FTF Fridays 44: Lead the Witness
Outbound Sales Playbook
English - November 12, 2021 12:30 - 19 minutes - 17.4 MB - ★★★★★ - 2 ratingsMarketing Business Education How To account-based b2b business development cold calling prospecting sales sales engagement Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: FTF Fridays 43: Do the Work
Next Episode: FTF Fridays 45: Trust-Building Conversations
There's an art to asking qualifying questions in a cold call that's significantly different than in discovery. Instead of rapid fire questioning that makes prospects uncomfortable (and hang up the phone), use Tidal's, Marc Mac's, approach of "leading the witness" to engage the buyer, ensure they're a fit, and get them excited about next steps in this week's episode of #FTFFridays.