Podcasts about sales prospecting

This is from our video How to Create Cold Emails That Get Responded To. Watch the video here https://youtu.be/7VVEWsk5O2A?si=rBCxXrhbpnLdJmiu

Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED ⁠Join our weekly newsletter⁠ Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

Full YouTube Video HERE Alex Murphy reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

  What you'll learn in this episode:Why prospecting is the lifeline of predictable incomeHow to use cold outreach effectively (without breaking compliance rules)The overlooked power of referrals and testimonialsHow local events and sponsorships expand visibilityWhy reviews and customer feedback are powerful sales toolsHow to create strategic alliances that consistently feed new clientsWhy committing to prospecting is the only way to avoid broke months  To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode:Why prospecting is the lifeline of predictable incomeHow to use cold outreach effectively (without breaking compliance rules)The overlooked power of referrals and testimonialsHow local events and sponsorships expand visibilityWhy reviews and customer feedback are powerful sales toolsHow to create strategic alliances that consistently feed new clientsWhy committing to prospecting is the only way to avoid broke months

Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities with annoying prospecting sequences? That's exactly what Angie Anderson asked during a recent Ask Jeb session, and it's a problem that's plaguing salespeople everywhere. Angie subscribes to the buy or die mentality but doesn't want to destroy her odds of winning in the future by becoming the prospect's worst nightmare. If you're nodding your head right now, you're not alone. The tension between persistent prospecting and respectful relationship building is one of the biggest challenges facing modern sales professionals, and getting it wrong costs you deals—both now and in the future. The Buy or Die Misconception That's Killing Your Pipeline Here's the brutal truth: Most salespeople completely misunderstand what "buy or die" actually means. They think it's about hammering prospects until they crack, but that's not persistence—that's harassment. Real buy or die mentality recognizes that the prospect is never not a prospect, but sometimes now is not the right time. The key is knowing when to push and when to pull back. Your sequence length and touch frequency should be driven by one critical factor: deal complexity and account size. Short Cycle Sales Need Short, Aggressive Sequences Run 10-14 touch sequences over 10-30 days with touchpoints every 2-3 days. These prospects have buying windows that are typically always open, and the stakes are relatively low. Complex Accounts Require Long-Term Relationship Building For massive, high-value accounts, you could run sequences that extend up to two years. Touch them monthly or quarterly to stay top of mind, waiting for the right opportunity window to open. The magic happens when you track meaningful engagement. In any properly executed sequence, 30-50% of prospects will give you some form of signal—yes, no, or even "go away." All of these responses give you something to work with. But here's the critical part: When you get complete radio silence from the other 50%, you stop. Pull them out of your sequence, slot in fresh prospects, and circle back in 90 days or six months. You have infinite time to go after them—use it strategically. Why Generic Messages Get You Blocked Every Time This brings us to the second major challenge facing modern salespeople: crafting relevant messages that actually resonate with busy prospects. James Baldwin perfectly captured this struggle when he asked about leveraging tools like ZoomInfo to create relevant messaging. He sees tons of information but doesn't know what to use or how to use it effectively. This is where most reps completely miss the mark, and it's costing them relationships. The Research Failure That Destroys Credibility Want to know the fastest way to get permanently blocked? Send a message that screams "I know nothing about you or your business." This happened to me recently with a rep from a major software company. They did everything technically right—multi-channel approach, proper timing, professional voicemails—but they failed at the most critical element: relevance. They prospected Sales Gravy without doing even basic research. My LinkedIn profile was right there. My content was everywhere. I've literally said thousands of times that if you mention my books when prospecting me, I'll almost always respond. But they were too lazy to look. That's not persistence—that's sales malpractice. How to Turn Data Overload Into Relevant Conversations The problem isn't lack of information—it's information overwhelm. Modern tools give you access to massive amounts of data, but most reps freeze up trying to figure out what matters. The solution is asking better questions of your data. Instead of just building lists, use AI-powered tools to ask specific questions: "What are three conversation starters that would make this CEO interested in talking with us?

Send us a textIs cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call.On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why, in industries like medical and B2B services, the phone still reigns supreme and is an essential "boot camp" for building a new rep's pipeline and resilience.On the other side, they don't shy away from the harsh realities. They dissect the frustrations of navigating gatekeepers and voicemail graveyards, the low ROI compared to highly targeted social selling, and how the modern buyer's behavior has made cold calls feel like an interruption. They also confront the real issue of burnout and morale that constant rejection can cause.This episode is a balanced, no-BS look at both sides of the argument. Mike and Scott's signature banter will have you laughing as you re-evaluate your own prospecting strategy and decide for yourself if cold calling is a vital tool or a relic of the past.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode, we take on the sometimes awkward, often misunderstood world of probationary periods. Are they necessary checkpoints or just a corporate commitment-phobe's way of saying “it's not me, it's you”? One of us thinks they're essential for building trust, the other thinks they're a lazy crutch for indecisive leaders. Spoiler: it gets spicy.We also share a hilarious cautionary tale involving a sales call, a window manufacturer, and a near-existential panic about phishing scams—because apparently, trying to be productive is now a security risk.Whether you're hiring, being hired, or just trying not to get catfished by a Sales Prospecting vendor, this one's for you.

A new area is a goldmine for appointments in solar, but how do you know if it's the right one? This episode teaches you the strategies you should use to pick an area for the season: aligned with your time and intrinsic skills helpful to getting more out of your time on the doors.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

This is the audio from our video on 10 Cold Calling Tips: Go From Beginner to Master. You can watch the vidoe on our blog here https://salesscripter.com/10-cold-calling-tips-go-from-beginner-to-master/

What if everything you know about B2B sales prospecting is due for a radical rethink? In this episode of Predictable B2B Success, we sit down with Mike LaRusso—a seasoned sales consultant with forty years of in-the-trenches experience and the author of "The Sales Professional Survival Guide: A Blueprint for Tactical Prospecting." Mike is on a mission to disrupt outdated sales mindsets, unpacking why most traditional prospecting methods are less productive than you think and revealing how intuition, analytics, and relationship-driven tactics can transform your sales pipeline. You'll hear Mike's refreshingly frank perspective on why leadership is often the bottleneck to sales success, how the misunderstood alliance process can unlock game-changing results, and why the proper prospecting tactic could mean the difference between cold-call drudgery and high-performance revenue growth. Whether you're a sales rep, leader, or founder, get ready to question your assumptions, rethink your KPIs, and discover how the future of B2B sales is being redefined—one strategic relationship at a time. Don't miss this thought-provoking conversation that could make you see prospecting in a whole new light. Some areas we explore in this episode include: Mike's sales background – Starting at age 16 and his extensive industry experience.Intuition in sales and formal methodology – Turning intuition into a structured methodology.Problems with traditional sales leadership – How leadership mindsets inhibit sales success.Importance of prospecting – Why prospecting is the foundation of sales.Using data analytics and systems – Applying metrics and analytics to sales processes.The Alliance Process – Building and leveraging alliances for better lead generation.Impact of automation and AI – How automation is changing prospecting and SDR roles.Effective sales metrics – Focusing on appointment ratios and closing rates over just activity counts.Driving leadership buy-in – Challenges in convincing sales leadership to adopt new methods.Hiring for business development mindset – What to look for in sales hires and how to train them.And much, much more ...

