How to Win Over Prospects During the First Sales Call

For over a decade, I’ve must have had thousands of sales calls with sales and marketing executives looking for better business prospects and contact information to power their revenue-driving initiatives. Why they come to us is a topic that can fuel numerous writings and musings – and can be addressed at another time. I want to address a consistent theme that underlines many of these inquiries and conversations, and leaves me scratching my perplexed head.
The Initial Sales Call
After some preliminary dialog and information exchange, the conversation usually transitions to something like this:

Prospect: “Because we sell the latest and greatest solutions to manage enterprise network infrastructure, we want to build a list of the Director of Network Security at the top 5,000 companies. Can you help us?”

Response: “What seems to be the problem?”

Prospect: “We have tried all of the ‘traditional’ sources of buying or licensing lists; subscribing to the online contact databases offered by our CRM provider, etc., and none have the quality nor specific contacts we are targeting.”