Episode #2 - Interview with Mike Gross - Digital Sales Manager at E.W. Scripps (2017 Reboot)

In this episode, we interview Mike Gross - Digital Sales Manager - at E.W. Scripps and how he applies the S.I.M.P.L.E. SalesKit formula to grow B2B sales fast for his team. Interview Questions (1) What's the number 1 reason why people fail in their prospecting efforts? (3:08) (2) What's your story? How does communicating a story in prospecting benefit deals? (4:32) (3) What would you say are some of your driving purposes behind the grind? (5:50) (4) What are some common myths when it comes to prospecting that comes to mind? (7:27) (5) How do you differentiate yourself from the 20 to 30 cold calls per day? (9:55) (6) How do you mentally prepare for those days to cold call? (11:48) (7) What are some specific roadblocks in prospecting that you're looking out for? (15:10) (8) How do you overcome the roadblocks in your life? (18:00) (9) What's the difference between a feature and a benefit? (19:00) (10) What are some action steps we can implement today? (20:34) (11) If you started prospecting today what would your life look like 30, 60, 90 days from now? (23:23) (12) What major goal are you working on in 2019 to help you focus on days when prospecting just sucks? (30:40) (13) What does extreme prospecting look like for you? (33:28) (14) What's the biggest lesson you've learned about prospecting? (36:25) (15) What keeps you interested in prospecting? (40:48) (16) What drives you crazy about prospecting? (42:30) (17) THE MONEY QUESTION (47:50) - listen to find out! : )