If you have ever studied marketing you will have come across Paul R. Smith’s Acronym SOSTAC. But what is SOSTAC and how can you use it to improve your results in a digital world? Daniel walks us through this daddy of marketing planning systems with a specific focus on how it can be applied to define and improve your digital marketing campaign planning and processes. Useful resources Download the Target Internet Content Marketing Calendar https://www.targetinternet.com/digital-marketing-podcast-episode-110-digital-marketing-calendars/ Useful books by PR Smith http://prsmith.org/books/

What is SOSTAC and why should you be using it

In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call. 

One of the biggest debates in the sales world is: how much information should you reveal to the prospect?

Should you give your whole elevator speech without stopping or should you break things up in chunks?

Ted gives his reasoning for why he believes that chunking is the best way to go about influencing someone during a cold call.

Thanks for listening to this LEGACY episode of Sales Prospecting School. 

Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB

Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: ted@tedstevenot.com
Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh

046: The first thing you should say on a cold call.

The Sales Prospecting School podcast is hosted by John and Ted Stevenot. We are a weekly podcast that focuses on helping individuals and companies free themselves from obscurity and start generating leads. We cover topics such as: cold calling, email marketing, direct mail, SEO, PPC, social media, marketing automation, and more.

046: The first thing you should say on a cold call.

Sales Prospecting School

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