Brian LaManna argues that generic sales tactics like mass emails and Zoom pitches no longer work because everyone uses them. He's had success instead with on-site visits, direct mail, warm introductions, and talking to managers before executives, because the first job is just getting attention.
Here's a weird sales prospecting concept. Once most people start doing it, it'll stop working. You have to be so compelling that you are impossible to ignore versus the other 99 sellers that are also reaching out to that same executive. When you do what nobody else is doing, that's when you stand out. Now, what everyone else continues to do are things like this: only selling on Zoom, spraying and praying, automated email sequencing, sending over 12 links and different attachments, trying to go to C-suite first and get to power. Now, what that's looked like me for this past year are doing things like going on-site 12 different times, prioritizing direct mail and gifting, using warm intros and partners more, leveraging digital sales rooms, not being afraid to go below the line first to managers or individual contributors. You have to constantly be evolving to set yourself apart. In sales, grabbing attention is always step number 1.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
