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.
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?