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

Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcome those things that appear to be obstacles. Jacob Wardrop is the sales director at an email management provider called 28Hands, which helps people who feel overwhelmed with the volume of email and they need a more automated way of handling it.    Old school Jacob once worked as a sales rep selling software to the construction industry, and he was assigned a geographical territory. The businesses ranged from 10 employees to about 400, and a couple had more than 500. One of those companies already worked with his competitor, and Jacob’s company had never been able to gain any traction with the other.  Despite making probably 200 calls, his company didn’t know what the prospect was currently using and the company wasn’t even sure if it was a good fit. They simply knew that the prospective company was massive and that there weren’t very many construction businesses of