Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers.
A Clear ICP Leads to Efficiency
Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient.
Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit.
Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers.
Engage the Right People
Not everyone in the company is a decision-maker or influencer. The people who stand to benefit from your product may not have the power to buy, so figure out who does.
With recent layoffs all over the tech industry, there are fewer people in companies so it may be easier to reach decision-makers.
Not all decision-makers think or act the same way. Things change. Consider how macro trends may be impacting them and treat them with empathy.
Handling Discovery Properly
Do research about the person you’re going to be talking to and the company they’re a part of. Knowing their position in the company can help you understand their point of view.
Just like doctors can have a great bedside manner that makes you feel safe and comfortable, sellers who treat discovery like a conversation rather than an interrogation will have more success.
“I very much believe that information is power. Quite frankly, if you’re an inquisitive person, whether you’re successful in a specific prospecting initiative or sales cycle, you’re going to learn something from it.” – Dave Fink
Resources
Check out the website: http://postie.com for great content!
Connect with Dave Fink on LinkedIn
Sponsorship Offers
This episode is brought to you in part by LinkedIn.
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