There is a cause. And typically, it is the cause that creates the change. Sales teams should start asking questions like, "What makes you look at a buy email database tool like ours?" " What made you say, 'What we're doing now isn't good enough.' »? “ What is going on in the organization that caused you to devote energy to reviewing my service or product? »If sales can do that, they'll find a ton of energy behind the answers. And they can disqualify people who just crack tires.
So: if sales teams can master the word cause, they will find out if someone is worth funneling (or not). JANELLE: That's a good point. While you were talking, I was thinking about the fact that if there is no cause, they probably won't move forward because it's hard to change. The status quo is much easier for individuals and for businesses. And so without that cause, they can gather information to find out what's out there, but there's no real reason to push them to change. And that,
I guess, would impact and hamper the sales process. SKIP: Here's an example: I bought a big TV a few months ago. I came buy email database home and I was like, “What makes me buy this thing? The one I have is very good. In fact, I called the company the next day and canceled the order. There was no reason for me to buy a new television.