Your salespeople shouldn’t be knocking on random doors.
But they should probably be knocking on more doors.
At Alarm Masters, we want our salespeople running 20 to 25 face-to-face appointments every week. The challenge is figuring out which businesses are actually worth visiting.
Read: Your Salespeople Are Wasting Half Their Day
That’s where signal comes in.
Look at the projects you’ve won over the past year and ask one question: What caused this customer to buy?
Those events are signals that another business may be ready to buy.
In the latest episode of the Entry & Exit podcast, we break down how we’re combining those signals with old-fashioned, face-to-face prospecting to generate opportunities.
AI, public records, and other data sources can help you identify businesses experiencing the same events that triggered your existing customers.
Then your salesperson walks through the door.
From there, you test everything. Who do you ask for? What problem do you lead with? What gets someone to take the next step?
Maybe you start with a 1-in-100 hit rate. You adjust until it becomes 1-in-50, 1-in-25 or 1-in-15.
Once you find that seam, you can scale it.
There’s plenty of technology available to help sales teams become more efficient.
We think one of the best ways to use it is figuring out exactly where your salespeople should show up.
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