This short YouTube video (by authentic-beef) teaches a single sales tactic: perform regular "no Ask Value Touches" between buyer meetings to maintain mindshare without asking prospects to do extra work. The presenter defines the tactic, explains how to find content (Google News, prospect social, last-call notes, LinkedIn/blogs), lists types of touches (case studies, articles, short videos, rapport-based items), and offers a sample weekly cadence (same-day follow-up after discovery; midweek value shares; demo on Friday). The underlying message: keep adding value frequently because closing is a low priority for prospects.
Chapters
Unfortunate enough to be a six times Presidents Club winning Enterprise account executive steal this one tip I've seen every other President's Club seller also master Never go between two meetings without getting at least one touch out. Now here's what I refer to them as I call them no Ask Value Touches. The concept is simple. It's about building value without putting any additional homework onto your prospect's plate. Now here's how you can actually find one. So my go to is I'm going to go to Google News their social and I'm also going to review the last call I had with them. I'm going to look for things like hey, have I built up any rapport? Have any company news come up? What stood out to them the most on the last call? What questions did they ask last call? And what's their LinkedIn page or blog posting about? Then from there you can share things like a case study, an article you found, you can make a video on one of their questions, or just something completely non work related. You can share something from some rapport you built. Now here's what a sample week might look like for me if on Monday I had that discovery call, I'm always gonna follow up same day. Now if my next meeting is until Friday, on Wednesday I might share a case study from our first conversation. On Thursday I'll give them a quick ad on LinkedIn and then on Friday I will crush that actual demo that we had scheduled. Now anything to win mindshare with your prospect for a few minutes. It's a huge win. While closing this deal is probably your number one priority, keep in mind it's your prospect's 30th priority. Always be adding.
