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I know that this might an odd question, but what's the best tips to get more prospects and turn then into clients? any magical tip? I am currently in an AE role for an IT security company and must do lot of prospection, I am a bit scared that it will take months to have their interest , I already started using Sales Navigator, and Apollo for numbers but it seems like nobody cares when I called them, they understand straight away that it is a sales approach. do you have any other tips? I really wanna smash my quote!
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Yeah, do your research. Don't just cold call your way through the phonebook. Look for the prospects who really need you and go after them before anything else.
No magical tips, but definitely things you can learn from what you're doing now. Let’s start with your sales cycle. You say you're in IT security. That usually means long sales cycles, lots of stakeholders, and risk-averse buyers. So taking months is probably not unreasonable. Is there an expectation for you to close these kinds of deals in a couple calls? If so, that's insane. Also — you said you’re using Sales Nav and Apollo. Cool. But are you just dialing through lists, or are you mapping out why that account should care right now? Ask yourself: What buying trigger are you assuming this prospect has? What insight can you bring that actually makes them stop and think? You’re not doing anything wrong. It sounds like you’re just new-ish and learning how your buyers buy. Study the sales cycle. Talk to the most successful AEs in your org. Where do deals slow down? What causes them to engage? That’s where you should focus.