The Advanced Selling Podcast Go Fish in a Puddle with Chelsea Madden
Dec 4, 2024
Chelsea Madden, a sales professional at Sales Intel, dives into the transformative power of intent data for sales teams. She explains how understanding when prospects are researching solutions can tailor approaches, but warns against viewing it as a shortcut. The conversation emphasizes the need for authenticity and a consultative style to connect with clients meaningfully. They also highlight the benefits of personalization and engaging multiple contacts within organizations to boost deal closure rates, ensuring a strategic and collaborative sales effort.
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Chelsea's Sales Journey
- Chelsea Madden began selling at age eight at a farmer's market, primarily apples.
- She transitioned from nonprofits and advertising into SaaS and data, now working at Sales Intel.
Understanding Buyer Intent
- Buyer intent signals a prospect's propensity to purchase, similar to online car research triggering targeted ads.
- This intent data is sold to businesses, enabling them to advertise relevantly.
Using Intent Data Authentically
- Sellers can leverage intent data to improve communication, avoiding a "Big Brother" approach.
- Craft ABM strategies, subtly acknowledging prospect needs and differentiating your offering.