#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Jeff does a deep-dive into discovery and asking the hard questions to get prospect buy-in.Four Actionable Takeaways:Focus on prospects that are either accessible AND growable or just growableIf price is the only objection, you are in a great position to close the dealFind 3 major differentiators and lead your prospects to that spaceEstablish yourself as a consultant by asking questions that get the prospects thinkingJeff’s Path to President’s Club:Consultant at Parabola ConsultingAuthor: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you SellHost of The Why and The Buy Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting
30 Minutes to President's Club | No-Nonsense Sales
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Focus on prospects that are either accessible AND growable or just growable
- If price is the only objection, you are in a great position to close the deal
- Find 3 major differentiators and lead your prospects to that space
- Establish yourself as a consultant by asking questions that get the prospects thinking
Jeff’s Path to President’s Club:
- Consultant at Parabola Consulting
- Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
- Host of The Why and The Buy Podcast
RESOURCES DISCUSSED