#SIFT HEADS WALK THROUGH PROFESSIONAL#

I mean, their job is to sell you their stuff, may or may not be the best fit. You have three vendors that you're working with. And because the reality is, let's just say you have a project that you're working on. We are streamlining that process to help them save time. Well, our process, I mean, it's very relationship-driven because we're not doing the selling.

So we're poking around a little bit, trying to find out, hey is there something that's coming up? And then based on, hey, yeah, you can help us out, we identify an area and then the next step would be a deeper technical conversation in regards to their scope and then their requirements.ДЄnd then based on that conversation, we align them with who we think the top two or three suppliers are and that process.Дo you use a methodology or is it true empathetic kind of discovery solution sell? What do you take from the cold call, your persona, your style, and use in the discovery or the illumination stage? And while we're doing that, we're doing some discovery to identify if there's a possibility of a project in the future. hey, do you see value in what we do and how we can help you buy technology?ДЄnd then if they do, we walk them through the areas that we focus on. And so we have that 30-minute call with a client and it's to really kind of introduce them to the concept. Do you use a methodology? Are you a Sandler guy? Are you a pitch anything guy?ДЄre you a question-based selling? How does your demeanor change on the fact find end of discovery, the illumination, because they showed up for this meeting, differently from the top of funnel, the cold call? Somebody says, 'Yeah, I'll take the meeting.' Walk us through that sales. Give us a little insight into what happens after the cold call.

James Thornburg is the Enterprise IT Strategist at Bridgepointe Technologies, which offers a service that helps design IT and telecom projects for their clients and includes selecting the right supplier at the right price with no extra cost to their customers.Д¬atch his previous episode here: Is Cold Calling a Form of Slapstick?

#SIFT HEADS WALK THROUGH PROFESSIONAL#

Listen in to borrow from the best as these three professional salespeople lend you their expertise on this Market Dominance GuysвЂ™ episode, вЂњThe Cold-Call Kiss of Death.вЂќ James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, continues his conversation with our Market Dominance Guys, Chris Beall and Corey Frank, in order to provide you with some guidance about this important difference. Join these three successful cold-callers as they discuss the components of each type of call and warn you away from the two biggest cold-calling mistakes. But if you foolishly use marketing language during your first conversation with a prospect - well, that, my podcast friends, is the cold-call kiss of death.

During a discovery call, marketing language, also known as вЂњselling your product or service,вЂќ is entirely appropriate. ThereвЂ™s a decided difference between the purpose of a cold call and that of a discovery call.

Sift heads walk through