TSE 1345: How to Reach Decision-Makers When Selling to Enterprises

How to Reach Decision-Makers When Selling to Enterprises

 

When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode. 

 

Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions. 

 

Challenges in reaching out to decision makers

There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers.  

 

How to reach decision makers

Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales reps standardized the workflow with these five touches in mind. The number of touches has increased, however, due to the volume of people trying to do the same things. It’s become even harder to get a hold of decision-makers. 

 

The solution is to go back to personalization. Formatted emails need to be removed from your own sequences and be replaced with persona-based selling. Sequence your outreaches using social media platforms, emails, and phone call pitches. You can use this steps: 

 

• Send an email with a gift, like an ebook.
• Reach out through LinkedIn.
• Make a personal phone call.
• Email them.
• Repeat this process three times.

With this process, you can reach decision makers, even offline.

 

During this process, sharpen your sales sword and differentiate yourself from the competitors. 

 

“How to Reach Decision-Makers When Selling to Enterprises” episode resources 

Reach out to Erik Kostelnik via his LinkedIn account. You can also check out the website. 

 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com