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Why Develop A Clear ICP, Micro-Target And Speak Your Prospect’s Language?
"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to describe what you do for them. Leave no good reason for a qualified prospect to say no", says Wendy Weiss, who has been cold calling longer than most of you have been alive.
She's the founder of the #Salesology prospecting method. She helps sellers grow their pipeline with quality appointments that lead to closed sales
We explore how salespeople are largely left to their own devices when
prospecting and why it is so ineffective. Wendy explains what works
and why. It has nothing to do with you, your company or your products
and services.
What do your prospects want and need?
How do they talk about it?
Unless you understand that you may as well be speaking Babylonian!
You will never be relevant. We explore these and other critical
blindspots such as management by abdication, lip service training etc.
Consider the crushing waste of this fact. 83% of newly hired
salespeople are gone inside of 3 years. What questions does that raise
about the management layer and their responsibility or capability to do the job?
We dispel the myth that sellers are born. They are made. We make ourselves
Contact Wendy via
linkedin.com/in/wendyweiss
Websites
coldcallingresults.com (Personal Website)
feeds.feedburner.com/wendyweiss (RSS Feed)
coldcallingresults.com/blog/ (Blog)
Email
Twitter
- wendyweiss
--
Contact me on [email protected]
if you want to talk about ways to do less but better on purpose.
View all episodes
By Marcus Cauchi, Laughs Last Ltd
4.8
2323 ratings
"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to describe what you do for them. Leave no good reason for a qualified prospect to say no", says Wendy Weiss, who has been cold calling longer than most of you have been alive.
She's the founder of the #Salesology prospecting method. She helps sellers grow their pipeline with quality appointments that lead to closed sales
We explore how salespeople are largely left to their own devices when
prospecting and why it is so ineffective. Wendy explains what works
and why. It has nothing to do with you, your company or your products
and services.
What do your prospects want and need?
How do they talk about it?
Unless you understand that you may as well be speaking Babylonian!
You will never be relevant. We explore these and other critical
blindspots such as management by abdication, lip service training etc.
Consider the crushing waste of this fact. 83% of newly hired
salespeople are gone inside of 3 years. What questions does that raise
about the management layer and their responsibility or capability to do the job?
We dispel the myth that sellers are born. They are made. We make ourselves
Contact Wendy via
linkedin.com/in/wendyweiss
Websites
coldcallingresults.com (Personal Website)
feeds.feedburner.com/wendyweiss (RSS Feed)
coldcallingresults.com/blog/ (Blog)
Email
Twitter
- wendyweiss
--
Contact me on [email protected]
if you want to talk about ways to do less but better on purpose.
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