Steve Richard joins Will on this episode of the Salesman Podcast to share how salespeople can learn from the data they and their colleagues are collecting (without perhaps even realising it).

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The Most Important Step In Prospecting

The show is kicked off with Steve explaining what the data shows is the most important part of the prospecting process. Is it getting people in the top or closing them at the other end?

The salespeople that have more going in the top of the funnel, have the same conversions throughout the funnel

The show is wrapped up by asking the question with the onset of all this analytical technology, is sales just a numbers game or do real people really make a difference?

Steve and Will also cover –

  • Conversion rates of sales funnels
  • Why more in the top is better than any other leverage point
  • How data and research is changing the sales industry
  • Why there will always be a need for sales
  • Sales as a ‘discipline’ needs to be updated

 

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Guest info:

Steve Richard is Co-Founder of Vorsight, currently #2477 on Inc. Magazine’s list of the 5000 fastest growing companies in the US.

In 2010, the American Association of Inside Sales Professionals (AA-ISP) named Steve as one of theTop 25 Most Influential People in Inside Sales.

In 2013, OpenView listed Steve as a Top 25 Sales Influencer. In 2013, The SLMA listed Steve as a one of the “50 Most Influential People in Sales Lead Management.”

 

Show notes:

VorsightBP.com

VorightBP Webinars 

The Comprehensive Guide to Cold Calling – Free ebook

 

Books mentioned:

The Joshua Principle: Leadership Secrets of Selling

Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World

 

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