How do you approach a prospective company? You have a target list and you want to start prospecting into them.

Do you approach it from a top-down standpoint, from the leadership down, or do you do it from the user-buyer up?

That's a classic sales conundrum. And in some cases, it doesn't matter.

It doesn't. But in other cases, it matters dramatically. Let's give you an example. If you're

selling Salesforce CRM, do you go top down or bottom up?

Call salespeople and say, hey, how would you like to spend a couple of extra hours a day documenting every breath you take?

No thanks. Leadership. Hey, how would you like to have a little bit more insight to what your salespeople are doing all day in case one gets hit by a bus and someone else needs to take over? Oh, yeah, that makes sense. The difference there is dramatic. One, you're hitting the point, the real point, the real reason why people buy versus the marketing

reason why people buy. And the other is if you waste your time getting engaged in a sales

process that tends to not go your way, uh-oh, you've wasted your time.

This is one of the topics we're going to talk about today.

And this episode I definitely should charge for.

Not only did I enjoy doing it, but it really articulates a lot of the things that I try and share in the podcast

and in the courses and how to do it. So we're going to touch on the how to do it, but we're

going to talk a lot about why you're doing it this way. So this is one that you do want to save and listen to often because too

many reps, and a lot of it's not your fault, your pressure to do it, are spending their days

doing dumb things as fast as they can so that they can document them instead of selling. Our job is to sell. And when you have a

SVP on the podcast who's selling and working with reps, teaching them how to get into these accounts,

spending the time prospecting and developing them and is recommended to the podcast by those people, I would listen,

because this is probably in the top 10 best episodes I've ever done in the coming up on 14 years

of this podcast. So let's get into it. At the end, I'll sum it up. If you want to learn how

to prospect this way, start the conversation, get the meetings, the course for you. Here we go.

Hey, Lon, thanks for joining us today. It's why you getting started.

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