Video Transcript
Hi, it’s Steve Richard from Vorsight. People talk a lot about inside sales process. One of the biggest take-aways that our clients get after training is that you really want to divide your activities, all of your inside sales activities, into two parts, for your reps who are actually on the phones. One part is what we’ll call prospecting. Prospecting is how do you find the right people in the first place, the potential decision makers, influencers in the organization? How do you get their titles? How do you see where they fit in the organizational structure? This is critically important because you have to know how to sell to power or to the different players in the game. And then, how do you get their direct line? So we can engage them directly and get them on the phone quickly. So let’s call this prospecting.
The other part of it is phone blitzing, uh we call it phone stalking, some people call it psycho dialing, it all means the same thing. Now that we have this list of people, that are very difficult to pin down; they’re busy they’re running around all over the place, how do we get those people on a list that we can in turn, call through and take all this good intelligence we captured before, including their bio, information pertinent to their organization, stuff you learned from their 10Ks, 10Qs, and how do we take all of that, put it in this list, and call through so that when we do get someone on the phone because it’s tough to get people on the phone, we can engage them in a conversation quickly that’s very pertinent to that organization. So separate your activities. Prospecting activities are different than phone stalking activities.
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