Are you struggling to make meaningful connections with prospects in today's cluttered and noisy marketplace? If so, you're not alone.
In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Matt Reuter, a senior director of Sales Development for RealPage. Matt shares valuable insights and strategies for increasing connection rates with prospects in today's competitive market.
He highlights the challenges sellers face, particularly in terms of breaking through the clutter and noise, and offers practical tips to overcome these obstacles. Matt emphasizes the importance of smart and strategic activities, focusing on outcomes rather than sheer volume, and understanding the nuances of prospect behavior to maximize connection rates.
Craving Results
- Drawing inspiration from Tim Grover's book, Relentless, Matt emphasizes the significance of craving results and focusing on the right activities.
- By understanding the desired outcomes and having a relentless drive to achieve them, sellers can channel their energy and efforts into activities that are more likely to yield positive results.
Understanding Your Prospect
- Matt emphasizes the need for sellers to take a step back and truly understand their prospects. This includes considering factors such as their industry, location, and daily routines.
- Drawing from his experience working with diverse teams across different cities, Matt recognizes that work-life and business practices vary across regions.
- Sellers can align their outreach efforts with prospects' preferences and schedules by understanding these nuances.
Optimizing Activity Timing
- To boost connection rates, Matt advises sellers to identify specific time slots when prospects are more likely to engage.
- He suggests looking for gaps in the prospect's schedule, rather than bombarding them during peak meeting hours.
- Choosing the right time to reach out, send an email, or connect on LinkedIn increases the chances of catching the prospect's attention...