Name-drop like your commission check depends on it – Because guess what? It does!

Let’s talk about something that’s literally making or breaking your deals right now – and you might not even realize it.

Here’s the jaw-dropping truth:

We’re 70% more likely to work with someone if we know their name. 

Not their title. Not their company. Their NAME.

I’ve closed millions in enterprise deals, and I’m going to let you in on a little secret: that person you’re desperately trying to sell to? They’re human. And humans LOVE hearing their own name. It’s like music to their ears, better than any sales pitch you’ve got in your back pocket.

I sat in on a sales call once with a seller on my team….who inadvertently called the prospect by the wrong name. Cringe.

Surprised to hear that deal was lost?

Now, you may be thinking: “But, I’m terrible with names!” Stop right there. This isn’t about being “good” or “bad” with names – it’s about being INTENTIONAL with your business relationships. 

And, in this market, you can’t afford to be lazy about it.

Be Intentional: Know Their Name.

Let me give you my power plays for name mastery:

Calendar Invites:

• Review all meeting attendees in advance. Look each participant up on LinkedIn, so you recognize a face with their NAME, know what their role is, and understand what is important to them and why they are attending. Even if you sent the meeting link to one person, do your homework.

Zoom: 

• Shift + Command + 4 is your new best friend. Snap a photo of all participants faster than you can say “closed deal.” I’ve literally turned calls around by using someone’s name who thought they were just another face in the gallery. 

Conferences: 

• Get that attendee list BEFORE you step foot in the venue. Create “connection cards” – a quick photo and three bullet points about each key person you want to meet. Trust me, when you can say, “Hey Sarah, I loved your recent article about AI implementation,” you’ve already won half the battle.

Make Them Remember YOU.

Now, let’s talk about YOUR name game. This is where I see so many sellers drop the ball. Here’s my proven formula:

When I introduce myself, it goes like this: “Elizabeth? (pause) Andrew. But my friends call me Lizzy.”

See what I did there? 

Studies show that introducing yourself by stating your first name as a question, followed by a pause, and offering your last name as a statement, grabs attention.

And notice, I’ve just given them permission to enter my inner circle by sharing that my friends call me Lizzy. 

Make your own name memorable by finding something that will stick: 

• A reference (“Matthew, like Matthew McConaughey”)
• A rhyme (“Veronique, pronounced like ‘very unique’)
• A quick story on how you got your name (“Derek, my parents met at the Yankees’s game where Derek Jeter set ‘x’ record”)

Say your name with authority (own it!). 

Revenue-generating SUPERPOWER.

Here’s the real talk: learning names isn’t just another sales technique – it’s a revenue-generating SUPERPOWER. And like any superpower, it needs training – and practice. Every. Single. Day.

Want to know why I’ve consistently exceeded quota? Because while other reps are fumbling through their slide decks, I’m connecting with “Jennifer from Product Development” who remembers me as “the one who actually remembered my name, and knows me.”

Bottom line: You’ve got two choices. Keep playing the numbers game, or start playing the names game. 

That 70% higher success rate? That’s the difference between making quota and crushing quota. Between good and great. Between “Who are you again?” and “When can we start?”

So here’s your challenge: Learn one new name today. Use it. Own it. And watch what happens to your pipeline.

Because in sales, just like in life, it’s not about what you’re selling – it’s about who you’re selling to. And they have a name.

Now go forth and name-drop like your commission check depends on it. Because guess what? 

It does.