Reggie Marable is the Head of Global Sales at Sierra, a conversational AI platform for businesses. Sierra enables companies like ADT, Sonos, SiriusXM, and WeightWatchers to build AI agents that transform customer experiences. The company has rapidly become a hypergrowth leader in Silicon Valley, recently securing a funding round that values it at $4.5 billion. Before joining Sierra, Reggie was the Head of Sales in North America at Slack and the Area Vice President of Enterprise Sales at Salesforce.  In Today's Episode We Discuss:  02:50 “What I Learned from Failing Early as a CRO” 06:06 The Most Effective Sales Strategy and the BS Sales Methodology 06:55 How to Build Sales Processes from Scratch 12:28 When and How to do Verticalised Sales Teams 14:15 How to Become World Class as Sales Prospecting and Outbound 17:21 How to Use Proof of Concepts to Win Enterprise Deals 22:04 Enterprise vs. Self-Serve: Both or One and How 30:09 Building a Sales Team from Scratch 37:39 Structuring the Hiring Process 41:14 How Founders F*** Up Hiring in Sales 46:25 Handling Salary and Title Expectations 51:36 How to Run Effective Deal Cycles 57:06:07 How to do Onboarding for New Sales Hires 59:07:48 How to do Post Mortems in Sales Processes 01:04:24 Negotiating Enterprise Deals 01:08:04 Quick Fire Round: Sales Tactics and Strategies  

In this episode of the Transform Sales Podcast: Sales Software Review Series, Tony Dicks sits down with David Connors, Co‑Founder & CEO at The Swarm, to reveal how The Swarm turns your team's untapped relationships into a high‑octane lead engine. The Swarm automatically maps every connection across your employees, investors, and partners, scores the real strength of each relationship, and layers in email, calendar, and LinkedIn data. The result? Instant warm‑intro paths that cut through inbox noise, lift reply rates, and close deals, hires, or funding rounds faster—no more spray‑and‑pray, no more guessing who knows whom. Try The Swarm here: https://software.cloudtask.com/the-swarm-55dbec #TransformSales #SalesSoftware #TheSwarm #WarmIntros #RelationshipSelling #Prospecting #Fundraising

Use agents https://www.lindy.ai/greg (thanks to Flo for hooking us up with 50% off and you can get started for free)Join me as I chat with Flo Crivello, founder of Lindy AI, where he demonstrates how to build AI agents that can automate various business processes without coding. The conversation showcases practical applications including meeting recording, scheduling, recruitment, competitive analysis, and customer support. Crivello emphasizes that there's currently a significant gap between what's technically possible with AI agents and what most businesses are implementing.Built your first AI Agent with Lindy: https://www.gregisenberg.com/ai-agentsTimestamps:00:00 - Intro02:08 - Demo 1: Meeting Notes04:41 - Demo 2: YouTube comment scraping06:49 - Meeting Notes Continued08:27 - Demo 3: Outbound Phone Calling10:16 - Demo 4: Meeting Prep10:25 - Agent Swarms Explained11:25 - Meeting Prep Continued13:31 - Demo 5: Meeting Scheduler15:04 - How to start using Lindy15:52 - Live Building of a Recruitment Agent17:57 - When should you loop in a human18:37 - Building of a Recruitment Agent continued 20:34 - Demo 6: Sales Prospecting 22:44 - Why start using AI Agents26:00 - Overview of template categories and use cases28:52 - Demo 7: Elon Lindy30:12 - Demo 8: Competitive Analysis32:58 - Demo 9: CRM and Networking Manager34:50 - Final ThoughtsKey Points:• Lindy is a no-code platform for building AI agents that can automate business processes• Users can create their first agent in 10 minutes and automate significant portions of their business• The platform features "Agent Swarms" that can handle multiple tasks in parallel with greater reliability• Lindy offers thousands of integrations with various platforms and services1) Meeting Assistant AgentsThe most universal use case for AI agents? Meeting management!Lindy can:• Record and transcribe your meetings• Create searchable notes in Google Docs• Organize notes by person (incredible for context)Flo: "I just had to dig up Google Docs and send him everything we've ever talked about with this person."2) The Agent vs Workflow DifferenceUnlike Zapier which connects isolated steps, Lindy creates TRUE AGENTS that:• Understand context between steps• Can recover from mistakes• Let you speak to them in natural language• Don't need every step configuredThe magic? You're basically telling an AI to execute a sequence of connected actions.3)  Agent Swarms = GAME CHANGERThis new feature lets you deploy multiple agents simultaneously!• Send personalized outreach to hundreds of leads• Research multiple people in parallel• Execute tasks reliably without losing coherenceThink Agent Smith in The Matrix - your agent duplicates itself to handle massive workloads FAST.4)  Real-World Examples That Blew My MindFlo's Lindy made a restaurant reservation BY PHONE The hilarious part? The restaurant was using an AI receptionist!"It's already happening - AI agents are working together in the wild"His AI also schedules meetings, preps him for calls, and manages his network.5) Building a Recruiter Agent LIVEIn just 2 minutes, Flo built a recruiting agent that:• Takes job criteria• Searches for matching candidates• Researches them on Perplexity• Sends personalized outreach emailsAll with human approval built in when needed!"There's a huge gap between what's possible and what people are actually doing."6) The "Elon Lindy" = Middle Management KillerThis agent:• Calls every team member weekly• Asks what they accomplished• Compiles everything into a report for the CEOOne customer deployed this to 1000+ employees, essentially "replacing the middle management layer"!7) Competitive Intelligence on AutopilotFlo's competitive tracker:• Wakes up monthly• Monitors competitors from a spreadsheet• Tracks employee count, traffic, funding, etc.• Sends reports on who's pulling ahead8) The MASSIVE Opportunity Right Now"There is a HUGE arbitrage between what's possible and what people are actually doing."Companies exploiting this gap are EXPLODING:• One AI ad generator hit $5M ARR in months with just 8 people• Small teams can now operate like they have 30-50 peopleLCA helps Fortune 500s and fast-growing startups build their future - from Warner Music to Fortnite to Dropbox. We turn 'what if' into reality with AI, apps, and next-gen products https://latecheckout.agency/BoringAds — ads agency that will build you profitable ad campaigns http://boringads.com/BoringMarketing — SEO agency and tools to get your organic customers http://boringmarketing.com/Startup Empire - a membership for builders who want to build cash-flowing businesses https://www.startupempire.coFIND ME ON SOCIALX/Twitter: https://twitter.com/gregisenbergInstagram: https://instagram.com/gregisenberg/LinkedIn: https://www.linkedin.com/in/gisenberg/FIND FLO ON SOCIALX/Twitter: https://x.com/AltimorLindy: https://www.lindy.ai

Use promo code TKOPOD for 20% off Gumloop.I sat down with Max Brodeur-Urbas, founder of Gumloop, and got into all things AI automation. Max described Gumloop as an intuitive drag-and-drop tool where you can build powerful AI workflows without writing a single line of code, think Zapier, but supercharged with AI.We explored how Gumloop isn't just great for automating tasks like web scraping and sales outreach; it's also a huge opportunity for people looking to start their own businesses or side hustles. Max shared how you can become an in-demand Gumloop expert, build an agency offering custom automation services, or even create businesses by white-labeling Gumloop flows. We also touched on real-world examples of individuals successfully monetizing their skills and ideas with Gumloop.Max also gave us a sneak peek at their upcoming co-pilot feature that's designed to make creating workflows even easier and more accessible.Connect with Max:X (formerly Twitter)LinkedInTimestamps below. Enjoy!---Watch this on YouTube instead here: tkopod.co/p-ytAsk me a question on or off the show here: http://tkopod.co/p-askLearn more about me: http://tkopod.co/p-cjkLearn about my company: http://tkopod.co/p-cofFollow me on Twitter here: http://tkopod.co/p-xFree weekly business ideas newsletter: http://tkopod.co/p-nlShare this podcast: http://tkopod.co/p-allScrape small business data: http://tkopod.co/p-os---00:00 Introduction to Gumloop and Its Value Proposition02:59 AI-First Automation: The Future of Workflows05:52 Real-World Applications of Gumloop09:12 Understanding Automation: The Role of Workflows12:05 Case Studies: How Businesses Use Gumloop15:01 The Next Steps for Gumloop: Co-Pilot Feature17:53 Challenges and Future Directions in Automation23:08 Growth and Opportunities in AI Business24:33 Identifying Exceptional Talent in AI26:30 Creative Use Cases for AI and Automation28:22 Building Scalable Workflows with Gum Loop30:44 Expert Marketplace and Demand Dynamics32:35 Transitioning from User to Expert33:06 Automating Customer Engagement and Research34:33 Sales Prospecting and Meeting Preparation36:28 Leveraging Competitor Insights for Marketing39:52 Programmatic SEO and Content Generation42:44 White Labeling and Business Opportunities with Gum Loop43:43 Choosing the Right AI Models for Tasks

