Starting conversations with people you don’t know
Understanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients.
This week, prospecting and persona expert Marylou Tyler joins the podcast to discuss prospecting and the importance of creating the ideal personas within your target market so that you, as a sales professional can better understand the needs of your prospects and what you can do to lead them towards a meeting or sale.
Having spent the last 30 years perfecting lead generation for top-of-funnel business development, Marylou knows how important the personas you use are in sales and marketing and with the knowledge she shares with us, we can take another step forward in our sales careers.
Some places you can find Marylou
[01:00] – How Marylou got into sales
[03:10] – At the time when Marylou got into sales, what were her perceptions around it?
[04:40] – What were some of the things which Marylou had to do when she first got into sales
[07:10] – How did Marylou start to learn about the sales process and skills needed in sales today?
[08:06] – What were Mary’s inspirations for writing her books
[10:23] – What is Mary’s definition of prospecting
[11:25] – Marylou talks about account-based development
[14:40] – The importance of creating an ideal account profile and how we can start the process of building this account?
[17:50] – Do we create a single persona or multiple personas for accounts that we are targeting
[21:00] – Should we be mapping our touch-points with our prospects so that we are clear on who we are targeting and what stage of the buying process they are at
[22:29] – What type of account and what size in revenue should we be using this tactic with
[24:37] – What are some strategies we can employ to start the engagement process
[26:45] – In Marylou’s experience what has been the most consistent touch-point that you can use to reach your prospects
[28:55] – How can we lead our prospect into the first contact?
[31:18] – When you know that the customer isn’t going to be impacted by your company’s marketing what do you do?
[33:45] – Is cold calling still effective?
[36:20] – What are some of the most important tools we can use to get our prospect into the top pf the funnel
[39:45] – Is prospecting something that mature, experienced salespeople should be doing?
[41:30] – Some of the key habits highly successful SDR’s have
[44:05] – Biggest influence in your sales career and why?
[47:11] – What Marylou wished she new when she started her career in sales