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In this episode, Scott speaks with special guest Melanie Wong from Box.com about her experience transitioning from being a lawyer into becoming a top prospector for big customers at Box.com. Key areas covered are:
- Examples of cold calls that turned into big clients by knowing how to find project managers and project engineers.
- The pitch to start off on a cold call, some patterns to use when cold calling, and some early signals that a deal is going south.
- What constitutes a hard question to know if prospect is serious about your product and strategies to find additional product champions when yours isn’t pulling the deal through.
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Podcast Notes
02:15 – What Melanie is working on.
04:53 – Law is cool and fun.
06:00 – What was most frustrating making a conversion to get into sales.
09:05 – An example where a cold call, has turned a client into a mega client.
11:30 – How to find these project engineers.
15:00 – The pitch to start off on a cold call.
16:50 – What is the pattern to use.
24:10 – How to start the email, “I’d love to introduce you to our executive team.”
27:17 – The job of an SDR, Sales Development Rep.
28:24 – In that cadence of call, call, email, email, how to craft that out in a way that is effective.
31:21 – What are the early signals that a deal is going south?
34:41 – What constitutes a hard question to know they want to get into this now.
36:44 – The strategy to navigate through trying to find multiple people.
Resources mentioned or related to this podcast
- DiscoverOrg: Sales and Marketing Intelligence Solutions.
- Data.com Instant access to millions of top quality company profiles and business contacts and emails all in one place.
- LinkedIn: World’s Largest Professional Network.
- Google, Search Engine.
- Yesware: Prescriptive tools that help sales teams sell smarter.
- The Art of Asking: How I Learned to Stop Worrying and Let People Help Hardcover – by Amanda Palmer.
- The Gifts of Imperfection: Let Go of Who You Think You’re Supposed to Be and Embrace Who You Are Paperback – by Brené Brown