Mastering Prospect Research for Effective Sales Engagement

There’s a reason why some producers make it, and some don’t. If you’re struggling, you may be putting off a specific task because it annoys you.

However, a top performer would never do this. In this episode, I chat with Andrew Barbuto, a seasoned sales professional and author, about what high-performing sellers do to help them succeed. Listen to the five things that will help you stand out and meet your goals.

Andrew Barbuto’s Background

• Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies. 

• He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.” 

• Andrew's commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.

Key Practices of Top Performers

• Andrew shares the five things that top performers do differently than average performers. 

• 1. Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions.

• 2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects. 

• 3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them. 

• 4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touchpoints, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads.

• 5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and personalized value with each one of them. You can do this by using a CRM system to help strengthen your client relationships. 

"Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities." - Andrew Barbuto.

Resources

Top Sales Producer: How To Crush Your Sales Quota

Andrew Barbuto on LinkedIn 

B2B Weekly Tips 

Cold Outreach Strategy

https://thesalesevangelist.com/opener

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com