In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

Main Topics Covered

• Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
• Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
• Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
• Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

Important Links

• Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
• Access the example problem calculator: Calculator Example