Breaking Down the Prospecting Playbook with Alex Newmann

This episode of the Live Better Seller Better Podcast features Alex Newmann, Founder of Newmann Consulting and mentor to companies and tech startups. The prospecting playbook involves a series of steps but all begins in the right mindset of prioritizing and understanding your goals.

Once you have this down, you can move to the more tactical steps like taking a deep dive in understanding who your customer is and what keeps them up at night. One way to get your messaging right is by recording your calls so you can look back on them and determine what you do right and wrong.

And finally, lead with emotion and not the benefits of your product. Make sure to reach out to your customers using a variety of channels and to understand which channels work best and to utilize those extensively. And don't ever forget the power of personalization!

SHOW NOTES

HIGHLIGHTS

• Understand your goals, deal sizes, and sales cycles to make and exceed quota
• Time and energy management: Prioritize tasks and learn to say no
• Understand what drives your ideal customer
• Record your conversations with your customers
• Lead with emotion and have a multi-channel approach for the ask
• AB test and do it one at a time

QUOTES

Alex: "Help me understand what my personal goals are, let me understand what is it going to take in order to get there. So average deal size, number of deals that it's going to take, not the median of the deals, the average deal size."

Alex: "When you understand that formulaic way to hit your goals, then you have specific priorities that are set in order to be able to achieve those things that are inside of your control. When you break them down into a weekly or monthly basis, you can go and say, alright, those priorities need to be accomplished either weekly or monthly."

Alex: "It's the emotional thing that are just banging their heads against, that's what you want to understand. You understand your customers and prospecting, literally, all the doors just got swung wide open. 

It makes your messaging, it makes your plans, it makes your channel, it makes every single thing now attainable because you actually have an understanding of what you're trying to do." 

Alex: "Understanding the channels in which the buyers of that specific offering need to be, that is part of figuring it out. If the company's been around for a little while, take a look at it and see what are other people doing to be successful. Look at the top sales reps. Look at the historical top performers."

You can find out more about Alex in the links below:

• LinkedIn: https://www.linkedin.com/in/alexnewmann/
• Website: https://www.alexnewmann.com/