Patrick focuses on bringing configurable enterprise solutions to North American financial organizations. Patrick began his career at Advicent as an Inside Sales representative. Patrick's passion is learning about workflows and challenges at financial advising firms, and providing perspective that drives revenue, culture and modernization. Connect with Patrick on Twitter - @Hannon_Advicent
Enterprise software purchasing processes are complex. Most of which are messy layers of budget restrictions, inaction, complicated decision-making processes, and department battles.
Once a financial advisor gets on the phone, the majority of calls often go wrong because they do not have the proper steps of cold calling completed well. Every meeting I have ever set from a cold call included at least four of the following steps, and the best representatives I ever coached did all five consistently.
What do you remember from 1974? Take a minute and think back, if you can.