The Game of Sales - It’s Both Art & Science with Brad Seaman

This episode of The Rebekah Panepinto Project features a conversation with Brad Seaman, CEO of MonsterConnect. Phone prospecting can go right if a certain human element is present. Brad shares why people talk about personalization now and how it is driven by the desire for a human connection.He shares a couple of anecdotes that highlight this, from why people who hate drive-thrus keep using them to feeling pressure from a car salesman. Brad also talks about his podcast Decision Point, its recent refocus into sales, and how it has been an irreplaceable relational builder.   HIGHLIGHTSCold calling and personalization: Always do your homeworkThe drive-thru: Behavior is shaped by a craving for human interactionBuying a Bronco story: Don't pressure people into buyingDecision Point: Refocusing from mental toughness to sales QUOTESBrad: "I don't think phone prospecting has to be intrusive if you do your homework."Brad: "I think we got to be really careful when we ask people how they feel about certain things, like the sales cycle, like do you want to deal with a salesperson? Okay, I'm going to tell you no but Culver's, Chick-fil-A... I guarantee 90% of those people would say they hate the drive-thru but they're doing it anyway.""So the question I think you have to ask is are they doing it because they've created a pattern that they can't break or are they doing it because they're craving human interaction? And it could be a combination of both."Brad: "People don't like to feel pressured. And I think particularly as we're talking about phone prospecting, I've been thinking about this a lot, actually I think I'm going to get on the phone and try this as a tactic, which is hey Rebekah, here's why I'm calling you, and I'm just trying to have a conversation with you." Brad: "If you're thinking about doing a podcast, it probably is very helpful to find somebody, whether it's a Salescast or somebody else to produce your show... I think it's worth paying for, the creation and not getting stuck."See Rebekah's episode on Decision Point here. Find out more about Brad and MonsterConnect in the links below:LinkedIn: https://www.linkedin.com/in/brad-seaman-3ab4a049/Website: https://monsterconnect.com/ Learn more and follow Rebekah by checking out the following links:LinkedIn: https://www.linkedin.com/in/rebekahpanepinto/ Website:  https://rebekahpanepinto.com/