We sit down with Charly Johnson from Salesloft, to chat about thinking outside the box, face-to-face interactions and events, teaming up with other sales reps, using mutual connections to your advantage, offering up your time for free, and the bottom-up approach in prospecting for 2024.
Takeaways
Prospecting and outreach in 2023 presented new challenges, such as the decline in response rates to video prospecting and trigger personalization.
To stand out in prospecting, it is important to think outside the box and personalize your outreach beyond the obvious information found on LinkedIn profiles.
Face-to-face interactions and events can be effective in prospecting, as they provide an opportunity to meet prospects, build relationships, and gather insights.
Teaming up with other sales reps within your company can help increase response rates and build credibility with prospects.
Using mutual connections on LinkedIn can be a powerful way to gain access to prospects and build relationships.
Offering up your time for free, such as through best practice sessions, can help establish credibility and build relationships with prospects.
The bottom-up approach in prospecting involves reaching out to lower-level team members within target accounts to gain insights and build relationships. Sales karma is real, and helping others in the sales profession can lead to positive outcomes.
Networking and creating a community can be valuable for sales professionals.
Strategic prospecting is essential for reaching cold accounts.
Capitalizing on trigger events can increase sales opportunities.
Chapters
00:00 - Introduction and Guest Introduction
03:46 - Challenges in Prospecting and Outreach in 2023
07:34 - Thinking Outside the Box
11:19 - Face-to-Face Interactions and Events
21:53 - Teaming Up with Other Sales Reps
26:59 - Using Mutual Connections to Your Advantage
32:19 - Offering Up Your Time for Free
38:44 - Bottom-Up Approach in Prospecting
42:04 - Sales Karma and Helping Others
43:35 - Networking and Creating a Community
46:29 - Strategic Prospecting
46:54 - Capitalizing on Trigger Events
We sit down with Louis Sandford, aka The Mailman, to find out how you can book meetings with your with top prospects using direct mail.
Louis sheds light on why sales reps should be actively pursuing the C-Suite, urging listeners to step into the shoes of executives to understand their roles, responsibilities, and immense buying power.
The conversation takes a practical turn as Louis shares three top-performing direct mail campaigns: "The Trojan Piñata," "Newspaper From The Future," and "The Toughest Nut To Crack."
Louis also guides us through the general process of implementing these strategies, emphasizing the importance of building a targeted list with top-tier accounts and key decision-makers.
Tune in for a masterclass in direct mail strategies that will empower you to crack the code of the C-Suite, turning your outreach into meaningful meetings with top prospects. Don't miss this insightful episode packed with actionable tips to elevate your sales game.
We explore the nuanced stages of battling impostor syndrome, the strategic importance of personal branding, and practical tips for success, with Tom Boston, Brand Awareness Manager at Salesloft.
Tom’s journey is a narrative of resilience, self-discovery, and strategic intent. From battling impostor syndrome to crafting a robust personal brand, his insights offer valuable guidance to sales professionals navigating the intricate landscape of self-doubt and professional growth. The key takeaways resonate as guiding principles for those seeking success in the competitive world of sales.
In this episode:
- Battling impostor syndrome in sales
- Overcoming impostor syndrome
- Personal branding in sales
- Building a personal brand
- How to measure success with personal branding
- Connecting with audiences using relatable content
- Tips for overcoming impostor syndrome and building a strong personal brand
We dive deep into a topic that affects every aspect of our lives: communication. But not just any communication – we're talking about COSMIC Communication, a powerful tool that can help us communicate better in any life situation or circumstance.
Join us as we sit down with Michael Hanson from Growth Genie, as he introduces us to the fascinating world of COSMIC Communication, revealing its importance and the pivotal role it plays in our daily interactions.
In this episode, we explore the fundamental pillars of COSMIC:
Challenges: How do challenges shape our communication and influence our perspectives on life?
Open: The art of openness and how it can transform our relationships, both personal and professional.
Spiritual: Discover the spiritual dimensions of communication and how they connect us on a deeper level.
