“Focus and take a long-term view, and engaging and connecting with your prospects.” – Andrew Kappel in today’s Tip 322
How can you improve your prospecting effectiveness?
Join the conversation below and learn more about Andrew!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Andrew Kappel. Andrew has been a long-time listener and has supported both of the Sales Success Stories book projects (thanks for that Andrew!) He credits the Sales Success Community for helping him get promoted from no tech experience to landing his first SDR job at Protegrity, a data security company. He sent from SDR to AE and now to Global Manager of Sales Development… all in under 2 years! Here he is:
Andrew Kappel: Hey Sales Success Community! What I’ll share with you today are two principles popularized by Jeff Bezos, Founder, and CEO of Amazon, and specifically how you can leverage them to improve your prospecting effectiveness in 2020. So the first is when prospecting, it’s critical you focus and take a longterm view and engaging and connecting with your prospects. A snippet from one of Jeff Bezos’s annual letters to Amazon shareholders, Bezos shares, and I quote; Longterm orientation interacts well with customer obsession. If we can identify a customer need and if we can further develop a conviction that the need is meaningful and durable. Our approach permits us to work patiently for multiple years to deliver a solution. So your objective when prospecting is to peak the interest of your prospects and earn the right to meet with them to understand a bit more about their situation and to discover and qualify if your products and services are a fit to solve their problems and help them achieve a better future state. Your prospects are busier than ever. They’re flooded with unpersonalized and generic sales pitches that are not relevant or personalized to them. Similar to how Amazon succeeds as a company, it’s really important to take a longterm view when communicating and looking to engage in your prospects. You might write a great email or a LinkedIn message, but if you expect them to immediately come back to you, take the bait and want to meet with you, that’s just not realistic and you’re not going to have a lot of success with that. Here Protegrity our SDRs, they’re executing three, five, even 10 or more personalized touchpoints across multiple channels, including email, phone, handwritten letter, even going on starbucks.com sending the prospect a digital gift card trying to set up a virtual coffee. It’s quite easy. It can go along way with your prospects.
The second principle is to be customer-obsessed. Well, that principle isn’t unique to Amazon. No doubt is a critical factor related to tremendous success and growth as a company. In your case, when prospecting, it’s critical to be prospect obsessed by reaching out to your prospects with relevant prospect centric insights and ideas. You’re providing value to them and you want to make it as easy as possible for them to connect, engage, meet, and eventually do business with you. If you remember one thing, when prospecting, it’s vitally important to have the right narrative. It’s about them, not you.
As this wraps up, I want to make this tip tactical and actionable. So in the show notes, I’ve shared a quick video demonstration of exactly how our SDR team app Protegrity executes with these principles to effectively take the longterm view and always being prospect centric. I’d love to hear what you think and better yet if you’d be interested in joining our SDR team here at Protegrity, please don’t hesitate to reach out. I’d love to talk. Thanks a lot.
Scott Ingram: The next big project Andrew is working on at Protegrity is the launch of Protegrity’s first SDR-hub in their new offices in Salt Lake City early in 2020. If you’re interested in jump-starting or re-invigorating your career at the intersection of data and cybersecurity, then check out the job listing in the show notes at DailySales.Tips/322, Of course, you’ll also find links to connect with Andrew there, and he created a bonus video where he walks through how Protegrity sets up their sequences with Outreach which is super cool. Talk about stepping up. I really appreciate Andrew for doing all of this and I hope you’ll check out his work.
Then be sure to come back tomorrow for another great sales tip!