900K Companies 6.1M Contacts 3.6M Emails 5.9M LinkedIn Links 5.6M Company Phones 1.1M Direct Phones

Use This Ridiculous Stat to Fuel Nonstop Sales Growth

Get Free Trial

900K

Companies

6.1M

Contacts

3.6M

Emails

1.1M

Direct Phones

5.6M

Company Phones

5.9M

LinkedIn Links

27-Sep-2017

Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or your company.

In short, they’ve been online, studying their problem or looking for better ways to achieve their objectives. And, they’ve checked out some options.

Then finally, they raise their hand and say, “I’m interested.” On the positive side, they’re impressed with what they see about your product and services – and want to know more.
But on the negative side, most of us never get contacted.

It’s Time to Stop Waiting

So we can either piss-and-moan about it – or we can get off our butts and initiate contact with targeted prospects.

When I say targeted prospects, I mean focusing on companies and individuals who could have the high likelihood of doing business with you.

Then, it’s about making smart contact, based on research, with highly relevant messaging focused on what matters to these people.

Here’s what I stand for. I believe it’s absolutely essential for salespeople to initiate contact BEFORE their prospects are searching.

This sales growth strategy has huge paybacks.

Strategies to Consider

First off, if you get in early, you can share ideas, insights and information that would help them achieve their objectives.

This then positions you as a valuable resource – someone who is truly focused on their success. You’ll never be seen as just another self-serving salesperson.

Plus, you’ll have a chance to develop relationships with key people, before they’re looking – and thus build a trust advantage.

Finally, by getting in early, you’ll be able to impact the decision criteria instead of just responding to it.

When a decision is finally made, your poor competitors won’t stand a chance. That’s what being a savvy seller is all about.

Whatever you do, don’t let that ridiculous 60% statistic get you down. Smart sellers, savvy sellers, totally ignore it – and that’s how they create their own success.

© 2015 by Jill Konrath. Jill Konrath is the author of AGILE SELLING, Selling to Big Companies and SNAP Selling. As a sales accelerator, she helps salespeople close deals faster. She’s a frequent speaker at sales kick-off meetings and conferences. Her expertise has by featured by ABC News, Fortune, Forbes, The New York Times, Entrepreneur and Inc. magazine. Click here to get her free Prospecting Toolkit.

Author

Emma Owen

Emma Owen is a results-driven sales professional currently serving as Sales Representative for Scott’s Directories’ Corporate Database. With a Graduate Diploma in Business from Queen’s University’s Smith School of Business and an Honours degree in Public Health, Emma combines analytical expertise with a talent for building strong client relationships. ... Read More

Get a Free Trial

No credit card required

For 1st Time Customers Only. A specialist will set up your access within one business day.

By submitting, you agree to be contacted by Scott's Directories about your trial.

    
 
 
        
   Angie DiTuri 
 
 
 
 Trustindex verifies that the original source of the review is Google.  I had a great experience when visiting Scotts Directories. The service was always up and running, and updated regularly. I had no issues navigating the website and finding the lists I needed. Special thanks to Rabiya Shaikh for her excellent service. I highly recommend Scotts Directories - 5 stars!
   Posted on Google  
 
 
 
       
   Jeremy Beamer 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Outstanding Client Support and Comprehensive Lists at Scotts Directories

Scotts Directories is a great place to find and collect up-to-date industry and company information. The website is well-organized and easy to use, making it a breeze to find what you need. Plus, the client support systems are outstanding. Our team was especially impressed with Bridget Wiley for her exceptional customer service. Scotts Directories is a great resource for far-reaching industry and company lists. 5/5 stars!
   Posted on Google  
 
 
 
       
   Bella coola 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Very professional service, and friendly staff. I didn't receive any bites from the fax out, but this is likely due to the nature of the fax as opposed to their service
   Posted on Google  
 
 
 
       
   Allan Madonik 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Invested $800 and got a $3,800 sale.  Staff were patient and super helpful
   Posted on Google  
 
 
 
       
   Cathy Knapp 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Excellent Customization and Easy Online Navigation at Scotts Directories

I use the online Scotts Directories frequently and the experience is always top notch.  Excellent ability to customize what data I need to see and so easy to navigate. The team members, especially Bridget Wiley, are very helpful and make the experience top notch. I highly recommend Scotts Directories and give them a 5 out of 5 stars.
   Posted on Google  
 
 
 
       
   Mike Young 
 
 
 
 Trustindex verifies that the original source of the review is Google.  We've used Scott's Directories for years. It's getting better every year.
   Posted on Google  
 
 
 
       
   Ryan Nellich 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Great team to work with
   Posted on Google  
 
 
 
       
   Dawn Cook 
 
 
 
 Trustindex verifies that the original source of the review is Google.  Rabiya always goes above and beyond to ensure that I have the leads I need to make a smooth transition from my reps to the customers.
   Posted on Google