Engagement Strategies in Sales Calls

Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.

This chapter explores effective techniques for engaging clients during sales calls, underscoring the importance of recognizing and addressing disengagement. It discusses the necessity of thorough preparation and understanding client goals to optimize conversations, particularly in the context of account-based marketing.

Transcript

Play full episode

The AI-powered Podcast Player

Save insights by tapping your headphones, chat with episodes, discover the best highlights - and more!

Get the app