3 Key Questions All Salespeople Ask – Answered!

(Editors note: While we strive for objectivity, we also need to share with our readers that OneSource, a division of Infogroup, is client of Find New Customers, our business. Please keep that in mind.)

  1. Whom should I call?

  2. When should I call?

  3. What should I say?

Those three questions have plagued salespeople since time immemorial.

If he chooses the right person, the right time and uses the right words, his chances of success are high.

Call the wrong person, at the wrong time, or use the wrong words – chances of engaging a prospective client is slim indeed. He hears “Not interested.”

Salesperson on phoneOther products have tried, with limited success, to address these questions. But OneSource recently introduced a superb new product called iSell, that answers all three sales questions.  Let’s examine them one by one:

  1. Whom should I call?
    This question requires knowledge of your territory and accurate prospect data. If you handle the Northeast and your target is VP of Sales, giving you the VP of Sales of a company in Texas does you no good. The app needs to understand your territory and have highly accurate data.
  2. When should I call?
    Trigger events help you understand the best times to call. An earnings announcement, a promotion, a merger – change illuminates the need to change. You need intelligence on what is happening in each account – using the trigger events that matter to you.
  3. What should I say?
    Never go into a call unprepared. You need to know the prospect – from their website, LinkedIn, Facebook, Twitter, their blog, etc. But prepping for a call can be very time-consuming if you have to check all of those sites and looking for content of interest.

iSell answers all those questions. It’s personalized to your territory, shows you trigger events that matter to you, and brings all the prospect info into a single screen. And since it uses a simple Facebook – like interface, it takes very little time to learn.

In over two decades of sales, I’ve never seen a more useful application for salespeople.

Sign up for a free trial of iSell by visiting iSell Free Trial.

What do you think? We love comments and people who share our content.

Due to domain theft, we had to make some changes.

Jeff Ogden, the Fearless Competitor, is President of Find New CustomersLead Generation Made Simple.” He’s also the author of three highly acclaimed white papers

  1. How to Find New Customers (sponsored by Marketo,)
  2. Definitive Guide to Making Quota, and
  3. Moving from Transactional to Conversational Email Marketing (sponsored by Genius.com)

as well the e-book, Prospect Driven Marketing (with Communication Strategy Group) and holds a degree in Marketing from the University of Notre Dame. (Notre Dame is teaching B2B marketing to the next generation using this content.)

Find New Customers helps business develop and implement programs to drive more sales leads by improving the way they find and acquire new customers using best practices in lead generation.

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