Noah Greenberg grew a content-distribution product from zero to $1M ARR in just one year (and to $4M in 2 years) by focusing on a single channel most founders underrate: LinkedIn. He posted insights daily, highlighted key players in his industry, and made it impossible for prospects not to notice him.In this episode, Noah reveals the exact step-by-step playbook, including how to structure 3-month pilots for fast feedback, craft DMs that actually get replies, and pick the right content “watering holes” so your future customers come to you eager to sign. If you're a founder trying to figure out your go-to-market approach, you need to see what Noah did.______Why You Should Listen1. Turning LinkedIn into a Free PR Engine – Noah shows how daily micro-posts drive high-value leads without needing to go viral.2. Finding Your First 10 Customers with 3-Month Pilots – Short trials = instant feedback on who'll stay and who'll churn.3. Never Stop Triangulating – How 50 customer conversations per month reveal the right product, price, and packaging.4. Selling without Selling – The “this isn't a pitch” call that makes prospects lean in and ask, “Wait, how do we buy?”5. Earning Credibility at Scale – Noah's “watering hole” posts spark real engagement from decision-makers (and reel in 5-figure deals)._______KeywordsB2B Sales, LinkedIn Strategy, Early-Stage Growth, Founders' Playbook, Bootstrapped Startup, Content Distribution, Sales Prospecting, Pilot Contracts, Outbound Leads, Product-Market FitTimestamps(00:00:00) Intro(00:02:35) Stacker's Origin Story(00:06:00) How to generate warm leads(00:15:53) How to use LinkedIn for lead gen(00:21:42) No One Wants To Be Pitched(00:26:06) How to get feedback on pricing(00:38:08) LinkedIn Go-To-Market Strategy(00:42:20) Breaking Above The NoiseSend me a message to let me know what you think!

BRX Pro Tip: Two AI Prompts for Better Sales Prospecting Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I know you’ve really been diving into AI, artificial intelligence. What’s the latest, man? And how can we apply it? Lee Kantor: I think that […]

  Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements. Get ready to uncover the game-changing solution that's been right under your nose this whole time. Stay tuned for the jaw-dropping insight that will revolutionize your prospecting efforts and take your sales game to the next level. Achieve Better Prospecting Engagement If you're feeling overwhelmed by the prospecting challenges and struggling to engage potential clients, then you are not alone! The traditional sales methods just don't seem to be cutting it and it's time to shake things up. Let's explore how to achieve greater prospect engagement and success through personalized, empathetic selling. It's time to transform your sales game and make prospecting a breeze! In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his unorthodox entry into the sales world, transitioning from a photo finisher to a highly successful salesperson. He underscores the importance of trust-building and genuine assistance in sales, rather than aggressive tactics. Throughout the conversation, key themes such as the challenges of modern prospecting, the integration of human intelligence with AI, and the impact of personalized communication on sales strategies emerge. Mario's personal journey serves as a testament to the resilience and dedication required in the sales profession, offering valuable insights for aspiring sales professionals. His practical advice and emphasis on adapting to the evolving sales landscape make this episode essential for those seeking to enhance their sales efforts. The hardest part about selling is not anything but prospecting. - Mario Martinez Jr. In this episode, you will be able to: Overcome Sales Prospecting Challenges: Learn effective strategies to conquer common obstacles and boost your prospecting success. Harness the Power of Human Assisted AI in Sales: Discover how the fusion of human touch and AI technology can supercharge your sales efforts. Elevate Your Sales Cadences with Referrals: Uncover the pivotal role referrals play in enhancing your sales process and driving better results. Master Personalization Strategies for Sales Success: Unleash the potential of personalized selling to forge stronger connections and win more deals. Leverage LinkedIn for Modern Sales Strategies: Explore the impactful role of LinkedIn in shaping contemporary sales approaches and expanding your reach. The key moments in this episode are: 00:00:00 - The Power of Sales Coaches and Managers 00:00:30 - Leveraging AI in Sales 00:00:43 - Mario's Journey into Sales 00:03:39 - Overcoming Financial Challenges 00:10:40 - Hunter's Revelation 00:11:16 - Hunter Anderson's Advice 00:14:21 - Diverse Sales Experience 00:18:12 - Modern Buyer Challenges 00:20:48 - Engaging Modern Buyers 00:25:54 - The Importance of Personalization in Sales Prospecting 00:26:34 - The Limitations of AI in Sales 00:27:58 - The Role of Personal Investment in Sales 00:29:39 - Leveraging Human-Assisted AI in Sales 00:30:16 - The Power of Referral in Sales Cadences 00:39:58 - The Art of Helping in Sales 00:40:13 - Spreading Wisdom and Knowledge 00:40:30 - Elevating Each Other 00:40:47 - Podcast Rating and Productivity Tip Timestamped summary of this episode: 00:00:00 - The Power of Sales Coaches and Managers Mario discusses the importance of sales coaches and managers who can share success stories and help their team overcome the challenges of prospecting. 00:00:30 - Leveraging AI in Sales Mario emphasizes the need to combine human intelligence with AI tools to achieve real results in sales. 00:00:43 - Mario's Journey into Sales Mario shares his inspiring journey into sales, starting from his time as a photo finisher and how he transitioned into B2B software sales. 00:03:39 - Overcoming Financial Challenges Mario recounts how he applied for numerous scholarships and worked part-time to pay for his education at UC Berkeley, showcasing his resilience and determination in the face of financial obstacles. 00:10:40 - Hunter's Revelation Mario recounts the pivotal moment when his district manager, Hunter, recognized his sales skills while working as a photo finisher, leading to a significant turning point in his career. 00:11:16 - Hunter Anderson's Advice Hunter Anderson recognized Mario Martinez Jr.'s sales potential and advised him to pursue a sales role, leading to a successful career in sales. 00:14:21 - Diverse Sales Experience Mario Martinez Jr. discusses his diverse sales experience, serving various industries and segments, managing large teams, and his journey from a sales intern to a successful sales professional. 00:18:12 - Modern Buyer Challenges Martinez highlights the challenges faced by salespeople in engaging with modern digital buyers, emphasizing the importance of omni-channel approaches and hyper-personalization in sales prospecting. 00:20:48 - Engaging Modern Buyers Martinez shares insights on the need for hyper-personalization and value-driven messaging in engaging modern buyers, emphasizing the importance of PVC sales methodology and the limitations of traditional prospecting methods. 00:25:54 - The Importance of Personalization in Sales Prospecting Mario emphasizes the importance of personalization in sales prospecting. He discusses the significance of getting a prospect to say yes and the need for human-assisted AI in the sales process. 00:26:34 - The Limitations of AI in Sales Mario talks about the limitations of AI, highlighting that AI can be two-dimensional and may not fully grasp contextual relevance. He stresses the necessity of human intelligence in sales to complement AI. 00:27:58 - The Role of Personal Investment in Sales Mario discusses the need for sales reps to invest in their own tools and technologies to enhance their effectiveness, rather than solely relying on the organization. He highlights the importance of personal initiative in sales success. 00:29:39 - Leveraging Human-Assisted AI in Sales Mario emphasizes the significance of aligning human intelligence with AI in sales. He stresses the need for real intelligence in using AI effectively to connect person-to-person, rather than solely relying on AI capabilities. 00:30:16 - The Power of Referral in Sales Cadences Mario emphasizes the importance of starting sales cadences with referrals, highlighting that 84% of buyers start their buying process with a referral. He emphasizes the need to transform LinkedIn profiles to engage buyers effectively. 00:39:58 - The Art of Helping in Sales Myra emphasizes the importance of prospecting and invites the audience to learn more. Mike emphasizes that sales is the art of helping, highlighting the need for collaboration and support in the sales world. 00:40:13 - Spreading Wisdom and Knowledge Mike encourages the audience to like, subscribe, and share the podcast to spread wisdom and knowledge in the sales world. He emphasizes the critical nature of understanding and helping each other in the industry. 00:40:30 - Elevating Each Other Mike encourages the audience to keep shining bright and have an amazing day, emphasizing the importance of lifting each other up. He highlights the need for mutual support and collaboration in the sales industry. 00:40:47 - Podcast Rating and Productivity Tip Mike asks for a 5-star rating and review for the podcast on iTunes. He also recommends downloading FlyMSG to save time and increase productivity in writing.   The resources mentioned in this episode are: Visit FlyMSG.ai to try the AI-powered sales prospecting tool for free. No credit card required. Check out Vengreso, Inc. at vengreso.com to learn more about their sales training and prospecting solutions. Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on the Membrane podcast to engage with him directly. Watch Vengreso, Inc.'s referral training video on YouTube for a comprehensive guide on how to ask for referrals in your sales process. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career longevity, and why playing the long game always wins.KEY TAKEAWAYS[00:00:26] Sales is a grind, and embracing it is key to long-term success.[00:01:04] The best sales reps don't fear rejection—they master the art of the “no” and find a way back.[00:01:47] Career success comes from commitment; jumping around too often limits long-term impact.[00:02:55] A grinder's mindset means working harder, more often, and at times others won't.[00:04:21] Employers value perseverance over job-hopping—grit signals trust and loyalty.[00:06:04] Running away from challenges stunts growth; learning is in the struggle.[00:07:02] Mindset shift: Change “I have to” into “I get to” for lasting motivation.QUOTES[00:01:04] “You gotta love rejection as a sales rep. You gotta love the art of ‘no' and then find a way back.”[00:02:55] “To be successful today, you have to do it better, more often, and at times others are unwilling to.”[00:06:04] “Grinding is learning. The struggle becomes your foundation—if you play it right.” [00:07:02] “The mindset shift is everything. It's not ‘I have to'—it's ‘I get to.'” – Steve FitzListen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/lessons-from-the-grind-tackling-complex-enterprise-salesEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Guest: Zach Wright, Co-Founder & CRO of Syft AIMost sales teams are still stuck in outdated prospecting tactics—mass email sequencing, generic outreach, and hoping something sticks. The reality? These methods are failing fast, and sellers who rely on them are drowning in low response rates and missed pipeline goals.Zach Wright, co-founder and CRO of Syft AI, breaks down why traditional sales prospecting is broken and what today's B2B SaaS sellers must do differently to cut through the noise, engage decision-makers, and win more deals.The biggest mistake? Relying on volume instead of relevance. Buyers are overwhelmed with hundreds of templated emails daily, and most outreach feels impersonal, irrelevant, and easy to ignore. Instead of spamming prospects, Zach shares how AI-driven prospecting helps sales teams pinpoint the right accounts, at the right time, with the right message.He explains how top sales teams are:✅ Ditching “spray and pray” prospecting in favor of targeted, intent-driven outreach.✅ Using AI to surface active buying signals—so reps only reach out when there's a real need.✅ Personalizing at scale without relying on ineffective AI-generated fluff.✅ Bringing cold calling back—and why it's working better than ever.If your outbound efforts aren't converting like they used to, this episode will change the way you think about prospecting—and show you how to start winning more meetings with high-value prospects.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

