4 Things You Must Know About Every Prosp...

Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!

Individual’s Title

• Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline.
•  If their job role is unable to do this, then you’re not talking to the right person.
• Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.

Know Their Responsibilities

• Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. 
• If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. 
• I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.

How Do They Influence the Deal?

• You have to sit back and think about how this person influences a deal you’re trying to make with the organization. 
• I provide an example of how you can figure this out and use this to your advantage.

How Do They Help the Organization Make Money?

• If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. 
• For example, a marketing director might bring in money for the company because they’re attracting customers to the organization and tracking a KPI on conversion.

“If you know these four things while multi-threading on the prospects you’re going after, it’s going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly.

Resources

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Connect and chat with me on LinkedIn 

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Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.