Feb 20, 2018
Brandon Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school with outhouses as their bathroom. He went from these humble beginnings to now Cofounding and growing Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 list (after a six-year rollercoaster of sales success and setbacks). Today Brandon and I discuss what’s not working in sales today.
Cold emailing and cold calling still work, but not as well as in the past. The internet is changing consumers behavior. They are spending more time alone shopping and comparing before calling the sales line. It used to be that growing a big email lists was the path to success. But it doesn’t work as well as it did in the past. People can smell a pitch a mile away. A small list of targeted prospects is better.
Be eminently reachable – post your calendar online and let people find a spot that works for them.
Use email prudently asking for advice and help if you’re a startup:
In this example you’re not selling but asking for advice. Kill them with flattery, by not selling, but getting them engaged. Be vulnerable and admit you may not have the answer, but you’re open for feedback. This is authentic. Pushy sales is what’s not working in sales today.
Brandon on LinkedIn https://www.linkedin.com/in/brandonbruce/
Babble me to enter the drswing for Brandon’s swag!
Listen to past episodes to find ways to grow business quickly.