In this episode of the Startup CPG podcast, Daniel Scharff sits down with Daniel Herz, co-founder and CEO of FocusFuel, and Ben Bacon, founder of Lentiful, to dive into how AI is transforming the way brands operate, market, and grow in the CPG space.Ben shares how AI tools like Claude have revolutionized his email marketing, product development, and even customer insights, helping him craft better messaging, streamline operations, and identify key customer trends. He reveals how AI helped Lentiful optimize its product formulations, enhance email engagement, and even uncover celebrity customers.Daniel Herz explains how FocusFuel has used AI from day one—starting with name and branding ideation, all the way to email marketing, prospecting, and even investor pitch decks. He highlights how AI acts as a “CMO in your pocket,” optimizing marketing strategies, refining consumer targeting, and speeding up decision-making.Together, they discuss the power of AI in making small teams more efficient, the importance of human oversight, and where AI is headed in the CPG industry. Whether you're a startup founder or just AI-curious, this episode is packed with actionable insights on how to leverage AI for your brand's success.If you'd like to submit how you're using AI or for another call-in episode click the form here https://bit.ly/cpgstoriesListen in as they share about:AI for Marketing & Email CopywritingAI for Customer Insights & Database AnalysisAI for Sales Prospecting & Retail StrategyAI for Product Development & FormulationAI for Operations, Admin, and Legal TasksThe Future of AI in BusinessEpisode Links:Ben BaconWebsite: https://eatlentiful.com/ LinkedIn: https://www.linkedin.com/in/benjaminpbacon/ Daniel Herz Website: https://thefocusfuel.com/ LinkedIn: https://www.linkedin.com/in/daniel-herz/ Don't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com.Show Links:Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)Join the Startup CPG Slack community (20K+ members and growing!)Follow @startupcpgVisit host Daniel's Linkedin Questions or comments about the episode? Email Daniel at podcast@startupcpg.comEpisode music by Super Fantastics

In this episode, Karen Kelly welcomes Founder of Factor 8 and #GirlsClub Lauren Bailey (LB) to discuss cutting-edge strategies for sales prospecting as we head into 2025. They delve into the pitfalls of AI-generated communications, emphasizing the importance of authenticity and human connection in sales emails, LinkedIn interactions, and video messages. Lauren highlights the negative impact of desperation in sales tactics, commonly referred to as 'quota breath,' and stresses the need for engaging prospects before pitching. The discussion also touches on the changing landscape of sales qualifications, the significance of celebrating small wins, and the essential support systems needed for women aspiring to sales leadership roles. Lauren introduces her initiative, 'Girls Club,' aimed at preparing and promoting women in sales leadership. Tune in for actionable insights and real-world tactics to enhance your prospecting efforts.00:00 Welcome and Introduction00:44 The Desperation of Early-Year Prospecting02:27 Crafting Effective Prospecting Emails05:05 The Role of Sales in the Modern Market07:20 The Importance of Sales Training09:37 Adapting to Changes in Sales Fundamentals12:20 Embracing Authenticity in Sales17:12 Building Authentic Rapport18:33 The Importance of Being Relatable in Sales19:06 Embracing Vulnerability and Imperfections19:53 The Reality of Sales FailuresConnect with Lauren:LinkedIn: https://www.linkedin.com/in/insidesalesadvisor/Factor 8: https://factor8.com/#GirlsClub:https://wearegirlsclub.com/For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

