How to Get Inside Your Buyer’s Head like a Prospector - Mafalda Johannsen

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Ever wonder how top sales professionals convince complete strangers to give them time?

Mafalda Johannsen transforms cold outreach through her unique "professional stalking" framework - deeply researching prospects to create meaningful connections when they have no reason to care. Her approach has delivered extraordinary results, with one campaign increasing meetings by 100% and opportunities by 233% in just one quarter.

From a 100% commission role in Florida to heading business development at a European cloud company, Mafalda brings sales insights from across industries and cultures. Yet her path wasn't always smooth - she openly shares how theatre training and literature unexpectedly became her greatest assets in understanding human psychology.

Key Talking Points:

• The foundation of prospecting starts with defining your ideal customer profile and identifying specific "triggers" that indicate readiness to buy (company growth increased meetings by 100%)
• Why most salespeople fail by rushing to close instead of focusing on sparking interest (with 14-17 touch points as the optimal cadence)
• How interviewing your existing customers reveals language patterns that transform your messaging ("bugs are an issue" versus "your team can focus on strategic projects")
• Why reading quality literature has been more valuable than industry experience for understanding human motivation

Links & Resources:

• Mafalda's LinkedIn: linkedin.com/in/mafaldajohannsen
• Book: "Sales for People Who Don't Think They Have Talent" (Portuguese)
• Podcast: "A Day in the Life of a Buyer Persona"
• Book Recommendation: "A Swim in a Pond in the Rain" by George Saunders

Today's Exercise: The Two-Question Customer Survey

This quick survey helps uncover hidden buying triggers and competitive advantages without requiring extensive customer interviews. It provides valuable insights with minimal effort from both you and your customers.

1. Send a brief survey to current customers asking: "When did you look for our solution and why us over competitors?"
2. Analyse responses for patterns in timing of purchase decisions and competitive advantages
3. Use this data to refine your messaging and approach to prospects
4. Follow up with deeper interviews based on the most insightful responses

Strategic Storyteller Newsletter:

For more insights like Mafalda's approach to "professional stalking" and understanding buyer psychology, join my free 'Strategic Storyteller' newsletter at robdwillis.com/newsletter. Each week includes practical storytelling frameworks, personal insights, and curated resources from the podcast—all delivered in a 3-minute read.