This episode of The Rebekah Panepinto Project features a conversation with Brad Seaman, CEO of MonsterConnect. Phone prospecting can go right if a certain human element is present. Brad shares why people talk about personalization now and how it is driven by the desire for a human connection. He shares a couple of anecdotes that highlight this, from why people who hate drive-thrus keep using them to feeling pressure from a car salesman. Brad also talks about his podcast Decision Point, its recent refocus into sales, and how it has been an irreplaceable relational builder. SHOW NOTES HIGHLIGHTS Cold calling and personalization: Always do your homework The drive-thru: Behavior is shaped by a craving for human interaction Buying a Bronco story: Don't pressure people into buying Decision Point: Refocusing from mental toughness to sales QUOTES Brad: "I don't think phone prospecting has to be intrusive if you do your homework." Brad: "I think we got to be really careful when we ask people how they feel about certain things, like the sales cycle, like do you want to deal with a salesperson? Okay, I'm going to tell you no but Culver's, Chick-fil-A... I guarantee 90% of those people would say they hate the drive-thru but they're doing it anyway." "So the question I think you have to ask is are they doing it because they've created a pattern that they can't break or are they doing it because they're craving human interaction? And it could be a combination of both." Brad: "People don't like to feel pressured. And I think particularly as we're talking about phone prospecting, I've been thinking about this a lot, actually I think I'm going to get on the phone and try this as a tactic, which is hey Rebekah, here's why I'm calling you, and I'm just trying to have a conversation with you." Brad: "If you're thinking about doing a podcast, it probably is very helpful to find somebody, whether it's a Salescast or somebody else to produce your show... I think it's worth paying for, the creation and not getting stuck." See Rebekah's episode on Decision Point here. Find out more about Brad and MonsterConnect in the links below: LinkedIn: https://www.linkedin.com/in/brad-seaman-3ab4a049/ Website: https://monsterconnect.com/ Learn more and follow Rebekah by checking out the following links: LinkedIn: https://www.linkedin.com/in/rebekahpanepinto/ Website: https://rebekahpanepinto.com/
This episode of The Rebekah Panepinto Project features a conversation with Brad Seaman, CEO of MonsterConnect. Phone prospecting can go right if a certain human element is present. Brad shares why people talk about personalization now and how it is driven by the desire for a human connection.
He shares a couple of anecdotes that highlight this, from why people who hate drive-thrus keep using them to feeling pressure from a car salesman. Brad also talks about his podcast Decision Point, its recent refocus into sales, and how it has been an irreplaceable relational builder.
HIGHLIGHTS
QUOTES
Brad: "I don't think phone prospecting has to be intrusive if you do your homework."
Brad: "I think we got to be really careful when we ask people how they feel about certain things, like the sales cycle, like do you want to deal with a salesperson? Okay, I'm going to tell you no but Culver's, Chick-fil-A... I guarantee 90% of those people would say they hate the drive-thru but they're doing it anyway."
"So the question I think you have to ask is are they doing it because they've created a pattern that they can't break or are they doing it because they're craving human interaction? And it could be a combination of both."
Brad: "People don't like to feel pressured. And I think particularly as we're talking about phone prospecting, I've been thinking about this a lot, actually I think I'm going to get on the phone and try this as a tactic, which is hey Rebekah, here's why I'm calling you, and I'm just trying to have a conversation with you."
Brad: "If you're thinking about doing a podcast, it probably is very helpful to find somebody, whether it's a Salescast or somebody else to produce your show... I think it's worth paying for, the creation and not getting stuck."
See Rebekah's episode on Decision Point here.
Find out more about Brad and MonsterConnect in the links below:
Learn more and follow Rebekah by checking out the following links:
Website: https://rebekahpanepinto.com/