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How to Become a Better Salesperson

How do I fill my prospect pipeline without coldcalling?

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Sean McArdle

Sean McArdle is a master motivator and speaker in the areas of sales, negotiation, strategic planning and personal development. His distinctions about what makes for a successful career and life come directly from his own experiences. His stories will take you on a personal journey from living under a bridge at 25 to negotiating some of the largest printing contracts in the publishing industry at 28. Since 1992, Sean McArdle has written numerous books, tapes and software programs in the areas of sales, strategic planning and personal development.

Sean McArdle's tapes series, LifeMapping: A Thinking Tool for Living Your Life On Purpose, was televised nationally in a 30-minute documercial with host and ESPN Sports Analyst, Joe Theismann. McArdle believes that the key to his success and yours is "the ability to design the architecture of a day that will bring you what you want for a lifetime."

A faculty member of the American Management Association, Sean McArdle delivers more than one hundred keynotes and seminars each year. He has shared the podium with many of today's leading celebrities, thinkers, and achievers. He is a consultant to some of America's leading businesses, including: Lucent Technologies, Northwestern Mutual Life Insurance, Re/Max Properties, and the National Association of Printers and Lithographers.

Sean McArdle is the Chairman and founder of a nationally recognized training company providing seminars and consulting to some of America's leading corporations and the U.S. Federal Government. When he is not speaking or teaching others to teach his material, he focuses on new ways to help individuals take advantage of accelerated learning skills and techniques.

How do I fill my prospect pipeline without coldcalling?

 

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Host: How do I fill my prospect pipeline without Cold Calling?

Sean McArdle: Good question, today more than ever, we do not have to make cold calls. What we really have to do is make what I like to call warm-calls. Now, how do we do that? Well, we determine who our market is by who we earn our profits from today. I was getting executives in companies to look at who they are most profitable and their largest volume customers are the ones we call most valuable and then I ask them these questions. If you could have more of these, would this be a good thing? If you could have more large volume customers like this, would that be a good thing? If we could get them for you, what would that be worth? Now today, we have at the tip of our fingers, virtually, 47 fields of data or more, about more than 14 million businesses at simple touch of the fingers on the internet. So, that is how we fill our prospect pipeline with people who are warm.

The other thing I like to do is I like to get the company s marketing and salespeople to work together, so that before a salesperson actually makes a call on a prospect, we have already sent them two or three pieces of information about our company and warmed them up by saying, Here is who we are, here is what we do and here is why that might be of value to you.

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