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Cold Call Success: 2 of 3 - Research - Jim Duffy (TALKING SALES 336)

This is the 2nd video in a series of 3 on Cold Calling. The first can be found here:    • Cold Call success: 1 of 3 - Targeting...   _________________________________________________________________ What research should we do on a prospect before we cold call them? My simple answer is "enough to enable us to personalise the call and give us a chance to hit a top of mind issue with our message". Jim Duffy achieves a success rate of six out of ten on answered cold calls he makes. He states that the research he does before making the call is a key contributor to this success. In this second interview in a series of three, I asked Jim what research he does, and how he does it, in preparation for his cold calls. In this 6 minute video Jim explains how he accesses unstructured data via Sales Navigator, the prospect's website, and selected other sources. Specifically he'll take phrases from what the prospect does that directly correlates to what the service provider does. This information will help him understand important things that will help him connect with the prospect on a visceral basis when he makes the call. Jim Duffy uses third parties to help him do this research and and to build the prospect's profile. Yet, he emphasises that it is importance that the salesperson does some research themselves because that is one way to build expertise in the prospects domain which will help in engaging more effectively on the call.