Interview with some surprises
What buyers want from sellers in the virtual age.
That's when Mike comments on phone prospecting and reaching out to buyers to introduce yourself to let them know who you are and what you do.
His findings: Cold calling is not dead.
The more senior the buyer you are trying to contact the more that buyer prefers you reach out by phone.
Stats, research and interviews prove it's a preferred way buyers --- especially the senior buyers with more buying authority --- want you to contact them.
To be sure you will need more than an introductory phone call to make virtual selling work for you.
But the initial outreach by phone is something way too many sales organizations overlook because they either do not want to do it or believe it no longer works.
Mike and his RAIN Group research team are recommending phone prospecting and cold calling as part of an overall campaign for virtual selling success.
Toyota...Harvard Business School...Oracle...Fidelity Investments...Ryder...Hitachi...Lowe’s --- to name just a few are some of their clients.
Bottom Line: You can't sell the same way you did pre-2020.
If you do, you won't achieve the same results.
But change isn't easy.
And that's where this interview can help.
So you may want to bookmark this interview and share with your co-workers or anyone you know who is looking to do more virtual selling in a way that is productive and profitable.
Here's info on Mike and his book:
Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
Rave reviews on Amazon. https://www.amazon.com/
