Episode description

Prospecting is something that every sales executive thinks about constantly. The goal of prospecting is always the same: Convert prospective customers into current customers. However, successful prospecting methods may differ by industry and today we had Max Spitalnick on the Bowery Capital Startup Sales Podcast to discuss some of the unique prospecting methods for commercial real estate SaaS. Max is a Sales Executive at Hightower. For those that do not know, Hightower is a leading commercial leasing management platform that enables brokers and owners to better conduct their end-to-end leasing workflow. The platform allows CRE professionals to collaborate with their teams, manage important files, and update deals all in real-time from the web and mobile devices.

Today, Max spoke with the Bowery Capital team about some of the unique prospecting methods he has found to be successful for selling into the commercial real estate industry. We cover everything from identifying the target customer, nurturing that customer and even how to navigate through some of the common sales blockers to ultimately close a deal. We also touch on some of the specific industry challenges in prospecting and how Max has been able to overcome these. Lastly, we closed out the discussion with some of the negotiation tactics that Max and his team use when they get stuck in the prospecting phase for too long. We hope you enjoy listening to these unique prospecting methods for commercial real estate!