What books have changed how you think about Prospecting?

by bparanj

I am currently learning how to target my market and talk about their pain points to find unmet needs. Any books that you have read that is useful for this stage is appreciated.

bparanj

posted to

Sales

on February 9, 2022

Say something nice to bparanj…

Post Comment

3
Currently reading The Mom Test after receiving loads of recommendations. Seems pretty good so far (although as always I suspect this would have been better as a killer blog post rather than a full book).

Main takeaways so far:
- Don’t talk about your idea directly - people will always lie to avoid hurting your feelings.
- Ask about what people have actually done in the recent past (as opposed to “would you…” questions)
- Make sure you actually ask the questions that your scared of hearing the answers to (a.k.a. the ones that could destroy your whole idea!). If your idea is not a winner, it’s better to find out as soon as possible
tomhazledine

·
2 years ago
·
Reply
1. 1
  
  I don't have any product ideas. I am having conversations to find their pain points.
  
  bparanj
  
  ·
  2 years ago
  ·
  Reply
2

Check out fanatical prospecting by jeb blount!

shavin47

·
2 years ago
·
Reply
1. 2
  
  I have already read his book. I also subscribed to his membership site with access to his training videos. It is worth it.
  
  bparanj
  
  ·
  2 years ago
  ·
  Reply
  1. 1
    
    I agree!
    
    shavin47
    
    ·
    2 years ago
    ·
    Reply
2
This sounds more like customer discovery than prospecting. If you are prospecting you have a clear picture of the needs that you can address. I took a look at your profile but cannot determine if you have a consumer product or are selling to businesses. It's two very different processes. Can you please clarify:
- Are you selling to consumers or to businesses?
- Do you have an MVP or basic product ready for use or are you trying to find a market to serve? I ask because of your use of the phrase "unmet needs."
skmurphy

·
2 years ago
·
Reply
1. 2
  
  I am currently focused on B2B. I don't have any product. Product will be developed after finding the unmet needs in the market. I read the Lean Customer Development books few weeks ago. I want to apply what Cindy talks about in her book.
  
  bparanj
  
  ·
  2 years ago
  ·
  Reply
  1. 3
    I wish you every success. One suggestion is to make an assessment of your own strengths so that you can answer the questions: "why you?" and "why now?"
    
    My $.02: there are tens of thousands of "unmet needs" and potential niches. You have to focus on where you can bring distinctive value and meaningful differentiation to your offering.
    
    Two other books to consider:
    
    Seth Godin's "Bootstrappers Bible"
    
    Neil Rackham's "Spin Selling"
    
    One model I really like for early market exploration is Saras Sarasvathy's Effectuation Principles I blogged about it a while ago in Saras Sarasvathy’s Effectual Reasoning Model for Expert Entrepreneurs I think you would find it helpful.
    
    skmurphy
    
    ·
    2 years ago
    ·
    Reply
    1. 2
      
      Spin Selling is an excellent book. I have started to read it.
      
      bparanj
      
      ·
      2 years ago
      ·
      Reply
1

Predictable Revenue, its outdated now, but in its time flipped SAAS sales is done.

oliverlondon

·
2 years ago
·
Reply
1

Great suggestions in comments, thank you!

AtulGhorpade

·
2 years ago
·
Reply
0

Here's one for good old-fashioned sales:

Cold Calling Techniques by Stephan Schiffman

I spent a few years "pounding the pavement" as an outside sales rep in the financial district of San Francisco ten years ago, and Cold Calling Techniques helped out a lot.

channingallen

·
2 years ago
·
Reply
1. 0
  
  This is a great book. Cold calling done right becomes warm calling since they already know you and you have done ton of research about the prospect.
  
  bparanj
  
  ·
  2 years ago
  ·
  Reply