How to Identify Key Stakeholders and Properly Engage Them | Dave Fink - 1692

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers. A Clear ICP Leads to Efficiency Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient. Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit. Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers. Engage the Right People Not everyone in the company is a decision-maker or influencer. The people who stand to benefit from your product may not have the power to buy, so figure out who does. With recent layoffs all over the tech industry, there are fewer people in companies so it may be easier to reach decision-makers. Not all decision-makers think or act the same way. Things change. Consider how macro trends may be impacting them and treat them with empathy. Handling Discovery Properly Do research about the person you’re going to be talking to and the company they’re a part of. Knowing their position in the company can help you understand their point of view. Just like doctors can have a great bedside manner that makes you feel safe and comfortable, sellers who treat discovery like a conversation rather than an interrogation will have more success. “I very much believe that information is power. Quite frankly, if you’re an inquisitive person, whether you’re successful in a specific prospecting initiative or sales cycle, you’re going to learn something from it.” – Dave Fink Resources Check out the website: http://postie.com for great content! Connect with Dave Fink on LinkedIn Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales...

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!