Podcast episode
Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
30 Minutes to President's Club30 Apr 202431 min
Description
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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But like I said, I know you run things over there. And so if you get a chance, would you let her know that I called? Again, my name is Chip, like a potato chip or a chocolate chip. Depends on if you're feeling sweet or salty today. And this is my number. I love it. So talk to me about your strategy of how you navigate that, Chip. What's going on there? Yeah, so a big thing that I'm navigating there is I'm trying to figure out “if the person my CRM told me to call is actually the right person to call.” If they still even work there. A lot of times those people may have left. They got on another opportunity. Maybe they got promoted even internally. And so I'm, one, trying to qualify who the person is I need to talk to. I don't actually have to talk to that person to qualify if it's them. Now, to fully qualify, yeah, it helps. But you can at least get some confirmation from the person who's handling the phone.
and then you go, oh, that matters to you? Why does that matter to you? Help me understand what that does for your business by having that sort of insight. And then one really tactical question, how often are you able to know in advance if they're using a competitor of yours? Is this information you're finding out on the call or before the call? And if so, how in both scenarios? It's a combination. “In our CRM, typically someone has reached out to them” before in the past and they put that information in there. And then we even run lists sometimes based on competitors if we know that, hey, we just won two or three deals against this competitor. And the reason that we won those two or three deals is because they were falling short on customer service.
In CRM