Sales prospecting is more than just reaching out to potential leads - it's about building a strategic, data-driven approach that delivers consistent results. Doug C. Brown, CEO of CEO Sales Strategies, emphasizes the importance of understanding your ideal buyer: where they are, what they value, and how they prefer to engage. In this conversation, Doug shared a roadmap for achieving predictable revenue growth, highlighting the critical role of clear, committed goals - a challenge for many businesses, with only 9% of his clients having truly defined objectives. In a wide-ranging discussion, Doug and I talked about: ✅ Understanding your audience's habits to craft effective prospecting strategies. ✅ Using metrics like churn and refund rates to set realistic sales goals. ✅ The impact of consistent, tailored outreach efforts. ✅ Building genuine connections through simple actions like phone calls. ✅ Adapting to market shifts, including remote work trends. ✅ And much more. Website: www.ceosalesstrategies.com LinkedIn: www.linkedin.com/in/dougbrown123 For show notes and to see details of our previous guests, check out the podcast page here: www.GetMoreHRClients.com/Podcast HR BUSINESS GROWTH RESOURCES Get the new book - Grow A Successful HR Business Your Way Automated Lead-Generation Machine - On-Demand Masterclass & Workbook HR Business Planner - On-Demand Masterclass & Workbook Start Your HR Business - Coaching program Consulting Services For HR Software And Consulting Firms: Consulting Services. VISIT GET MORE HR CLIENTS Want more clients for your HR-related consultancy or HR Tech business? Visit the Get More HR Clients website for articles, newsletters, podcasts, videos, resources, and more.

In this episode of The AI Report, Liam Lawson sits down with Jérémy Grandillon, founder of TC9, to explore how AI is disrupting the sales landscape and changing how businesses approach growth. Jérémy shares his journey from corporate sales to building an AI-driven agency that automates prospecting, personalizes outreach, and drives meaningful results. From using AI to handle the grunt work of lead generation to leveraging LinkedIn for strategic content creation, this episode dives into how AI is empowering sales teams to focus on what matters most—building trust, closing deals, and scaling with impact. Discover how AI tools are revolutionizing B2B sales by simplifying complex workflows, increasing efficiency, and delivering real results. Jérémy also shares the story behind TC9's mission to merge advanced AI capabilities with human creativity, creating tailored strategies that meet the unique needs of clients. This conversation breaks down how businesses can use AI to reduce manual labor, boost productivity, and accelerate growth, while still maintaining a personal touch in their sales approach. Curious about how AI can help you close more deals and increase revenue? Tune in now and don't forget to like, comment, and subscribe for more conversations like this! Learn AI in Just 5 Minutes Per Day: https://www.theaireport.ai/ Check out TC9, AI systems that book meetings for you https://tc9.ai/ Connect with Jérémy: https://www.linkedin.com/in/jeremygrandillon/ (00:00) Introducing Jérémy Grandillon   (02:34) AI's Role in Sales Prospecting   (05:32) How AI Evolved in 2025   (09:09) Jérémy's Journey to Entrepreneurship   (12:50) Allbound Sales Explained   (17:08) Inbound vs. Outbound Sales   (22:44) US vs. European Sales Approaches   (24:29) Pricing Strategies That Work   (27:16) From Solopreneur to Agency   (32:27) AI and Human Synergy in Sales   (36:18) Building A Solid Offer (41:22) Patience and Resilience in Sales   (46:00) Discipline and Health for Success   (52:05) Planning for Long Term Business Success

Tune in for another episode of vital updates and actionable insights into the transportation industry! Today, we'll highlight the importance of meritocracy and earning success by sharing valuable information, effective sales and outreach strategies, business growth tactics, and more!  

In this episode, Jack and Jeremy dive into the art of prospecting for outbound sales - exploring strategies that prioritize efficiency and results. The hosts break down a unique visualization of the prospecting process to help sales professionals refine their approach.   Key Points Understanding prospect proximity to your offer Introducing a unique visualization to represent prospect engagement Trust, decision-making power, and belief in your solution as key factors Leveraging past customers and referrals Marketing tactics to boost engagement while reducing barriers to entry This episode provides actionable insights into visualizing and optimizing your prospecting strategy. Whether you're a seasoned pro or new to outbound sales, you'll find tips to help you close more deals and engage more effectively with your prospects.   About the hosts: Jack Reamer founded SalesBread.com – the lead generation agency that brings B2B companies 1 lead per day by sending ultra-personalized LinkedIn messages and cold emails. Show listeners can book a free, 15-minute lead generation brainstorm session here: https://salesbread.com/contact/ Jeremy Chatelaine founded QuickMail.com – the most performant cold email platform to get replies, thanks to industry-leading features such as Deliverability AI and Advanced Stats. Start your trial today here: https://quickmail.com

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects. – Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect's time rather than jumping in and selling immediately. – Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there's a real person behind the outreach. – Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach. – The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities. – Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson. – Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively. – Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time.  – Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions. The Power of Multiple Touchpoints When it comes to prospecting, repetition and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement. Using Text Messaging Effectively Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive. Video Messaging for a Human Touch Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting. Expanding Communication Channels Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect's local franchise location or mailing a small, personalized gift demonstrates effort and creativity.

Does your B2B lead generation take too long, cost too much or simply doesn't work? LeadzFlowAI automates the whole process with its new AI assistant so you can focus on growth! For more, visit https://leadzflowai.com LeadzFlowAI City: Portland Address: 2709 N Hayden Island Dr Website: https://leadzflowai.com/

In this episode of The Trust Show, I'm joined by my friend and renowned sales expert, Mark Hunter, also known as "The Sales Hunter." Mark and I dive into the critical role of trust in sales, exploring how the "trust premium" transforms prospecting success. We discuss why traditional cold calling is dead, how to build trust that precedes your reputation, and how delivering value can turn one sale into the next. Mark also shares strategies from his latest book, The Making of a Mind for Sales. Don't miss it!

In this episode of the Transform Sales Podcast: Sales Software Review Series, Tony Dicks, CRO at CloudTask, interviews Marc Lewin, Co-founder & CMO of Salemaker, an AI-powered video generation platform designed to automate and scale personalized video content for sales and marketing teams. Marc shares how Salemaker's cutting-edge features, such as voice cloning in multiple languages, face syncing for realistic expressions, and automated scripting, enable teams to create highly engaging and customized videos quickly. Ideal for improving customer engagement and streamlining sales prospecting, Salemaker is a game-changer in personalized video communication. Try SaleMaker here: https://getcloudtask.com/salemaker #TransformSales #salessoftware #cloudtask

In this episode of Building Great Sales Teams, Doug hosts Robb Conlon, successful entrepreneur and podcast host of 'B2B Business Class.' Rob shares his inspiring journey from an HVAC job loss in 2020 to launching 'Recruiting Hell' podcast, aiding job seekers during high unemployment, and eventually founding Westport Studios. Highlighting his top podcasting voice recognition and the personalized service that earned him former clients' loyalty, Robb discusses the significance of focusing on customer and sales representative experiences for business growth. The session explores strategic podcasting for B2B sales and the principles of reciprocity in fostering business relationships. Additionally, Rob emphasizes the importance of community impact, recounting his contributions to local hunger and homelessness efforts, and encourages listeners to make meaningful local contributions regardless of their business success.Chapters01:13 Introducing Robb Conlon: Podcast Extraordinaire01:56 The Journey to Podcasting Success05:44 The Infamous Wisconsin Moments08:32 Building Westport Studios13:54 Customer Experience and Sales Strategies17:37 The Importance of Staff Satisfaction19:20 Sales and Podcasting: A Unique Approach19:59 Creating a Niche Industry Show21:24 Building Relationships Through Podcasting21:57 The Pivot Question Strategy22:41 Hands-Off Approach to Relationship Building23:47 Success Stories and ROI25:14 The Power of Podcasting28:47 Implementing the Strategy32:56 Legacy and Community ImpactYou may connect with Robb Conlon on:https://www.linkedin.com/in/westportrobb/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