Material: The impact of material possessions on our ability to communicate effectively.
Influence: Uncover the dynamics of influence in communication, and how it can be harnessed positively.
Consequence: What are the consequences of our communication choices and how can we make them work for us?
Learn how you can fit into the COSMIC framework, and harness its power to improve your life in incredible ways.
We explore the art of keeping your prospects engaged during cold calls. We're joined by Jack Frimston and Zac Thompson, co-founders of We Have a Meeting, who share their expertise on five key question types: - Interesting/Pattern Interrupt Questions: Learn how to grab your prospect's attention with unique, thought-provoking queries. - Thought-Provoking Questions: Discover how to spark meaningful discussions that leave prospects intrigued and eager for more.
- Challenging/Difficult Questions: Find the balance between discomfort and productive conversation, pushing boundaries and encouraging critical thinking. - The One Last Question Rule: Keep prospects on the line with this powerful strategy that makes them want to stay engaged. - Negatively Framed Questions: Uncover the effectiveness of questions framed in the negative. Jack and Zac also reveal their favorite questions to maintain prospect engagement, and nominate the next guest for our podcast. Tune in to elevate your sales and communication skills!
In the world of sales, conventional paths often take center stage, leaving unconventional backgrounds overlooked. In this episode of The Sales Syndicate Podcast, we challenge the status quo by delving into the remarkable journey of Mike Wander, former military targeting chief turned successful sales professional at Lavender. Mike's unconventional career trajectory highlights the importance of resilience, adaptability, and seizing unexpected opportunities.
Discover the "Mike Wander Methodology" and how authenticity and determination are central to his sales approach. Explore Lavender's innovative approach to nurturing creativity and innovation in their workplace. Dive deep into the challenges and benefits of hiring individuals with unconventional backgrounds and learn why prioritizing people over titles and resumes is a game-changer.
We'll also discuss the ripple effect of small daily habits, the transition from unconventional to conventional roles, and the strategic advantages of embracing the unconventional in hiring practices. Unconventional backgrounds bring unique value to the sales world, and in this episode, we aim to inspire you to recognize and embrace the untapped potential they offer. Tune in and discover the transformative power of breaking sales stereotypes!
We explore the enduring importance of cold calling in the B2B buying journey with our guest, Patrick Rynne-Coleman, Senior Account Executive at Revolut.
Patrick shares his journey from BDR to AE and the critical role cold calling played in his success. He discusses the relevance of cold calling in today's B2B landscape and highlights key skills learned through this process, from resilience to negotiation.
Tune in for Patrick's top three cold calling tips and his recommendations for valuable upskilling resources. This episode is packed with actionable insights to elevate your sales game, whether you're starting in sales or aiming to excel in the competitive world of B2B sales.
We sit down with Khris Fenton, VP of Sales Development and Partnerships at Altrata, to unravel the secrets of playing the long game in sales. We start by introducing the concept of the long game, backed by the "97/3 principle," revealing the ratio of active buyers in the market. Learn why this approach is crucial for sales professionals and organizations alike.
Explore essential considerations like differentiation, the power of education, giving without expecting, trust building, and authentic relationship cultivation. Discover how to balance long and short-term goals while maintaining patience and persistence. Hear success stories and case studies showcasing the long game in action. Unearth strategies for handling inbound leads, incorporating optionality, and leveraging sales leadership and training to align with this approach.
Lastly, gain insights from Khris Fenton's top tips and advice, including the best channels, the ultimate tactic, and his most valuable lesson from the world of long-game sales.
