#4. Slow your roll

Technology Take time to have discovery calls with people within prospect organizations. Don’t try to pitch them – use the steps to the to...

Technology

 

#4. Slow your roll

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Take time to have discovery calls with people within prospect organizations. Don’t try to pitch them – use the steps to the top as a way to learn. Take that intel, and use it to A) figure out the best way to address a pain point and B) get past the final gatekeeper.  By the time you get to the decision maker, you must know enough to give them insights into their own business.  With 77% of buyers saying that they won’t engage with a salesperson if they don’t do the homework giving them knowledge into their business, it’s practically an expectation.

 

(LinkedIn State of Sales Report, 2017).

 

 

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