Nish Ithayakumar is a Vancouver-raised tech entrepreneur currently living in San Francisco, running Ponyrun (formerly Nimbus), an AI-based sales tool that helps automate research for high-quality results at scale, and the company was part of the prestigious Y-Combinator program.He joins Ara on this week's episode of #TheTamilCreator to discuss growing up in Vancouver (including the Grizzlies), playing “way too many video games” growing up, firsthand benefits of the Y-Combinator program for his startup, the Eureka moment that sparked the birth of Ponyrun, how his investors reacted to him pivoting from Nimbus to Ponyrun, leveraging a consulting job to open doors for his tech aspirations, the path to starting his own business (Ponyrun), the pros and cons of San Francisco, the importance of being an active listener, and so much more.Follow Nish:- LinkedIn (https://www.linkedin.com/in/nithayakumar/) Timestamps00:19 - Ara introduces this week's guest, Nish Ithayakumar01:08 - Nish speaks on his upbringing; video games and calculating what mattered03:15 - Not being a fan of food04:40 - Growing up during the Vancouver Grizzlies era05:52 - From Vancouver to Toronto to San Francisco; following his passion for tech06:43 - The challenges of transition from Canada to America for work08:01 - Working for multiple companies before starting his own (Nimbus)09:53 - His “Eureka moment”11:19 - From targeting small customers to bigger ones13:37 - How his investors reacted to him pivoting from Nimbus to Ponyrun15:53 - Coming up with the name Ponyrun; focusing on what mattered (customers)16:39 - Excelling at creating solutions; seeing a gap for automation18:59 - Are the responses they've received positive, negative, or neutral?21:29 - How CRM fits into his business operations22:17 - Ponyrun surpassing Nimbus revenue in five months of operations23:12 - Benefits of being part of the Y Combinator program; fundraising, network, etc.25:21 - How the easy path dilutes you26:20 - Being at an inflection point27:25 - Is too much automation a bad; having to handhold and showcase value29:09 - Having a product that could help generate more sales for himself30:40 - His business model; a monthly subscription31:06 - What are Nish's future plans for Ponyrun?31:57 - Does he miss Vancouver and was moving to San Francisco the right decision?33:15 - The perception of San Francisco35:47 - Nish's favourite things about living in San Francisco; views, food, and more37:10 - Where he sees himself professionally/personally over the next 5-10 years38:34 - How his family feels about San Francisco; their role in his decision-making39:16 - The importance of sense of community amidst today's loneliness epidemic40:12 - Learning lessons he's picked up along his journey; active listening as a skill43:41 - The Tamil community in Vancouver versus San Francisco versus Toronto45:57 - Advice he would give his 16-year-old self49:18 - The personal legacy he wants to be remembered for by friends and family50:01 - Creator Confessions1:02:15 - The Wrap UpIntro MusicProduced And Mixed By:- The Tamil Creator- YanchanWritten By:- Aravinthan Ehamparam- Yanchan Rajmohan     Support the show

In this episode of 'Building Great Sales Teams,' Doug Mitchell addresses a brief hiatus in content and dives into the critical topic of effective sales management through one-on-one sessions. Emphasizing that great experiences build great leaders, who in turn build great teams, the episode dissects how personal and professional goals should be harmonized for sales success. It explains the importance of setting realistic goals, documenting and adjusting the success formula, and maintaining consistent engagement through one-on-one meetings. Strategies discussed include ensuring team members' personal goals align with organizational standards, fostering continuous skill development, and holding the line with minimum standards to achieve peace and fulfillment both personally and professionally.Chapters00:00 Introduction and Apology04:26 The Importance of One-on-Ones06:25 Setting Realistic Goals08:43 Adjusting the Sales Formula11:52 Training and Skill Development19:31 Maintaining Minimum Standards22:00 Commitment and Leadership24:36 Conclusion and Final Thoughts Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

Today's episode welcomes Gail Kasper - the world's leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She's also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university. College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don't have a fallback, you're much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy. Tune into the full episode to learn how to Sell Like A Cockatoo!Key Insights: 00:57 How Gail started in sales & media02:02 Do salespeople lack drive in 2024?04:07 How to succeed in sales today06:03 Gail's approach to coaching engagements12:02 The Cockatoo framework 15:17 Driving outcomes for sales teams21:47 How Gail helped recoup a $30 mil. loss24:36 What makes a great seller28:08 Sales keeps the lights onConnect with the guest, Gail KasperConnect with the host, Kevin Warne

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa's NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings.Franchising wasn't part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won't meet your expectations, you're making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold.  Tune into the full episode to learn more on how to sell franchises! KEY INSIGHTS:01:02 The origins of Amada Senior Care06:52 How to sell a franchise08:31 Finding the right franchisee12:46 How to find your first 10 franchisees 16:26 Building a franchise sales team19:31 Setting up KPI's for a franchise sales team23:58 What it takes to succeed in sales26:46 Thriving in a growing market 32:01 Learning to leverage extra resources35:24 What you should know before franchising Connect with the guest, Marcos MouraConnect with the host, Kevin WarnerCheck out Amada Senior Care

Today's episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency for B2B tech companies.Sahil's path to his previous agency started by working as an SDR, AE and Sales Leader in multiple tech startups. Over the years, he realized that all early stage startups suffer from the same GTM caveat - they don't have a recognisable brand.This becomes a huge inefficiency for revenue teams, as your sellers are seeing unfavorable engagement metrics across the sales process and get stuck building trust from 0. A big part of building a known brand is working with those who your ICP already trusts - that's why Sahil took a full-cycle sales approach with his clients to make sure they close logos that bring much needed credibility to new brands.If you blindly follow every LinkedIn thought leadership post when tweaking your GTM motion, you're very likely to fail. A huge portion of content has one single goal - explain why you're in pain and position a product as the solution. This often leads to people investing in methods that don't work in their market. Tune into the full episode to learn more on how to build an outbound motion that works in 2024!KEY INSIGHTS:01:07 Why early-stage startups have bad sales metrics03:10 Oversimplification of outbound sales04:45 Why most GTM advice doesn't work for you06:58 More tools =/= more results11:01 Building a cold calling culture14:10 Remote vs in-office sales 18:45 Email only won't cut it in 202422:28 The future of outboundConnect with the guest, Sahil MehraConnect with the host, Kevin WarnerCheck out Nooks

