The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up.  Why don’t people show up?  There are things that you can control, and things that you simply cannot control. You cannot control if someone shows up or not.  Focus on the right authority If you are not speaking to the decision maker, or the champion (a person heavily involved in the decision making process), it is really hard to progress that call.  As a BDR, you need to make sure you are talking to the right people.  Gatekeepers do a very good job at gate keeping, try building a relationship with them. Be transparent with the gatekeepers.  Make sure you understand the reason they are showing up Walk away with very specific challenges and pain points - wanting to make more money isn’t a good enough reason.  Knowing why the prospe