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

How to Reach Decision-Makers When Selling to Enterprises   When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode.    Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions.    Challenges in reaching out to decision makers There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers.     How to reach decision makers Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales re