World’s leading expert in sales technology and the co-founder of Vendor Neutral. Having created the widely recognized “Nancy Nardin’s SalesTech Landscape,” a graphic of the entire sales technology market, Nancy has been recognized in Forbes as one of the Top 30 Social Sales Influencers in the World and has won numerous top industry sales thought leadership awards.
Nancy was featured on our Limitless webinar on January 28, 2020 at 11 AM EST. Nancy had poured in some insightful views on prospecting and how one can engage prospects 10x.
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Time-Stamped Show Notes:
[01:45] Should selling ben't easier with all these modern tools in place?
[53:45] How do I follow up with the prospect while being persistent but without being annoying?
[57:03] Do you have any tools for finding out psychographic information about the prospects?
Question: Should selling ben't easier with all these modern tools in place?
Nancy: Yes, it should be but I have a Yogi Berra kind of saying which is that the easier things get the harder they are. I'll go into that in more detail but there's a lot of things that are happening right now on the buyers’ side that are, as soon as we make an advance in tools because of what's happening on the buyer side, it almost evens out.
Question: How do I follow up with the prospect while being persistent but without being annoying?
Nancy: Yes, so the answer to that is to mix it up. Don't send the same thing every time. Obviously if it didn't connect with them, it's not going to connect with them. By the way, sales folks, I mentioned that website, eight and a half times. Obviously a half doesn't work but eight to nine times is the number of times you want to send an email because their research shows that the respon
Question: Do you have any tools for finding out psychographic information about the prospects?
Nancy: Psychographic, well certainly there's a lot of tools for demographic types of information. I think the psychographic tools probably come close to that because it's letting you know things that they're interested in, people they follow on LinkedIn that might allow you to get an article that is of interest. I think there's another solution called Auto Bound, which is using AI for some of that so I would check them out as well.
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