30 Minutes to President's Club | No-Nonsense Sales 54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
Jun 9, 2021
Charlotte Johnson, an SDR at SalesLoft and host of Sales Development Soundbites, shares her insights on effective sales prospecting. She emphasizes cutting out jargon and getting straight to the research in outreach. Johnson advocates for creative email strategies, like including screenshots of research to engage prospects visually. She discusses the importance of leading with context in cold calls to build credibility. Personalization and authenticity are central to her approach, aiming to foster genuine connections with potential clients.
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Contextual Openers
- Replace generic sales greetings with context.
- Immediately share the reason for your outreach.
Leading with Context
- Charlotte Johnson leads with context in her calls, avoiding generic greetings.
- This approach makes her sound less salesy and more open to conversation.
Building a Cold Call Opener
- Research the prospect's company and identify potential challenges.
- End your opener with your contact information.