If your salespeople are involved in prospecting for new business and they use email as part of their outreach to new contacts, you may want to take a close look at their email signatures…specifically their job title.
Does their job title establish peer to peer credibility with the person you want them to speak or meet with – or, does it, like most of the sales teams that I work with, sabotage their prospecting effectiveness and results?
Last week I worked with two teams on how to write emails and letters to CEO’s and other senior decision making executives that would result in responses and meetings in minutes, hours or days…not weeks, months or never.
The first was an inside sales team tasked with generating meetings for field sales – the second, a field sales team who also wanted to be able to generate meetings with their top ‘must win’ accounts.
In both sessions the topic of job titles came up and how they would be perceived by a receiving CEO or senior executive.
Here’s the question I asked both teams. “Do you think your job title hinders or helps your ability to get meetings with the CEO?”
Both teams agreed that it hindered.
Here was my follow up question. “So why have a job title in your email?”
“Because marketing says we have to!” cried out the SDR’s.
As the VP of Marketing was sitting in the first session, I asked him ‘why’ a job title was needed in the SDR’s signature and would it be OK if they removed it immediately. “Of course” was the sheepish reply.
The next day the VP of Sales smacked his head in disbelief at being asked the same ‘hinders or help’ question. It had never occurred to him that this small detail could hinder his team’s success.
Folks, it’s little details like this that can make a big difference between getting results like these;
Matt’s advice has helped me reach out to C-level prospects in a much more efficient way. By tweaking wording, focusing on the big picture and putting together a strategy to reach target accounts, his help has provided results right out of the gate. My first CEO response was under one minute after sending our message! Nate Lawrence, SDR
Matt is a dynamic speaker and can effectively help you in reaching the C-Suite level. I employed his suggestions after receiving his valuable training and literally within 2 hours of sending out a well thought email, I set an appointment! Matt is an amazing resource and I highly recommend him. Amanda Fleck, Associate Sales Manager
The results across the team have been exceptional. I myself used Matt’s methodology in an email to the GM of a large organization I had been prospecting for the longest time.Within 24 hours from sending the email, I had my meeting confirmed! Orlagh Brady, Senior Client Partner
…or having your sales people spend weeks, months or years, spending valuable time and 10 to 30 touches before they get a meeting with a mid ranking executive who can’t say ‘yes’ but can say ‘no’.
Life is too short for this kind of inefficiency! No other profession would tolerate it…would they?
Do your new business sales team a favour. Help them be more successful.
Reduce their (and your) stress and have more fun prospecting – for less effort and with more positive results.
If it’s takes your new business sales people too long to get meetings with senior decision makers (weeks or months) – for too much effort (more than 4 touches) – and your sales cycles are long and not enough deals close because they’re selling too low, get in contact with me.