About
I am a B2B marketing expert and the Managing Partner at Prospect-Experience, a company…
Services
Articles by Dan
Contributions
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How do you structure your sales pitch to match the customer's buying cycle?
The article referred to telemarketing in the opening paragraph and then not again through the rest of the article. My comments relate to sales generally, not just the telephone. Study after study proves that integrating inside sales, BDRs or whatever you want to call that role, into almost any sales process reaps huge benefits. However, segmentation, messaging, cadence, nurturing and multi-touch, multi-media and multi-cycle processes multiply results. See here for more: https://www.prospect-experience.com/our-process
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How do you structure your sales pitch to match the customer's buying cycle?
I don't think creating a false environment to "Stimulate desire" works. Creating a sense of urgency, scarcity or exclusivity might have worked twenty plus years ago but it isn't going to work today. These gimics will lead to loss of trust. Once you have identified the condition of need, are working the sales process (5-steps) then you need to work a proven process to mutually, with the client, make the best decision for the individual and company. What is the pain or need? What is the priority to do something about the pain or need? What is the process? How does the prospect's current environment (as it relates to what you sell) impact the odds of success selling into this prospect?
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How do you structure your sales pitch to match the customer's buying cycle?
A troubling to me is that the content under Generate interest is so AI driven that it is almost unusable advice. Before you push to generate interest, find out where and why the prospect has or should have an interest. Determine where they are in the selling/buying process. There are five steps in this process: 1. Find a pain or need. 2. Get agreement that there is pain or need. 3. Agree to do something about the pain or need. 4. Agree to a generic solution. 5. Agree to a customized, specific solution. Marketing typically starts at step 1. Sales typically starts and stops at step 5. You can see why that would not work, right? What you learn going through the five steps facilitates the buying process and eliminates having to sell.
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How do you structure your sales pitch to match the customer's buying cycle?
Before marketing to a prospect, you must first determine the prospect's condition of need. There are just three conditions of need. Three reasons why anyone buys anything. They are 1. Fear of loss in your current situation; 2 Perceived risk of deterioration in your current situation; 3. Opportunity to improve your current situation. Fear of loss might be a legal compliance issue. Perceived risk might be things are going OK now, but there are risks on the horizon that we need to watch for and react to. Opportunity to improve is what I call selling into the rainbow. You find this condition if someone is self-actualized on Maslow's hierarchy of need. Understanding the condition of need helps prioritize where you put resources.
Activity
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It's very exciting to see the new Conversations That Sell for Financial Advisors book being recognized - and in the running - for the Top Sales book…
It's very exciting to see the new Conversations That Sell for Financial Advisors book being recognized - and in the running - for the Top Sales book…
Liked by Dan McDade
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All you wanted to know about sales playbooks in this month's Top Sales Magazine: AI impact, commodity vs. strategic solutions, pre-sale/post-sale and…
All you wanted to know about sales playbooks in this month's Top Sales Magazine: AI impact, commodity vs. strategic solutions, pre-sale/post-sale and…
Shared by Dan McDade
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Have you read Top Sales Magazine this month? This month's focus is on Sales Best Practices, exploring ways to enhance your team's performance and…
Have you read Top Sales Magazine this month? This month's focus is on Sales Best Practices, exploring ways to enhance your team's performance and…
Liked by Dan McDade
Experience
Education
Volunteer Experience
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Former Chairman of the Board
TAG Education Collaborative
- 4 years 7 months
Education
TAG-Ed's (Technology Association of Georgia's not-for-profit) mission is to improve workforce readiness in the state of Georgia by supporting middle and high school students in science, technology, engineering and math. TAG-Ed's intern program, web challenge have grown dramatically over the past two years and a new program called TAG-Ed Link will connect educators with TAG member volunteers and other resources in 2012.
Publications
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The Truth About Leads
Onsei Press
"The Truth About Leads" is a practical, easy-to-read book shedding light on the secrets that help you focus your B2B lead generation efforts, align your sales and marketing organizations and drive revenue. See testimonials on Amazon for more information!
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Cracking the C-Suite: Finding the Right Exec to Close the Sale
Chief Marketer
Even in today's economy, there is business out there. Identifying and engaging the right decision-maker, at the right time, is more vital than ever.
Other authorsSee publication -
What B-to-B Marketers Can Learn From Sales
B to B Magazine
As the value of marketing is being ever more frequently questioned by senior executive, marketing professionals can benefit by taking a lesson from their peers in sales.
One of the first objectives of a sales campaign should be to identify the relevant executive for the sales opportunity - the executive who stands to gain the most or lose the most as a result of the outcome of the project or application associated with your sales opportunity. The second objective should be to align with…As the value of marketing is being ever more frequently questioned by senior executive, marketing professionals can benefit by taking a lesson from their peers in sales.
One of the first objectives of a sales campaign should be to identify the relevant executive for the sales opportunity - the executive who stands to gain the most or lose the most as a result of the outcome of the project or application associated with your sales opportunity. The second objective should be to align with that executive - so the executive is selling for you - and helping you close the deal!Other authorsSee publication -
What B-to-B Marketers Can Learn From Sales
B to B Magazine
As the value of marketing is being ever more frequently questioned by senior executive, marketing professionals can benefit by taking a lesson from their peers in sales.
One of the first objectives of a sales campaign should be to identify the relevant executive for the sales opportunity - the executive who stands to gain the most or lose the most as a result of the outcome of the project or application associated with your sales opportunity. The second objective should be to align with…As the value of marketing is being ever more frequently questioned by senior executive, marketing professionals can benefit by taking a lesson from their peers in sales.
One of the first objectives of a sales campaign should be to identify the relevant executive for the sales opportunity - the executive who stands to gain the most or lose the most as a result of the outcome of the project or application associated with your sales opportunity. The second objective should be to align with that executive - so the executive is selling for you - and helping you close the deal!Other authorsSee publication
Projects
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Point C: From Chaos to Kickass
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Three mini-case studies and three actions to take to move marketing and sales from chaos to kickass.
Other creators
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14 people have recommended Dan
Join now to viewMore activity by Dan
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Sales Knowledge and Best Practices are the focus of the May 2024 issue of Top Sales Magazine which drops today. You will not want to miss this…
Sales Knowledge and Best Practices are the focus of the May 2024 issue of Top Sales Magazine which drops today. You will not want to miss this…
Liked by Dan McDade
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Ah, the world of sales, where every day feels like you're Bill Murray, waking up to Sonny & Cher's "I Got You Babe" and realizing, yet again, you're…
Ah, the world of sales, where every day feels like you're Bill Murray, waking up to Sonny & Cher's "I Got You Babe" and realizing, yet again, you're…
Liked by Dan McDade
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The December issue of Top Sales Magazine has been published and my good friend, Andy Miller, is on the cover! Check out my article on the 10 Things…
The December issue of Top Sales Magazine has been published and my good friend, Andy Miller, is on the cover! Check out my article on the 10 Things…
Liked by Dan McDade
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A lack of alignment between marketing and sales is a never-ending conversation. But a lack of alignment between marketing teams (brand and demand) is…
A lack of alignment between marketing and sales is a never-ending conversation. But a lack of alignment between marketing teams (brand and demand) is…
Liked by Dan McDade
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