May 6, 2020
Today on the Catapulting Commissions podcast, Anthony is sitting down with his name-likeness, Anthony Eisenman. Anthony is a sales expert at the highest level. He has multiple years as a 6-figure earner, he’s written a book on cold-calling, and he has an incredible amount of content on his Instagram that is sure to add value to your day. In this episode, both Anthonys discuss cold-calling, enterprise sales, and they’ll touch on the RiseUp project that our guest is working on.
Anthony is known as the “Cold Calling King.” Even though he gets much of his business from referrals and his book of business, everyone starts out in sales cold calling. At first, it certainly isn’t an easily accomplished task. Fear of rejection is a major hurdle many sales professionals need to overcome. The main thing to remember, Anthony tells us, is that confidence is key. And confidence is only built up through experience when it comes to calling this way. It’s all about the fundamentals. Eventually, you will reach a point where you become more conversationalist and the appointments begin to roll in.
Once you get over that fear, there are a few traps to keep an eye out for when trying to produce revenue. First, it’s important to understand that the first call is to book an appointment. Setting up another meeting allows you to have your prospects undivided attention. Secondly, it can be easy to get hung up by objection. Just because they tell you they don’t have time, doesn’t always mean they aren’t interested. To prepare and handle these objections, Anthony tells us that it’s vital to be passionate about your product. From then, it’s all about framing your outreach. Delivering the pitch as an opportunity or benefit and not as a cost is a good way to get the conversation started. Then, you’re a value-person, not a cost-person. They discuss rejection and leadership during the COVID-19 pandemic and how to navigate a situation where empathy is paramount.
Anthony then touches on some of the time-tested and true strategies he has used to establish a long-lasting career in sales. Like anything, excellence is consistency. Continuing to self-educate yourself is the best way to improve. Reading, listening to audiobooks, podcasts, you name it. Any way to raise your level! The second thing is overcoming every challenge that is thrown at you. Sometimes it’s simply not giving up. Many times it’s perceived as luck, but in reality, it’s putting yourself into a position to win.
As far as getting into enterprise sales, which can be complicated with its long sales cycles, dealing with multiple decision-makers, etc, knowing the basics of sales is key. You don’t start in enterprise sales--you may get in the door with a smaller software company as an account manager and work your way into bigger and bigger markets. With enterprise sales, there is a high perceived risk for the customer, so, it can be difficult to get in the door without some sort of reputation. Starting small is a good way to set yourself up for longterm success.
Finally, Anthony and Anthony talk about being on the side of the COVID-19 conversation that says “we’re going to come out on top.”
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Stay in front of your customers
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Be productive and use your extra time wisely
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Learn how to become efficient with technology
What you’ll learn
In today’s episode, Anthony Eisenman breaks down enterprise sales, cold calling, and establishing a longterm, successful career in sales during the COVID-19 crisis.
LINKS
coldcallinc.com
IG: @anthonyeisenman