Episode Details

Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!

Individual’s Title

• Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline.
•  If their job role is unable to do this, then you’re not talking to the right person.
• Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.

Know Their Responsibilities

• Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. 
• If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. 
• I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.

How Do They Influence the Deal?

• You have to sit back and think about how this person influences a deal you’re trying to make with the organization. 
• I provide an example of how you can figure this out and use this to your advantage.

How Do They Help the Organization Make Money?

• If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. 
• For example, a marketing director might bring in money for the company because they’re a