“Make sure that you know your prospects the best of your ability because it helps you and it ultimately helps them.” – Ernest Owusu in today’s Tip 1129
Do you get to know your prospects and customers?
Join the conversation below and learn more about Ernest!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Since Ernest is self introducing today I’m just going to let him take it away to kick off BDR appreciation week:
Ernest Owusu: What’s up everyone. My name is Ernest Owusu. BDR Leader at 6sense and they got one easy sales tip for you all. I will say it sounds easy, but it’s definitely a little bit loaded. And that is to truly, deeply, probably even a little bit emotionally get to know your prospects and customers. And the reason why I overemphasize those things is because at the end of the day, most of us or I will say some of us, not necessarily most of us, some of us only really know our prospects and customers in terms of the scope of how our products help them.
And yes, that’s great because it does enable us to sell better and close more deals. But if you really want to be that trusted advisor and you want to put yourself in a situation where it’s a lot easier to navigate and find ways to sell to our prospects, it is critical that we have the ability to really, truly understand what they do outside the scope of how our product helps them.
And a really good way to test yourself to see if you actually do know your prospects and customers is to grab your phone, grab a stopwatch, and time to see for 60 seconds, you can explain what your prospect does and in that explanation, have to have nothing to do with how your product helps them. If you have the ability to do that, then there’s a pretty high likelihood that you actually know your prospects do and you have the deepest level of empathy required to be that true trusted advisor who can provide value to them and help them do their job better and avoid these mistakes.
So really easy thing to do, not easy at times, I would say, and that’s just to make sure that you know your prospects the best of your ability because it helps you and it ultimately helps them.
And the one they offer you all today, I got my “I Love BDR” appreciation shirt on here is those of you who know the week of February 21st is BDR Appreciation Week. Three things I got for you all.
First and foremost on our website 6sense.com, we have an area where we can vote for some top BDR awards. These are BDRs that are nominated across the world. So please go out there and vote there.
The other two things I have is please internally celebrate your team. Just do something with your team. It could be a happy hour. It could be giving people an opportunity to share across the entire org. How they find ways to win and to really help everyone internally know how hard the job is and how skilled the team is.
The last thing, and if you are the LinkedIn game, which I am as well. Please go on LinkedIn shout your team out. The teams always love this. Use our hashtags, you’ll see on our website to make sure that we’re giving the team as much appreciation and love as they definitely deserve.
So again my name is Ernest Owusu. BDR Leader at 6sense. Have a good day and hopefully it helps you all sell a little bit better. Take care.
Scott Ingram: For links to connect with Ernest and to their Top BDR Awards Ceremony later this week, just click over to DailySales.Tips/1129. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!