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TV SalesChats / Sales Management / Sep 25, 2016 / 644 

#SalesChats #18: Sales Prospecting – Are You Doing It Right? Dan McDade

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SalesChats #18: Sales Prospecting – Are you doing it right? With Dan McDade

Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Dan tells us that while prospecting isn’t rocket science, it does have a lot of moving parts that must be understood.

In this exclusive interview with SalesChats host John Golden, Dan sheds considerable light on this topic:

  • Despite all that’s been said in the last few years, it actually isn’t true that 60-80% of a buyer’s journey happens before the buyer every talks to a salesperson. That’s just an excuse for ignoring lead generation.
  • To be great at lead prospecting, a salesperson must learn to be professionally persistent. Dan gives us some great examples of how that works.
  • For lead prospecting to truly be successful, the salesperson must constantly add value as part of the conversation.
  • There are 5 steps of a basic sales process that salespeople ignore at their peril.

Questions discussed:

Q1: On which stage of the buying process should a #salesperson start engaging w/ a prospect?

Q2: What are the right questions a salesperson needs to ask throughout the buying/selling process to help uncover need?

Q3: What would be the best way to do online sales prospecting?

About Author

Dan McDade is founder and president of PointClear, a prospect development partner, providing the strategy, analytics and execution services needed to optimize B2B sales and marketing processes, and drive revenue. The company stands out because of its strategic approach to planning; the quality of its people; and a multi-touch, multi-media, multi-cycle prospecting process. Dan recently authored The Truth About Leads.

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