Guerilla data? What’s that?! Don’t worry. . . we’ll get there. But first I want to make something clear: If you’re not scheduling meetings and closing deals, and if you’re not consistently making quota, it’s likely because you’re not digging into the data and using it intelligently to inform your sales process. So let’s fix that.
Small data. Big Data. Data Analytics. . .
We hear these terms ad nauseam, but we rarely stop to ask how we can collect our own prospect data, and more importantly, how we can use the data to drive revenue.
We know good data is crucial. For instance, have you noticed more and more people are ditching Google Maps for Waze? Sure, both will get you from point A to point B, but Waze operates from a data-first approach. Heavy traffic, construction zones, bus routes — whatever it is, the genius of Waze is that it not only gets you where you’re going, it gets you there faster and safer and with a dash of style! The difference is in the data.
In the sales world, data informs us of all manner of deal-makers and breakers. These insights include your prospect’s best availability, their purchasing habits, the destinations they travel to, and even more personal things like favorite books, movies, and magazines. The more intel you collect, the better your chances of landing that meeting, solving their problems, and closing the deal. And it’s never too late to start collecting data. In fact, why not start today?
Here’s How to Capture Data on Your Prospects
Remember Guerilla data? This means starting where you’re at with what you have. You have LinkedIn, so start tracking your prospect’s behavior — what they ‘like’ and share, the types of groups they join, and any news that might surface. Also, if the opportunity presents itself, go ahead and engage with them, but don’t try to sell at this point. Twitter and other social platforms can be great resources, too. Just don’t jump the gun. Instead, focus on tracking behavior, gathering the data, and naturally building trust.
A more aggressive but highly effective way of getting key data is by picking up the phone and calling their office. You likely won’t get your prospect on the phone, but this time you’re not trying to. Rather, you’re going to chat-it-up with the assistant. Yes, gatekeepers are finally good for something! Be friendly, but go fishing for data. Ask questions like: Where is my prospect this week? When does he typically take meetings? How does he like working with so-and-so? You get the idea. If you strike the right balance of friendly and confident, you’ll be surprised how much they’ll share. And it’s all data!
What about the Heavyweights?
Alright, you can almost picture that C-Suite executive sitting in her cush corner office, just another busy day bringing in a 7-figure salary. So. . . can you pitch her?
Well, you can try. Or, you can increase your chances fifty-fold by getting C-Level Partners involved. We specialize in the Fortune 500 executives who seem all but impossible to get in front of.
We have a treasure-trove of historical data on C-Level execs from countless industries. This data, coupled with our expert knowledge of market trends, allows you to shorten your sales cycle, increase revenue, and leave your competition in the dust. Big data, it’s a beautiful thing.
Follow the traditional sales process and end up in an RFP. . . Or, team up with us and we’ll put you in front of your ideal customer, the ultimate decision-maker, faster than any channel you’ve ever tried.
Feel free to get in touch to learn more about how C-Level Partners can put some serious firepower behind your sales process. And in the meantime, don’t forget to get started on your own Guerilla data collecting. Remember, the difference is in the data.
Until next time. . .