A short talk by Jason M. Lemkin urging salespeople to add measurable value in every interaction with prospects and customers. He emphasizes being purposeful in emails, calls, and demos, moving the relationship forward in each contact, and being hyper-responsive rather than sending generic, repetitive cadences.
You've got to add value in every interaction with a prospect or customer. With every email call and zoom you have to add value. No random email follow up. How are you making every interaction count? Watch the best reps at your company or outside of it. Every time they're moving the ball down the field. How can I help you? What can I demo? Who can I show the product to? How can we get you into production? How can we deploy you? What can I do to help? Not whether they whether it's a call or a zoom or an email, do not end that communication until you have added more value. Each value moves that ball down the field and just randomly asking for next steps doesn't get you anywhere. Be hyper responsive boy. People are getting worse and worse and worse at this. They're all sending endless unstructured cadences, the same emails to everybody. They're getting lazy and they're getting less response.
