{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Building Connections that Convert, Ep #518","description":"We\u2019re digging deep into the essentials of prospecting and lead generation with guests Brynne Tillman, Jeff Bajorek, and Caryn Kopp this week. They share their top actionable do's and don'ts, revealing prospecting strategies that they have found to work. You\u2019ll hear real-world success stories\u2014from making warm connections on LinkedIn to the power of consistent, quality touchpoints and the importance of solving your client\u2019s real challenges, not just following the standard playbook.    Outline of This Episode   [05:53] Challenges of prospecting and leads [07:09] Taking ownership of the sales process [09:52] Balancing business responsibilities [13:11] Recognizing success and solving problems [19:18] Case study of following up with a longtime client [20:43] Phone call preparation tips Building Genuine Connections Prospecting is about people, not profiles. Brynne Tillman cautions against three critical mistakes\u2014connecting and immediately pitching, connecting and then ignoring, and limiting your network solely to those who seem immediately sellable. Instead, she recommends sales professionals to connect and start a conversation, treating the person on the other side of the screen as if they were right across the table. The focus should never be detached from humanity: \u201cDo not detach this human being from as if they were in a real-life, physical situation... this is our reality today. Almost everything is virtual and remote\u201d. Engagement is the heartbeat of meaningful prospecting. It\u2019s not about going through the motions of a process but cultivating conversations that add value, recognizing that everyone who interacts with you deserves your attention and energy.  Take Responsibility, Don\u2019t Outsource Your Success Jeff Bajorek emphasizes taking ownership of the entire lead-generation process. Take responsibility for it, and don\u2019t default to blaming others if your pipeline isn\u2019t full. Even in companies with dedicated sales development representatives, account executives should actively nurture leads and stay versatile throughout the process. Absolutely DON\u2019T spam or " spray and pray,\u201d remember that technology is a tool for scale, not for selling itself. Scaling ineffective outreach just amplifies ineffectiveness. Jeff recommends learning through direct engagement\u2014by overcoming objections, understanding customer pain points, and refining methods through real-world experience. He realized that, despite not always following industry-sanctioned scripts, his approach\u2014filled with referrals and authentic connections\u2014kept his pipeline thriving.    Respect, Consistency, and Quality Touchpoints Caryn Kopp strongly suggests that sales professionals discard rigid scripts in favor of authentic, quality conversations, always remembering that prospects are people first. Persistence is essential\u201450% of prospects never receive a second follow-up call, even though building relationships takes time. A story from her early days illustrates the profound impact of personalized follow-ups. By meticulously noting a prospect\u2019s story about an adopted dog\u2019s peculiar fear, and referencing it months later, Caryn was able to foster trust and stand out from competitors. Every touchpoint will either build or ruin a relationship.   Connect with Brynne Tillman Brynne Tillman on LinkedIn  Brynne Tillman on X    Connect with Jeff Bajorek  Jeff Bajorek on LinkedIn  Jeff Bajorek on X  Connect with Caryn Kopp Caryn Kopp on LinkedIn  Caryn Kopp on X    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https:\/\/www.podcastfasttrack.com     ","author_name":"Sales Reinvented","author_url":"http:\/\/salesreinvented.com","html":"