Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)

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1. 3:50

   And you'd be amazed at how much that turns on the other person's brain and gets them to be receptive to the conversation versus defensive. Round us out. What's number three, Joe? Well, if you're going to take the first two strategies and open up and widen out your funnel and try to sell through new channels and new departments, you've got to become your own nurture drip. “And so what I mean by that is whether you're using scalable tools like a mail merge, or” you're just keeping a list and DMing people on social, you need to go out there and nurture a new list of friends that you've created to bring them back to the table with the right stakeholder or with the right use case later. So Joe, let's say I would normally sell to a tech company, for example, but all of a

   In Social selling

2. 5:51

   the vision that you're selling. Can you talk to me more about that? Maybe some examples of like what that actually looks or what that sounds like for the audience? Yeah. So I'll give you a hyper tactical way to accomplish this. And I steal it from Mark “the concept of first is best.” on the sales team at Outreach is they listed the top 10 things that make somebody a good fit for outreach. They've raised funding. They've hired a ton of people. They've opened a new location. They've got more than 10 people with less than a year experience, whatever. And his point was, you don't have to do every single one of those pieces of research. You find the first one,

   In Account research