Author: Ryan Lallier - CEO, RepTivity @RLallier
Calling on the C-level while prospecting is hard enough, but when you’re a junior sales rep it’s even harder. When I say junior, I am referring to those sales reps who are 1-3 years into their sales career. Some new reps are fearless while others are simply willing to try anything. Leaving a ton of voicemails and sending canned emails is fine for filling activity reports and fulfilling your daily metrics but, if you want to be successful early on in your career, you should deploy some of the prospecting tactics used by the more senior level sales pros. Here is Cold Calling Tactic #1.
Prior to making cold calls, savvy sales reps run web searches on their prospects, not so much on the companies but more the people they are trying to connect with. They’ll try to locate information from past events in which their prospects were keynote speakers or special guests. Reading their comments from these events and using their material as ammunition for your prospecting efforts gives you immediate creditability. For example, when making that cold call, start off by introducing yourself followed by the reason you’re calling. Don’t bother with “how are you” just yet.
Here is a sample: “Hi Mr. Johnson, Ryan Lallier with RepTivity out of Boston. The reason for my call is I read your keynote from last month’s Gartner event where you stated aligning sales and marketing is a priority for you in 2011. My company provides a software solution which increases the efficacy of your marketing programs which in turn could boost your sales efforts. In addition, both sales and marketing can have access to this tool for better collaboration and lead scoring. Can we schedule a 15 minute web demo so I can show you how?” C-levels appreciate the sales reps that do their homework and don’t just make “blind” phone calls. If you’re going to call someone unexpectedly and disrupt their day, (because that is what you’re doing) you can at least extend them the decency of showing some respect and learning about WHO they are.
Give it a shot. I’d love to hear your feedback on whether or not this tactic works for you.
Here is a sample: “Hi Mr. Johnson, Ryan Lallier with RepTivity out of Boston. The reason for my call is I read your keynote from last month’s Gartner event where you stated aligning sales and marketing is a priority for you in 2011. My company provides a software solution which increases the efficacy of your marketing programs which in turn could boost your sales efforts. In addition, both sales and marketing can have access to this tool for better collaboration and lead scoring. Can we schedule a 15 minute web demo so I can show you how?” C-levels appreciate the sales reps that do their homework and don’t just make “blind” phone calls. If you’re going to call someone unexpectedly and disrupt their day, (because that is what you’re doing) you can at least extend them the decency of showing some respect and learning about WHO they are.
Give it a shot. I’d love to hear your feedback on whether or not this tactic works for you.
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