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.