantly conducting research on your prospects, without actually doing that work yourself. With more data alive on the web than ever but it would take you all day to that research by yourself. Enter automated sales research, or Sales Intelligence.
Sales intelligence is not a facebook plugin, or a linkedin snapshot. It’s much more. It’s the data that tells the stories behind your prospects and their companies. It is information that allows you to prioritize your prospects and rank them based on “buying authority”. It gives you even more data to build an even deeper relationship, and it’s automated in forms that connect to your current CRM and work right into your average workflow.
We believe that you should always be sincere when contacting your targets, and that by knowing the information that is happening with them will enable you to do this in a more complete and efficient manner.
Spellcheck is your friend
Nice, I think I found it. Good catch.
Thanks for reading.