June 21

Learn the New Rules for Selling to Crazy-Busy Prospects

Lead Generation

8  comments

For those of us in marketing and sales, our jobs are even tougher thanks to the busy lives of the decision makers we’re trying to reach. Overwhelmed, impossible deadlines, crazy busy – these are just some of the words today’s decision makers are using to describe their lives at work – and probably outside of work as well.

The biggest hurdle we need to overcome is cutting through the clutter to show the decision makers information that is relevant and that will help them make their lives easier.

That’s why I’ve invited Jill Konrath, author of Selling to Big Companies and her excellent new book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers (May 2010) to help us address these issues.

During this webinar, you’ll learn:

  • How being super-busy impacts your prospect’s thinking and their expectations of you.
  • What factors your prospects use to determine if they’ll continue the conversation or send you to the dreaded “D-Zone” where you’re deleted, delayed or dismissed.
  • The four new SNAP Rules for selling as applied to your prospect’s First Decision.
  • How to leverage the “mind meld” to increase your success rate significantly.

Watch recorded webinar on demand (no registration required)
Get the slides (no registration required)

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. Thanks for posting this! Just read through the slides. I’m going to start approaching my large clients using SNAP.

  2. Great post! I think it’s important as a marketer to remember that marketing is still about building relationships. Granted, the methods of building those relationships have changed quite a bit in the last few years. Many companies keep everything in-house, others outsource. If you do choose to seek out a vendor for lead generation, it’s important to understand what results to expect. Thanks again.

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