Know More Before You Call More

One of the biggest mistakes in prospecting is believing that doing more activity automatically creates more appointments. But more bad calls just creates more bad calls.

In the second session of our webinar series with Kate Kingston, President of the Kingston Training Group, we’re taking the accounts identified in Webinar One and showing salespeople how to turn information into a reason for an executive to meet with them.

Salespeople will learn how to research a company, its industry, and its executives before making contact. We will look for the factors that drive managed IT conversations: growth, new locations, acquisitions, hiring, leadership changes, compliance pressures, cybersecurity concerns, remote employees, technology investments, and operational changes.

Then, we go one level deeper.

Who do you call?

The CIO does not have the same responsibilities as the CFO. The CFO does not wake up worrying about the same things as the COO. And the business owner may view the same technology problem entirely differently.

In this webinar, Kate will share the KTG C-level methodology, exploring the responsibilities of CEOs and COOs, and how their roles impact your sales approach. We will also introduce AI-assisted prospecting to dramatically shorten the research process. The objective is to use AI to help the salesperson understand: 

• What is happening at this company
• Who cares about it
• What to talk about to actually earn a meeting 

The takeaway: Every salesperson leaves with researched accounts, identified decision-makers, and specific business reasons for contacting them.