How to Leverage Data Science for Better Marketing Decisions

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As I discuss in, Sell The Way You Buy, listening is arguably THE most important factor when it comes to success in modern selling. In his popular TedX talk, The Power of Listening, Getting to Yes author, William Ury explores why listening is so powerful as it relates to the power of reciprocity. When we listen to people and demonstrate an interest in their content and consideration of their feelings, it makes it more likely that they’ll want to listen to us. It also demonstrates empathy towards the other person.

It’s not surprising that in a recent Salesforce gambling data russia State of Sales Report when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list.





3. Share Helpful Resources
Helping your customers deepen their knowledge of their industry, role, or business problem is one of the most powerful acts of reciprocity you can perform. So instead of hitting up your prospects with the all-too-familiar “Just checking in…” or “Do you have 15 minutes?” message, send them an article, white paper, or even a book that’s relevant to their business, a challenge they’re likely experiencing, or a recent conversation you had with them.