Reboot Sales Tip #5: Consume your prospect's content. All of it. Before you pitch anything.
If you’re walking into a prospect's office today before you’ve consumed all of their content (or as much of it as you can stomach), you’re missing the single largest opportunity to get inside their head. Have you read their annual report? Have you watched their YouTube videos? Have you read their Tweets? Liked their Facebook posts? Read their LinkedIn updates? If not, reschedule the meeting. An uninformed pitch is worse than canceling an appointment.
To learn more ways to rethink how you sell media, check out Reboot: Radically Transforming Media Sales on November 16th in New York City. In an immersive sales workshop Chief Media Alchemist Andrew Davis will challenge media salespeople to flip the script of their sales pitch. Use this special discount code REBOOT2015 to take $100 off registration or the group discount code REBOOT2015CO for $125 off registration.
Check out more Reboot Sales Tips:
Reboot Sales Tip #1: Stop creating presentations. Start crafting a pitch. (There’s a big difference.)
Reboot Sales Tip #2: Cut 70% of your presentation.
Reboot Sales Tip #3: Build anticipation for your pitch meeting.
Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.
Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.
Reboot Sales Tip #7: Make assumptions.
Reboot Sales Tip #8: No excuses.