When it comes to prospecting, the simplest misstep can lead to disaster. Which channels should you use? Should you focus solely on email or on cold calls? How many times should you contact someone before they become annoyed? At which stage should you make your pitch? If you don’t already have solid answers to these questions, that’s OK. We do.
In this episode of INSIDE Inside Sales, Darryl speaks with another founder of the incredibly popular OutBound Conference, international speaker and bestselling author Anthony Iannarino. Darryl and Anthony discuss the 5 enormous mistakes you need to avoid when prospecting, such as ways to offer content before even thinking about going into your pitch. They also share the right formula for outreach and offer ways to be persistent without being annoying. Don’t take a run at it and hope for the best, learn some solid prospecting tips on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.