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