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

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1. 3:55

   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 sudden a fast-growing restaurant chain or a fast-growing railroad company decides to

   In Social selling

2. 12:02

   and where they sit. And so saying things like we normally work with product marketing, but in your industry, we don't see a lot of product marketers. We find digital marketing holds the ownership of this task. And the unique difference is digital marketing has this responsibility that product marketing doesn't. And I want to show you why I think “we're a great fit for digital marketers. And by explaining this is what we do,” this is how people leverage us. And this is how it's different for you and how I think that's going to impact the way we talk. Now you're a SME because you're understanding your business, your core, but their industry too. And the difference is you're showing that you understand

   In Problem and use-case fit

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