Today's episode welcomes Evan Dunn, Head of Marketing at ServiceBell - a SaaS platform that enables their users to create first party intent and convert it into pipeline using the best account-based tactics across inbound, outbound, and marketing channels.In rare cases, an executive that isn't the CEO or Founder becomes the leading voice in the company they work for. When Evan joined ServiceBell 8 months ago, he quickly realized that their product is in a great position to capture market share from giants like Drift and Qualified.com. Then it became apparent that their platform was both an inbound and outbound solution, which led them to the term “allbound”. Evan saw the opportunity to evangelize this fairly underserved category, so he got to work and became one of those rare individuals that becomes synonymous with the brand and the category.The concept of an allbound approach isn't new, but it's certainly lost on many. Relying on only educating the 97% of buyers who aren't in the market or only trying to capture the 3% that are ready is a losing strategy, as it doesn't account for the fact that buyers make decisions based on circumstances that are outside of the go-to-market teams control, which means you should have both your inbound and outbound functions dialed in throughout the year. It's much less important to figure out the right sequence as it is to stay consistent across all channels.Tune into the full episode to learn how to build an Allbound approach to revenue!KEY INSIGHTS:00:35 Evan's Sales Transformation06:55 What makes a good B2B role?10:42 How Evan chose the Allbound category12:52 The importance of Demand Generation18:01 The tech bubble of workaholics 21:47 There's too much noise in tech30:02 The right way to use AI in go-to-market36:42 Utilizing video in your sales process43:04 How to pick the right channels44:12 Handling competition in a crowded spaceConnect with the guest, Evan DunnConnect with the host, Kevin WarnerCheck out ServiceBell

Optimize your sales funnel with Mark's five factors you ought to consider. Is the juice worth the squeeze?  In this episode Mark teaches how to recognize high-value customers and avoid resource drains.  How do you identify valuable leads? Mark provides five questions to answer before you pursue any prospect. 1. What's the lifetime value of landing this account? 2. What's the cost of customer acquisition?  3. What's the strategic value of this customer? 4…….? 5……..? Listen in to learn!  

Topics Discussed:- The Journey of a Sales Professional- The Value of Sales Education- The Importance of Taking Breaks- Challenges and Strategies for Remote Sales Teams- Subject Line Strategy for Prospecting

In this episode of Tech Sales Insights, Randy Seidl is joined with Lee Hacohen, Head of Sales at Red Eye, to discuss the pressing issue of pipeline problems in sales and how AI can provide a solution. Sponsored by Alexander Group, the episode dives deep into the evolving landscape of sales, the impact of AI, and practical strategies for leveraging technology to enhance sales productivity. Lee shares his journey from broadcasting to becoming a sales leader, insights on AI's role in sales, and actionable advice for sales professionals facing pipeline challenges.KEY TAKEAWAYSAI in Sales: AI can handle repetitive tasks like identifying prospects, gathering contact information, and personalizing initial outreach, freeing up sales reps to focus on high-value activities.Human vs. Machine: AI is not replacing salespeople but augmenting their capabilities by handling tasks that machines excel at, such as data processing and initial contact personalization.Personalization at Scale: Tools like Reggie enable sales teams to send highly personalized emails and LinkedIn messages efficiently, improving engagement rates.Importance of Training: Continuous training and adaptation are crucial as the sales landscape evolves with technological advancements.Building and Growing: Identifying companies in their growth phase and leveraging AI can significantly impact sales success.QUOTES"There's certain things machines do really well and there's certain things people do really well. AI is here to augment, not replace, the salesperson.""In order to actually connect with someone and get their attention in an inbox that has 60 emails, you have to show them that you know them.""AI can personalize messages based on company performance and individual profiles within seconds, a task that would take a human significantly longer."Find out more about Lee Hacohen through the links below:https://www.linkedin.com/in/lhacohen/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

Ep. 224 Did you know AI could potentially increase email conversion rates by 94%? Kipp and Kieran dive into the AI implications of sales prospecting. Learn more about how effective personalization can leverage online data, the role of AI in improving prospecting emails, and the future of AI in voice prospecting and creating engaging, celebrity-driven marketing campaigns. Mentions OpenAI https://www.openai.com/ Grammarly https://www.grammarly.com/ Gary Vaynerchuk https://garyvaynerchuk.com/ Get HubSpot's Free AI-Powered Sales Hub: enhance support, retention, and revenue all in one place https://clickhubspot.com/3j3 We're on Social Media! Follow us for everyday marketing wisdom straight to your feed YouTube: ​​https://www.youtube.com/channel/UCGtXqPiNV8YC0GMUzY-EUFg  Twitter: https://twitter.com/matgpod  TikTok: https://www.tiktok.com/@matgpod  Join our community https://landing.connect.com/matg Thank you for tuning into Marketing Against The Grain! Don't forget to hit subscribe and follow us on Apple Podcasts (so you never miss an episode)! https://podcasts.apple.com/us/podcast/marketing-against-the-grain/id1616700934   If you love this show, please leave us a 5-Star Review https://link.chtbl.com/h9_sjBKH and share your favorite episodes with friends. We really appreciate your support. Host Links: Kipp Bodnar, https://twitter.com/kippbodnar   Kieran Flanagan, https://twitter.com/searchbrat  ‘Marketing Against The Grain' is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network // Produced by Darren Clarke.

Join us for this episode of the REDX Podcast with Dale Archdekin, founder of Smart Sales Coaching, who specializes in teaching agents the art and science of lead conversion. Come discover... • How to have quality conversations with prospects that actually lead to appointments. • How to uncover deeper motivations beyond the initial objection to foster genuine engagement and potential business opportunities. • Scripts with modern sales techniques that are genuine and build relationships. JUMP TO THESE TOPICS

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, Coach Tiffany Torres. In this episode, Marc and Tiffany discuss the significance and benefits of targeting larger deals in sales, challenging common assumptions, and realigning mindsets toward high-stakes opportunities. Marc Wayshak begins by explaining three ways to increase sales: more prospects, higher closing rates, and bigger deals, emphasizing that the latter is often overlooked despite its potential impact on revenue.Coach Tiffany advises sales professionals to focus on the value of the problems they solve for prospects rather than just the cost of their product or service. By doing so, salespeople can effectively communicate the worth of their offering in relation to the prospect's challenge, creating an opportunity to discuss and justify higher budgets.The conversation shifts to strategies for increasing deal sizes, such as dynamic pricing, offering tiered service packages, and targeting bigger companies with larger budgets. They highlight the importance of understanding the prospect's language and tailoring the value proposition accordingly.Marc and Tiffany advise on pipeline management, emphasizing the need to cultivate multiple large opportunities so any single deal doesn't become disproportionately crucial, a concept likened to balancing on a beam at different heights. With a full pipeline, salespeople can operate from a position of power, less concerned about individual losses and more focused on the many opportunities ahead.Finally, they wrap up with a discussion on adopting a "some will, some won't, so what" attitude, recognizing when to move on from a lost prospect, and how small increases in average sales size can lead to significant overall growth.Listeners are also invited to access a free video training to learn a five-step formula to close more deals, available at closing training.Key Topics:1. Introduction to Wholesale Hunting2. Benefits of Targeting Big Deals3. Strategies to Increase Sales4. Approaches to Increase Average Sales Size5. Pricing Tactics 6. Strategy in Selling Big Deals7. The Importance of Mindset8. Pricing Structures and Optionality9. Benefits of Multiple Options in Offering10. Working with Larger Companies11. Importance of a Full Pipeline12. Analogy of the Beam and Height00:00 Focusing on increasing sales and landing bigger deals.04:40 Analyzing the decision-making process for high-cost items.07:29 Bigger sales challenge mindsets, worth and confidence.11:14 Expanding options leads to successful sales strategy.14:40 Multiple dates reduce pressure, increase opportunities, comfort.16:50 Focus on closing good deals, not lost ones.  

