blog are-you-really-prospecting 
Iannarino
JULY 31, 2021
The more you focus on these major outcomes, the better your results. You really only need two OKRs to drive your success in sales —opportunity creation and opportunity capture—though I could be persuaded to add a third. But even if you don’t, take some time to read Measure What Matters by John Doerr, who Grove forced into sales.
Iannarino
JULY 3, 2021
You can make the same mistakes when making a cold call by using the same flawed techniques. Do not target the companies that already buy what you sell or are highly likely to start doing so. Instead, believe that anyone with a phone and a heartbeat is a prospect. The Gist: No one likes getting a straight pitch on LinkedIn.
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Iannarino
JUNE 29, 2021
But there’s good (and mounting) evidence that a single strategy will consistently help you win deals: creating greater value for your prospective clients than your competitors. You might still start this pitch by sharing information about your company, but follow up by extolling the tremendous value in your products and services.
Iannarino
JULY 16, 2021
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. We cannot continue to choose prospecting methods that destroy any possibility of a future relationship. While I was not in any way harmed, his attempts to cheat the Gods of Prospecting will only harm himself.
Veloxy
DECEMBER 14, 2021
You swallow spiders in your sleep. As you know, the opposite of a myth is truth. Cold calling is only easy when you first acknowledge that it’s never easy at the beginning, and second you follow the 7 steps in this cold caller guide. Your prospects expect more from you now than ever before.
Iannarino
JULY 28, 2021
Asynchronous prospecting does not provide the experience necessary to become a great salesperson. There is a bottomless pit of people, especially on social media, who will tell you why you should not make cold calls. When you send an email, your recipient can reject your request without speaking with you.
Veloxy
JANUARY 19, 2022
In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. Why do you need a first impression for cold calling ? Demonstrate that you know their business. Gone in sixty seconds. Don’t exaggerate.
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