54 min listen
Breaking Down the Prospecting Playbook with Alex Newmann
Breaking Down the Prospecting Playbook with Alex Newmann
ratings:
Length:
43 minutes
Released:
Mar 22, 2022
Format:
Podcast episode
Description
This episode of the Live Better Seller Better Podcast features Alex Newmann, Founder of Newmann Consulting and mentor to companies and tech startups. The prospecting playbook involves a series of steps but all begins in the right mindset of prioritizing and understanding your goals.Once you have this down, you can move to the more tactical steps like taking a deep dive in understanding who your customer is and what keeps them up at night. One way to get your messaging right is by recording your calls so you can look back on them and determine what you do right and wrong.And finally, lead with emotion and not the benefits of your product. Make sure to reach out to your customers using a variety of channels and to understand which channels work best and to utilize those extensively. And don't ever forget the power of personalization!SHOW NOTESHIGHLIGHTSUnderstand your goals, deal sizes, and sales cycles to make and exceed quotaTime and energy management: Prioritize tasks and learn to say noUnderstand what drives your ideal customerRecord your conversations with your customersLead with emotion and have a multi-channel approach for the askAB test and do it one at a timeQUOTESAlex: "Help me understand what my personal goals are, let me understand what is it going to take in order to get there. So average deal size, number of deals that it's going to take, not the median of the deals, the average deal size."Alex: "When you understand that formulaic way to hit your goals, then you have specific priorities that are set in order to be able to achieve those things that are inside of your control. When you break them down into a weekly or monthly basis, you can go and say, alright, those priorities need to be accomplished either weekly or monthly."Alex: "It's the emotional thing that are just banging their heads against, that's what you want to understand. You understand your customers and prospecting, literally, all the doors just got swung wide open. It makes your messaging, it makes your plans, it makes your channel, it makes every single thing now attainable because you actually have an understanding of what you're trying to do." Alex: "Understanding the channels in which the buyers of that specific offering need to be, that is part of figuring it out. If the company's been around for a little while, take a look at it and see what are other people doing to be successful. Look at the top sales reps. Look at the historical top performers."You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexnewmann/Website: https://www.alexnewmann.com/
Released:
Mar 22, 2022
Format:
Podcast episode
Titles in the series (100)
The Realest Sales Trainer in the Game with John Barrows: Guest: John Barrows LI: https://www.linkedin.com/in/johnbarrows/ Topic: The Realest Salesman in the Game - How to keep it real to sell more. Quick Intro: I’m pumped to have a good friend of my on the show today. I’ve dubbed him one the ‘realest’ salesman in the game. From the 1st day we actually met, we clicked, and it’s because of how much we value our profession, value our salespeople, and value authenticity and realness. John Barrows in one of the top sales trainers in the game. Working with the big boys, but also creating courses and content for the individual contributor.The way he teaches sales is no fluff, no BS, no ‘it works in a book, but not real life’ he teaches what works NOW! So Pumped to have him on the show! Short and Sweet/Set the stage Why is being real so important in sales. Core Questions How can a rep make a script their own? Thoughts on scripts? The 1st 10 seconds of a cold call, what do you have by Live Better. Sell Better.