How to Use Sales Intelligence to Engage with Prospects. With Sam Richter. #376
Joining me on this episode of Accelerate! is my guest Sam Richter, Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling
[3:37] A new salesperson starts in survival mode, and struggles to convince people to do something. It took a mentor to show Sam the nobleness of the sales profession — helping people.
[6:22] Sam’s core expertise is in sales intelligence — finding information on other people, to help your approach be relevant to what they care about.
[6:42] Your prospects are amazingly passionate about one thing. What is it? It’s themselves. What they care about is their problem, and their motivation might not be what you think.
[9:02] To determine if you are a salesperson, or a sales professional, ask yourself if you have ever recommended your competitor, or somebody else, to one of your prospects, when they were a better fit. If you did, it comes back in referrals.
[12:40] Sales professionals are underutilizing social media for sales intelligence. Sharing content is great, but also search out what the prospect cares about, so when you pick up the phone, you first address that matter, for a quick connection.
[16:12] Sam teaches the 3×5 method. Spend three minutes trying to find five pieces of information about a prospect. [17:07] Twitter has advanced searches you can save to find trigger events, such as new product launches, that give you ‘permission’ to call your contact.
[22:04] YouGottheNews.com is a filtered search engine, similar to Google’s News tab, that searches large and small news publications. YouGotSocial.com is a filtered search to mine Facbook for information about your prospects.
[31:03] Nothing sent through the Internet disappears — not even deleted email messages. Everything on your timeline is available, including friends, and what they put on their pages.
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More about Sam Richter
What’s your most powerful sales attribute?
Doing homework on the prospect, and telling them what I’ve found about them. They will tell awesome stories, giving permission to ask better questions.
Who is your sales role model?
What’s one book that every salesperson should read?
How to Win Friends and Influence People, and How to Stop Worrying and Start Living, both by Dale Carnegie, and Think and Grow Rich, by Napoleon Hill.
What music is on your playlist right now?
I listen to what I find on Amazon Music.
Contact Sam Richter
Contact Sam: Sam@SamRichter.com
Google: Sam Richter
Engagio’s Account Based Marketing and Sales platform enables teams to measure account engagement and orchestrate human connections at scale.
KiteDesk helps sales teams build predictable pipeline through smart software– A single screen with all the leads, email, and phone workflows for success.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)