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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Do You Have Permission to Pitch? (Video)

Posted by Amar Sheth on May 20, 2014 12:11:06 AM

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Permission to PitchDo we wait around for permission slips to pitch? Of course not!

Whatever you do in life, you do it largely because it’ll help and benefit you.

When we cold call, our main goal is very simple to understand. No fancy math or special PhDs are required. We have something to sell, we try to convince the person on the phone of its value, and proceed to close a next step (whether that’s a meeting, demo time, or closing a sale).

I don’t foresee this changing anytime soon.

Be Smart & Practical

Although 195.2% of all buyers agree (fake stat) that they hate being cold called, some will still listen to you and give you time to deliver your pitch. There’s no doubt of this (yes folks, cold calling still works to some degree, even this social seller says so).

However, don’t you think you owe it to yourself to at least do some research before you call your prospect? I don’t mean the basic research that everyone else does, but something about the buyer and her/his company that shows a level of interest that helps differentiate you.

If you care enough, it’ll show. Luckily, social selling allows you to at research more than the basics to demonstrate that you care.

The Bottom Line

It’s not that you don’t care or have bad intentions, it’s that our buyers are bombarded with too many generic sales pitches. Remember, no one wants to be sold to. They want to be assured that you and your product/service can genuinely help them.

The more you use social media to assist yourself in the research process, the better off you’ll be. Never in history have buyers left their own digital breadcrumbs for us to find like they do now. It’s easier than ever to do creative research on buyers… it’s your job to do it!

Need help in crafting a strategy to do some creative social research? Click the “click to schedule” button below and we can chat on some ideas/best practices.

Amar Sheth

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Amar Sheth

Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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