Brian LaManna shares four ways to add value between sales meetings: reference past conversation points, review their website against priorities, check LinkedIn for recent activity, and search Google News for coverage. Only reach out when you have something genuinely valuable to share.
Here's four different ways that you can find value and continue to add to it. Number one reference the last conversation that you had with that prospect or customer. Search through it, find a question they asked, find a comment they made and add some sort of quick touch as to a way to progress that even more forward. Number two go to their website. What's on their homepage? What's their blog writing about most recently? Understand what those top priorities are and map back to it in some way. Number three go to their LinkedIn company page as well as their individual profile. What's new? What are they posting? What are they sharing and engaging about? Number four Even easier, go to Google and just search their company name and hit the news icon. See if there's anything in the news about them. If you don't have anything valuable to share, don't hit send on the email. You're either breaking through the noise or you're simply adding to it. Happy Friday.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
