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How to Research Prospects to Get Them to Pay Attention to You

Dec 31, 2016

What’s the best way to get prospects to pay attention to you? Be relevant! Learn how to do the research, and more importantly, position what you find to capture your prospect’s attention.

Sam Richter is a guru on the inside secrets of Sales Intelligence, Social Selling / social media, online reputation management, and personal branding. Sam helps salespeople and business professionals make more money by being more relevant. He delivers motivating and entertaining keynote presentations and workshops — that’s where I first met Sam and he blew me away. I thought I was a research master, he showed me tricks that make a huge difference.

Sam curates an online learning and resource center, http://knowmorecenter.com/ to help people discover new business opportunities, generate more qualified leads, gain permission to ask more probing questions, provide more value, and win more business. This guy will write a search engine at the drop of a hat to help you find the information, the people, and the opportunity to disrupt your sales.

He wrote the book Take the Cold out of Cold Calling… currently available in downloadable form from SamRichter.com

Sam Richter

Sam Richter

Keynote Speaker | Bestselling Author | Technology Entrepreneur

sam@samrichter.com or call 612.655.3397

Special Offer

At the Know More Center, you’ll learn how to:

  • Create lead lists and find new opportunities
  • Massively impress prospects and clients
  • Earn permission to ask great questions
  • Provide more value and win more business
Use coupon code Savemore for a 60% discount.

Show Credits

Music: The Lachy Doley Group, Gonna Make it Up
from the album Conviction | Used with permission
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Engineering, editing, post production: Mark S A Smith

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View Show Transcript

 

How to Research Prospects to Get Them to Pay Attention to You

With Sam Richter

Mark S A Smith: Sam Richter is our guest today. He is a keynote speaker, a bestselling author, a technology entrepreneur. You’re not going to believe the kind of things this guy can do. He’s out of the greater Minneapolis-Saint Paul area. He’s a guru on the insider secrets of sales intelligence, social selling and social media, online reputation management, and personal branding. The things you’ve got to manage if you’re going to be selling disruption. Sam helps business people and business professionals make more money by being more relevant, and you know that’s one of my key points is relevance.

He delivers motivating and entertaining keynote presentations and workshops, and that’s where I first met Sam, and he blew me away. I thought I was a research master, and he showed me tricks that make a huge difference. Sam runs an online learning and resource center called the knowmorecenter.com, K-N-O-W-M-O-R-E-C-E-N-T-E-R dot com, that helps people discover new business opportunities, generate more qualified leads, gain permission to ask more probing questions, that’s disruptive, provide more value and win more business.

This guy could write a search engine at the drop of a hat to help you find the information, the people, and the opportunity you need to disrupt your sales. He wrote the book, Take the Cold Out of Cold Calling, and right now it’s available in a downloadable PDF form from samrichter.com, that’s S-A-M-R-I-C-H-T-E-R dot com. Sam, welcome to Selling Disruption Show.

Sam Richter: Hey, thanks so much Mark. Jeez, I hope I can get a copy of that introduction. That was one of the nicest introductions I’ve ever had.

Mark S A Smith: You got it, pal. That’ll be up on the show resource center.

Sam Richter: Awesome.

Mark S A Smith: You could just download that when you’re ready. Thank you. You know, you’re really an interesting guy. You have quite an interesting career spanning a lot of different areas. How is it that you’ve disrupted the markets that you’ve entered?

Sam Richter: Part of it, honestly Mark, is just through ignorance. You know, in sales … I’m sure you’ve done this before, where we’ve talked about where we sell vaporware. What do I mean by selling vaporware? It’s when, for example, I was working at a public relations firm, a very large one, when the internet was first coming out, and one of our clients at the time was Northwest Airlines, now Delta Airlines, but back then Northwest Airlines. We had a meeting with them as it relates to doing some public relations, and in the meeting they said, “Hey, you know this internet thing, we actually think it’s here to stay, and so we’d like to figure out how to create a website, and we’d really like to sell tickets online. Can you guys do that?” Of course …

Mark S A Smith: Wow, that was early on in the process.

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