{"id":12934,"date":"2021-11-04T19:13:17","date_gmt":"2021-11-04T19:13:17","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-to-succeed-at-21st-century-prospecting\/"},"modified":"2022-10-24T22:30:29","modified_gmt":"2022-10-24T22:30:29","slug":"how-to-succeed-at-21st-century-prospecting","status":"publish","type":"post","link":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-21st-century-prospecting\/","title":{"rendered":"How to Succeed at 21st-Century Prospecting"},"content":{"rendered":"\n<p>Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.&nbsp;&nbsp;<\/p>\n\n\n\n<p><strong>Get the book on Amazon or the Sandler Shop:\u00a0<a href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.sandler.com\/shop<\/a><\/strong>\u00a0<\/p>\n\n\n\n<p>In this episode:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>The best attitude, behavior, and technique on how to succeed at 21st-century prospecting<\/li><li>How to find the sweet spot between pushing too hard and never asking for the sale<\/li><li>Technology is your accelerator, not your differentiator<\/li><li>Brevity is your friend in digital communications<\/li><li>End your call to action with a question mark<\/li><li>Is \u201cliking\u201d someone\u2019s content a prospecting strategy?<\/li><li>Use third party stories<\/li><li>Ask clarifying questions<\/li><li>Don\u2019t take too long to set up a call or an appointment<\/li><li>Take 8 seconds to sell a 3 &#8211; 5 minute conversation<\/li><li>Use a business edge tone of voice<\/li><\/ul>\n\n\n\n<p><strong>Podcast<\/strong>:\u00a0<a href=\"https:\/\/howtosucceed.libsyn.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/howtosucceed.libsyn.com\/<\/a><\/p>\n\n\n\n<p><strong>iTunes<\/strong>:\u00a0<a href=\"https:\/\/itunes.apple.com\/us\/podcast\/how-to-succeed-podcast-by\/id1097591566\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/itunes.apple.com\/us\/podcast\/how-to-succeed-podcast-by\/id1097591566<\/a><\/p>\n\n\n\n<p><strong>Spotify<\/strong>:\u00a0<a href=\"https:\/\/open.spotify.com\/show\/00JoVzRtMzmQB5Ae5RWWQZ\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/open.spotify.com\/show\/00JoVzRtMzmQB5Ae5RWWQZ<\/a>\u00a0<\/p>\n\n\n\n<p>The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.&nbsp;<\/p>\n\n\n\n<p>Find white papers, webinars, and more in our free Sandler E-Learning Library:\u00a0<a href=\"https:\/\/www.sandler.com\/sell\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.sandler.com\/sell<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.\u00a0\u00a0<\/p>\n","protected":false},"author":167,"featured_media":12935,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1204],"tags":[1077,1484,1026,1115,1431],"class_list":["post-12934","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts","tag-communication","tag-podcasts","tag-prospecting","tag-qualifying","tag-virtual-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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