30 Minutes to President's Club | No-Nonsense Sales Club Playbook: Do the opposite (ft. Nick Cegelski)
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Sep 4, 2023 Sales expert and negotiator Nick Cegelski discusses prospecting frequency, giving up on unresponsive prospects, and leveraging existing communities. He also talks about pulse checking with customers, admitting lack of understanding, and the misconception of always winning negotiations. Additionally, he emphasizes the importance of closing deals, CRM hygiene, communication preferences, and mistaking activity for achievement. Lastly, he explores effective prospecting strategies, the art of negotiation, and managing sales days efficiently.
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Dense, Human Prospecting Beats Drip Marketing
- Reach out to new prospects every 2–3 days across phone, email, and LinkedIn to spike on their radar.
- Expect some negative reactions and prioritize getting a response over avoiding annoyance.
Quit Strategically To Free Up Real Opportunities
- Give up on prospects after a sustained, dense outreach effort and reallocate time to new targets.
- Follow the law of diminishing returns instead of heroically chasing unresponsive contacts.
Use Referral Blasts Over Passive Posting
- Stop random LinkedIn posting and run a weekly referral blitz with colleagues, customers, and past prospects.
- Ask for direct introductions to specific people rather than vague referral requests.