Dark Prospecting & Closed-Circuit Selling

The future of the sales and marketing industry will rely on data-driven RevOps practices that leverage closed-network (a.k.a. closed-circuit) sales environments and predictable prospecting capabilities. Adem and Rob go deep “down the rabbit hole” to surface the process behind successfully doing so and unearth the issues that are currently hidden within the modern sales and marketing process.

Overview

Key Takeaways

Airs this Thursday, 06-10-2021 @10:00-11:00 AM EST

It’s about quality closes, not quantity meetings.

The number of meetings you set has nothing to do with effectiveness or success. The fact that a deal closes is the only measurement that matters in the end. We need to stop focusing on indicators of sales activity and start focusing on the strategy behind the results—what counts.

The number of touches is rising. Don’t be impatient.

The average number of touches to get someone’s reply is approximately 18 touches to date. We’re headed in the wrong direction, and fast. 10 years ago, it was 7-9 touches; 10 years before that, it was 3-4. You do the math. It’s a cumulative problem, and the way to cut through the noise is to win.

“Don’t confuse ‘attention’ with ’intention.’”

A “smartass” marketer came up with the term “intent data” because it sells better and is more palletable. Truth is, intent cannot be measured until the outcome has happened and is just behavioral data that measures a person’s attention and action—nothing more. You can’t predict someone’s intent, and “intent data” does not predict whether someone will buy—or otherwise. It can only indicate some loosely correlated “buyer signals”... or maybe not... you get the point.

Selling to the wrong client will damage your engineering team… What?

Everything within every business is interwoven and connected, whether you’d like to think so or not. Listen to the podcast to learn more about this because it’s honestly too cumbersome to explain in text.

About Our Guest

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Adem is the Founder of Disruptur. A full-cycle sales company like no other. It replaces output management with outcome management.

Adem leverages “Dark Prospecting” and hyper-targeting techniques, coupled with “growth-by-magnification” methods at every touch of the sales process outlined in “Closed-Circuit Selling.

The Disruptur framework has gained worldwide exposure on the global, critically acclaimed podcast, #UNGOOGLEABLE, by Jonny Stofko in 2022.

Transcript

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