Join us as we delve into the fascinating world of conversational psychology with our special guest, Daan Matthes from Moss. We'll explore the deep significance of conversations across various domains, from sales strategies to everyday interactions. Discover the surprising parallels between conversational techniques used by psychologists and those you can apply in your daily life. In this conversation, we'll uncover the secrets of profiling individuals swiftly and effectively through dialogues, gaining insights into their personality, preferences, and communication style. Learn how every answer in a conversation carries hidden meanings and intentions, and explore techniques to decode the underlying thoughts, emotions, and motivations behind responses. We'll also dive into strategies for challenging automatic responses and thought patterns in conversations, empowering you to engage in more thoughtful and reflective discussions. Discover the art of creating a comfortable and safe environment for open dialogue, ensuring that your interactions are enriching and not intimidating. And don't miss out on the actionable advice and tips we'll share, including how team managers can coach these skills, favorite conversation openers, and effective ways to master the tactics discussed in this episode. Tune in to uncover the psychology behind conversations and enhance your conversational prowess!
In this episode, we're joined by Sam Dunning from Web Choice to discuss why your website is a top-notch sales rep. We'll dive into the current state of the B2B buying journey and why buyers crave fewer touchpoints. Find out how your website can meet these needs, operating 24/7 and delivering tailored messages to your ICP.
Discover the key elements that make a website a sales superstar: problem-centered messaging, transparent pricing, interactive demos, addressing objections, and user-friendly design. We'll also explore the value of case studies and video testimonials in building trust.
While websites excel in many areas, we'll touch on what human sales reps bring to the table—personality, a consultative approach, rapport, humor, and trusted advisor status.
Join us as we uncover the secrets to harnessing your website's potential as the ultimate sales rep in the modern B2B market.
Join us in this insightful episode with Inyigo Robbertz, Commercial Sales Manager at Miro, as we explore the synergy between Product-Led Growth (PLG) and Sales-Led Growth strategies.
We delve into the current state of Miro's Go-To-Market (GTM) strategy, addressing the friction, shifting ratios, and growing outbound sales. We also chat about the marketing efforts focused on user acquisition and how Miro's PLG motion operates.
Learn how Miro's account-based sales strategy targets highly engaged users and runs campaigns tailored to specific segments, including those with approaching renewals.Discover the secrets behind Miro's structured sales-led motion, with a shift towards top-down sales.
Inyigo shares actionable advice, including top tips for teams transitioning from PLG to sales-led approaches and best-performing sales campaigns for PLG user bases.
Don't miss his top three tips, offering valuable insights for professionals in a similar role. Tune in to gain a deeper understanding of aligning PLG and sales-led strategies for optimal growth.
In this episode we sit down with Lauren Aboud, Sales Development Manager at Snowflake, to explore the concept of a "prospect-centric approach" to sales and its positive impacts on outbound sales efforts.
Tune in to this episode to gain a deeper understanding of how adopting a prospect-centric approach can revolutionize your sales outreach efforts.
Whether you're a seasoned sales professional or just starting out, the insights shared here will help you build stronger, more authentic connections with your prospects and, ultimately, boost your sales success.
In this Special Edition episode, we chatted with some of the best from the industry at SaaStock Dublin 2023.
We caught up with Will Spilsbury from G2, Nick Butler and Benjamin Jones from Jiminny, Jack Neicho from Salesloft, Chris Van Praag from Sales Feed & Vidyard, and James Ski from Sales Confidence.
In this episode we uncover the incredible journey of Lunio with Founder & CEO Neil Andrew. Join us as we explore the startup's evolution from MVP to Series A funding in a concise and insightful discussion.
Breaking it down into five parts, we cover the key phases of Lunio's growth:
- Founding and building MVP (2 years)
- MVP to pre-seed (1 year)
- Pre-seed to Seed (2 years)
- Seed to Series A (18 months)
- Post Series A and beyond
Neil also shares his top three tips for aspiring entrepreneurs and reflects on his most valuable lesson learned.
Welcome to our 52nd episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, and Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper, explore the compelling reasons why inbound SDRs may no longer be a strategic fit for businesses looking to optimise their sales strategies and provide a seamless buying experience.
We discussed the challenges posed by Inbound SDRs, the changing dynamics of the buyer's journey, and alternative approaches that can enhance customer interactions and drive sales success.
