Effective qualifying begins with defining your ideal customer profile (ICP). This profile is a composite that includes the buying window, compelling buying motivations, stakeholder hierarchies, stakeholder engagement, competitor entrenchment, sales cycle, industry vertical, company size, and fit, among other attributes.

The real secret to crafting personalized messages that reduce resistance and convert prospecting calls into meetings is remembering a simple but powerful premise: people make decisions based on emotion first, and then justify with logic. In other words, they feel, then they think.

But because emotions drive buying decisions, it is crucial that you uncover and address individual stakeholder criteria, with questions like these: “Tell me what success means to you?” “Can you tell me about what's most important to you?” “What problems are you personally trying to solve?” “What worries you most about the current situation?” “Can

This requires ruthless prioritization. You need to get clear on exactly which activities you should be doing to make an impact and which ones you should not be doing, and when these things should be happening. Without

Here are some additional prompt examples: What are three major trends that are impacting businesses in the _____________ industry? What are executives in ______________ doing to cope with the _______________ trend? What are the five biggest problems on the minds of owners of _______________? These prompts work because they are specific and

in Volatile Times, there are seven elements of prospecting sequences: Targeting Messaging Channels Cadence Touches Duration Spacing The formula for success with prospecting sequences is simple:

helps you leverage your human advantage to think out of the box and differentiate from your competitors. Reduces distractions: When you are taking notes by hand you are less likely to become distracted, so you can stay focused on your stakeholders. Relationships: When you take notes by hand it makes people feel important and that you care,

this exercise you will compare your writing style to your robot. Step One: Choose a subject. Step Two: Write 500 words on that subject.

When meeting with stakeholders in person, apps like Otter.ai can take notes for you. Just pull up the app on your phone and ask permission to record. Then, following your meeting, upload the meeting notes into your CRM.