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Scott Burmeister

Strategic Partnership Director - Sales Director

I saw this post on The Quota. It made me bristle 😤and get a little twitchy. 77 % of respondents have no respect for their prospective client and waste their time with 0 - 30 minutes research 🧐 into the organisation and preparation for their sales call. Really ? That would gather at best : ✅ Their company name ✅Their location ✅ Vision statement ✅ How to contact them ✅ Maybe a high level overview of what they do ? ✅ Their board of directors . Don’t waste their time, they deserve better and we as sales professionals can do so much better. I can guarantee the 7% who research 1 hour plus will sell 10x the rest of the respondents on that survey . 93% spend less than 1 hour wow wee ! 😳 Why is this important? 🧐 The preparation will uncover how we can help the prospective business and gain an understanding and alignment to their business needs, culture and value, and their people and purpose. Don’t wing it , research your prospect throughly and pay them the time and the respect they deserve. They will see value in your research and preparation. Luck 🍀 is when preparation meets opportunity. People often say “Wow your’re lucky in sales.” I’m not. I just prepare each stage of the process better than the 93% of those cited who do less than an hour of research. High growth sales professionals do the 📕 bookends consistently. They also close more accounts than current sales industry averages which sits at 21% coversion. The dial moves to 75% plus just by preparing well and being laser focused on the value matched 🎯 prospect targets and preparing every step of the process. Prepare and Practice. Laser focus on your key targets. 3 in 4 conversions if you prepare well each step of the way vs 1 in 5 plus industry average . High value v Low value How do I know it works? I’ve done it for 25 years , year on year. It works 🤑 Reach out if you need any help . Happy Selling! hashtag #sales hashtag #preparation hashtag #practice hashtag #highgrowth

Scott Burmeister

Strategic Partnership Director - Sales Director

Mar 6, 2024