{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Live Better. Sell Better.","title":"Breaking Down the Prospecting Playbook with Alex Newmann","html":"","width":"100%","height":180,"duration":2607,"description":"This episode of the Live Better Seller Better Podcast features Alex Newmann, Founder of Newmann Consulting and mentor to companies and tech startups. The prospecting playbook involves a series of steps but all begins in the right mindset of prioritizing and understanding your goals.\n\nOnce you have this down, you can move to the more tactical steps like taking a deep dive in understanding who your customer is and what keeps them up at night. One way to get your messaging right is by recording your calls so you can look back on them and determine what you do right and wrong.\n\nAnd finally, lead with emotion and not the benefits of your product. Make sure to reach out to your customers using a variety of channels and to understand which channels work best and to utilize those extensively. And don't ever forget the power of personalization!\n\nSHOW NOTES\n\nHIGHLIGHTS\n\nUnderstand your goals, deal sizes, and sales cycles to make and exceed quota\nTime and energy management: Prioritize tasks and learn to say no\nUnderstand what drives your ideal customer\nRecord your conversations with your customers\nLead with emotion and have a multi-channel approach for the ask\nAB test and do it one at a time\n\nQUOTES\n\nAlex: \"Help me understand what my personal goals are, let me understand what is it going to take in order to get there. So average deal size, number of deals that it's going to take, not the median of the deals, the average deal size.\"\n\nAlex: \"When you understand that formulaic way to hit your goals, then you have specific priorities that are set in order to be able to achieve those things that are inside of your control. When you break them down into a weekly or monthly basis, you can go and say, alright, those priorities need to be accomplished either weekly or monthly.\"\n\nAlex: \"It's the emotional thing that are just banging their heads against, that's what you want to understand. You understand your customers and prospecting, literally, all the doors just got swung wide...","thumbnail_url":"https://img.transistorcdn.com/McsxluMrH9m8Xm5x2s9lqkXDs1cAffXG0MtTw6h4N3A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85MzVm/MDZlNTNkOGQzZWI0/NmE3NTdlOGM3MTZj/YjUyMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}