4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
Release Date: 02/10/2025
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4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
The Sales Evangelist
Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn! Individual’s Title Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline. If their job role is...
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Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868
The Sales Evangelist
You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you to prepare before the meeting by doing...
info_outlineHey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!
Individual’s Title
- Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline.
- If their job role is unable to do this, then you’re not talking to the right person.
- Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.
Know Their Responsibilities
- Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along.
- If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization.
- I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.
How Do They Influence the Deal?
- You have to sit back and think about how this person influences a deal you’re trying to make with the organization.
- I provide an example of how you can figure this out and use this to your advantage.
How Do They Help the Organization Make Money?
- If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward.
- For example, a marketing director might bring in money for the company because they’re attracting customers to the organization and tracking a KPI on conversion.
“If you know these four things while multi-threading on the prospects you’re going after, it’s going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly.
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- This episode is brought to you in part by Hubspot.
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2. This episode is brought to you in part by LinkedIn.
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Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.