041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care - a podcast by Jim Brown

from 2017-06-13T11:01:11

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Takeaways

  1. Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In general, no one will ever buy less because you care more. Finding ways to engage with prospects at another level than simply making a phone call or sending an email makes a significant difference these days. What can you send a prospect to differentiate yourself and show them you really care?
  2. Push Your Tone to the Limit: On a scale of one to ten, with one being beloved Fred Rogers and ten being brutally honest Joan Rivers, where do you fall? Being nice is nice and all, but sometimes it helps to step outside your comfort zone. Understanding where you fall on this tonal scale is important, but more important is finding the line of where your prospects sit. What can you say to move them to the edge of emotion and stand out in their inbox? If you upset some people along the way, so be it. It doesn’t make sense to dwell on the one or two people you may have shocked when you see the increased pipeline you’re able to build.
  3. Understand the Curse of Knowledge: You know what they say about making assumptions, right? Don’t do it. Why? Because aside from the obvious negative consequences, the knowledge in your head may be harder for others to comprehend than you think. It’s easy to assume that because you have domain knowledge, everyone does. Unfortunately, that’s simply not the case. It’s always better to start fresh and build upon a mutual understanding than to assume you’re already on the same page.

Full Notes

https://www.salestuners.com/todd-muffley/

Book Recommendation

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