Podcast episode
Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
30 Minutes to President's Club3 Feb 202129 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Focus on prospects that are either accessible AND growable or just growable If price is the only objection, you are in a great position to close the deal Find 3 major differentiators and lead your prospects to that space Establish yourself as a consultant by asking questions that get the prospects thinking Jeff’s Path to President’s Club: Consultant at Parabola Consulting Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell Host of The Why and The Buy Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So I'm as big a fan as anybody at growing within existing accounts. Listen, if someone gives me $20, I don't care if I knew them or not. I know how to spend $20. So this got to be net new versus get out of babysitting your accounts, babysit the accounts if you can triple them this year. “But it's not about new versus old, it's about growable versus not.” And you have to be very honest with yourself about whether or not where you're spending your time is going to help you grow. Let's talk about this a little bit because I've had a lot of people message me and be like, Nick, I want you guys to talk about like account management. When you actually have accounts, you have to manage. Can you talk a little bit about...
If they have to exert extra energy to tell you no, then that means that they went out of their way in some way. And it typically means there's an emotional response there that is often worth digging into. One of my favorite buying signals that's really counterintuitive is you cost too “much. Like, oh, so you're saying if I was less, you'd be interested, which means that you're” interested, but you just don't understand why it's more expensive. Well, that kind of sounds like you're inviting me to justify my price difference. I like that. Please put me in that situation because I'm really good at that. But these are people that you put on a different cadence. You put on a drip campaign. When there's someone who's worth... We're talking career making deals