Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps of a first-time sales call that leads to deeper conversations.
In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sales development managers should be focusing on.
HIGHLIGHTS
- Breaking down the first-time call
- 60 dials a day and/or 3 hours of talk time
- Learn the basics: Selling is selling regardless of industry
- Become great by investing in yourself
QUOTES
Selling to human beings is the same regardless of industry - Michael: "Even though the problems that your solution solves might be unique to that individual, the way they buy and make decisions is the same across the board, no matter what it is."
The goal of a first-time call is to get the prospect interested - Michael: "First-time call, step one, you have to pique their interest. If you can't pique their interest in the first 15 to 30 seconds of the call, nothing else matters because then, if you don't pique their interest, you're going to get 'no thanks, I understood, we're all set.'"
Research your prospects and qualify or disqualify them - Michael: "Your job as a sales rep is not to close every lead you contact. Your job is to close as many qualified prospects as fast as possible."
Find out more about Michael in the links below:
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
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