Talking points:
1. The evolution of the sales process and the role of SDRs with Arthur Castillo
2. The Shift in SaaS Sales Roles and Market Trends
3. Why Inbound SDRs Shouldn’t Exist
4. The Sales Development Representative (SDR) Role
5. The Role of an Inbound Sales Development Representative (SDR)
6. B2B Buyer Best Practices Report
7. Future trends in Sales Development Roles
Welcome to our 51st episode of The Sales Syndicate Podcast.
Explore the impact of relationships on sales team success in this episode. Join us with Art Kovalev & Sherien Massoud De Munnik for insights on trust, synergy, and cultivating a winning sales culture.
Discussion Highlights:
Unlock your team's potential by prioritizing relationships, trust, and a culture of growth. Stay tuned for more sales team optimization tips.
Welcome to our 50th episode of The Sales Syndicate Podcast.
Thinking about stepping into sales management? Join us as we chat with Todd Busler, Co-Founder and CEO at Champify, to guide you through the exciting yet challenging transition into sales management. In this episode, we'll cover:
Assessing the Fit: Is sales management right for you? Learn how to evaluate if this move aligns with your career goals.
Finding Your Rhythm: Discover the importance of an effective operating cadence and rhythm in your new role.
Effective Communication: Unlock the secrets of impactful one-on-one meetings and explore templates for meaningful conversations.
Mastering QBRs: Craft compelling Quarterly Business Review presentations using our provided template.
Forecasting Fundamentals: Get a grasp on forecasting basics and its crucial role in driving organizational success.
Deal Review Strategies: Learn how to structure deal reviews for better outcomes.
Sales Enablement: Explore how to empower your team through sales enablement initiatives.
Time Management: Understand where to invest your time as a front-line manager for maximum impact.
Top Tips: Benefit from seasoned advice on excelling in your new sales management role.
Key Tips: Receive the top three tips for new sales managers, distilled from real-world experiences.
Self-Improvement: Discover the single most valuable skill to cultivate as a sales manager: self-awareness.
Resources for Growth: Explore recommended books, podcasts, and courses to further develop your sales management skills.
Tune in to gain practical insights and strategies for a successful transition into sales management. Whether you're a new manager or contemplating the move, this episode will provide valuable tools for your journey.
Welcome to our 49th episode of The Sales Syndicate Podcast.
Join Jamie Pagan, Marketing Director at Selligence, and Harry Harvey, Regional Sales Director at Klaxoon, as they dive into the concept of hybrid sales representatives. Explore how the world has shifted, prompting an evolution in sales strategies. Discover the spectrum of hybrid sales approaches, from internal teams to customer interactions, and gain practical tips on adapting to these changes.
Learn the art of conducting effective hybrid sales meetings and uncover the advantages of propelling your sales cycle forward. Tune in for valuable insights and a roundup of thought leaders shaping the hybrid sales landscape. As the episode concludes, reflect on your own strategies and takeaways for embracing this new era of sales.
Welcome to our 48th episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, sits down with Jen Allen-Knuth, Community Growth at Lavender, to explore key shifts in sales strategies, the rising significance of full-cycle sales reps, reimagined lead generation approaches, the expanded role of sales professionals, and the essential skills driving success in this dynamic field.
Explore the dynamic shift in the realm of sales as we uncover how sales representatives are transforming into trusted advisors and full-cycle experts. Discover the evolving roles that cater to modern customer demands.
From offering tailored solutions and building trust to managing the entire sales process, this episode dives into the changing landscape of sales. Join us to learn about the skills driving this transformation and the strategies that are shaping the future of successful sales interactions.
Welcome to our 47th episode of The Sales Syndicate Podcast.
Join us as we explore personal branding for sales reps with Holly Allen, BDR at Deel. Holly shares insights into building an authentic brand and leveraging it for success.
Discover the journey of personal branding, from optimizing your LinkedIn profile to fostering meaningful connections and growth.
Learn how to define your brand message and create compelling content.Uncover the favorite post formats and ideal posting frequency for engagement. Hear inspiring success stories and get practical tips, schedules, and post ideas.