This is episode 661. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Greg Lullo, CEO of Alleyoop, and his customer, Terry Husayn, VP of Engagement at live conversation company Orum. GABE'S ADVICE:  “You have to be practicing and you have to be consistently, consistently, consistently rehearsing that. I remember driving to work every single day when I was an SDR. My steering wheel was my best prospect. I was the guy like, “Who is that crazy person talking to himself on the way to work?” That was me because I was practice, drill, rehearse, practice, drill, rehearse. It's second nature. Again, preparing what to say and don't be lazy in language is super important.” TERRY'S ADVICE:  “Business process map the processes the SDRs are taking a day, whether it's prospecting, demos, follow ups, or proposals for AEs. You have no idea how much time is wasted not selling. You also have all the tools. You likely have the Salesforce, ZoomInfos and Gongs and everything. You have the exact same tech stack that your competitors do, but your competitor probably is automated twice as much as you have. Take a look at your rev ops stack, look at what your team is doing. I guarantee you there's 50% plus more efficiency there that you just haven't even deployed.”

This is episode 657. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Vlad Oleksiienko, VP of Growth at Reply.io, a sales engagement platform provider. VLAD'S ADVICE:  “Great salespeople know their customers. They get into the prospect's head, and they will use AI to become more effective and productive. Automations help us be more productive. The same with AI. I'm confident we will just increase our productivity and be more effective with AI.”  

In this episode, we dive into the importance of preparation in prospecting, time blocking, and building a routine to boost pipeline performance. Here are the key takeaways:1️⃣ Preparation is key: Proactive preparation the day before sets the foundation for a productive day. Define key tasks and ensure they're baked into your schedule to avoid a reactive mindset and increase productivity.2️⃣ Time blocking for prospecting: Allocate specific blocks of time for prospecting, research, list-building, and reaching out to prospects. Structuring your day around these blocks enhances efficiency and maximizes output.3️⃣ Consistency breeds reliability: Be consistent and reliable in your approach, treating prospecting time like a non-negotiable meeting with your most important client. This mindset cultivates a rhythm in your operational schedule, driving performance and reducing stress.Tune in to the full episode to gain actionable insights that will help you sell more and achieve greater control over your sales week! #HowToSell #SalesTips #PipelinePerformanceBook your free sales clarity call with usLuigi PrestinenziDavid FastucaAbout This PodcastHow To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

In this innovative episode of the Millionaire Car Salesman Podcast, LA Williams is joined by none other than T Got Your Keys aka Tianna Mick! LA and Tianna discuss the importance of going back to the basics of car sales. They emphasize the value of being involved in the community, attending local events, and networking. They also highlight the power of handwritten letters and utilizing bulletin boards for advertising. The hosts introduce Chat GPT as a tool to streamline email responses and provide tips on maximizing its effectiveness. Tune in to this episode of Millionaire Car Salesman Podcast to discover how the synergy of traditional strategies and modern tools can elevate your car sales game to new heights. Don't miss the chance to learn from the experts: The Blind Phone Master and T Got Your Keys!   Key Takeaways Attend local community events and network to generate new leads Handwrite letters and distribute them in apartment complexes or businesses Utilize bulletin boards in grocery stores and other public spaces for free advertising Use Chat GPT to streamline email responses and save time   "Wear your dealership shirt everywhere you go. You are a walking billboard!"  - Tianna Mick, T Got Your Keys   "Everyone who knows someone who knows you, should know that you sell cars!"  - LA Williams, The Blind Phone Master     About Tianna Mick aka T Got Your Keys Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding. At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry! Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy. Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry! T Got Your Keys... to Success!     The Power of Old School Selling in the Age of AI: A Comprehensive Guide   Introduction In the ever-evolving world of automotive sales, it's easy to get caught up in the latest trends and technologies. From AI-powered chatbots to social media marketing, there's no shortage of new tools and strategies to help sales professionals succeed. However, in our quest for innovation, we often overlook the tried and true methods that have been the foundation of successful selling for decades. In this comprehensive guide, we will explore the power of old-school selling techniques and how they can complement and enhance the use of AI in the automotive industry.   Prospecting: Going Back to Basics One of the biggest challenges for sales professionals is finding new leads and getting in front of potential customers. While social media and online advertising have become popular methods for prospecting, there is still immense value in traditional community engagement. Attending local events, such as farmers' markets and community gatherings, allows salespeople to connect with potential customers on a personal level.  Tianna Mick, a car sales professional, emphasizes the importance of actually showing up and being involved in the community: "We always say it's good to drink at least X amount of water in the morning and at night. We know those are good things to do. How many of us do that? So going back to the basics of everything, especially when giving out these ideas, we really want you guys to understand that the consistency of being involved in your community is really going to fuel the fire."   Maximizing Community Engagement To maximize the impact of community engagement, sales professionals can take advantage of various opportunities. For example, attending local events and networking with attendees can lead to valuable connections and potential leads. Additionally, salespeople can leverage bulletin boards in grocery stores and other public spaces to post flyers and promote their services.  Tianna Mick shares her experience with this strategy: "I was walking in the grocery store, and on the way out, and on the way in, actually, there's this bulletin board. I remember when I was younger, it would be cluttered with so many flyers, so many things. And then I got to thinking, that's because they're not posting flyers anymore. They're posting social media ads. They're buying this ad space. So they neglected now this one avenue of customers that are literally walking into this grocery store, hundreds of people every single day, every single night, and they're neglecting this free space to put their flyer."   The Power of Handwritten Letters In the age of digital communication, the art of the handwritten letter has been largely forgotten. However, this old-school method can be incredibly effective in making a lasting impression on potential customers. Taking the time to write personalized letters and dropping them off in apartment complexes or other targeted areas can yield significant results. Tianna Mick highlights the impact of this approach: "Even if you took a Sunday out, right, and you were handwriting 50 letters and you dropped them off into an apartment complex, mailboxes, because that's my number one thing is my idea is how can I maximize my time and efforts in one place, right? I don't want to go door to door, which you can do. That's another old-school fundamental way. Just go door to door, putting letters under people's doors. But I think, how can I maximize my time? So I seek out apartment buildings, I seek out big businesses that I can go in and just put in my flyer, put in my cards, put in my handwritten note, so that way I can maximize my time."   The Rise of AI: Chat GPT While old-school selling techniques are valuable, it's important to embrace the power of AI in the automotive industry. One tool that has gained significant attention is Chat GPT, an AI-powered chatbot that can assist sales professionals in various tasks. LA Williams shares his experience with Chat GPT: "I love Chat GPT. I get tongue-tied when I say that to LA. I love Chat GPT only because, like you said, the grunt work. Oh, my gosh. In car sales, obviously, if you have your CRM set up properly with the proper automation, which Dealer Synergy and I can help you out with, answering emails would take so much time out of my day. So much time. And Chat GPT literally makes an email for me in 30 seconds."   Harnessing the Power of Chat GPT To harness the power of Chat GPT effectively, sales professionals must understand how to use it to their advantage. By providing clear instructions and desired outcomes, Chat GPT can generate personalized and compelling email responses in a matter of seconds. Tianna Mick explains the process: "I copy the email, I say, 'Reply as Tianna Mick, car sales professional at ABC Motors, letting the customer know, along with our value package proposition, that we would like to schedule an appointment with him as soon as possible and entice him to want to watch this new video I just made for him.' I put that in with the copied email, and it literally, in 30 seconds, maybe less, gives me a complete email saying, 'Hey, La Williams, thank you so much for your choice to decide to shop with us at ABC Motors. Look at this personalized video, and then it'll say, insert video here.'"   The Future Outlook: Combining Old School and AI As the automotive industry continues to evolve, the successful sales professional of the future will be one who combines the power of old-school selling techniques with the efficiency and effectiveness of AI tools like Chat GPT. By prospecting in the community, engaging with potential customers on a personal level, and leveraging the power of handwritten letters, sales professionals can create meaningful connections and stand out from the competition. Additionally, by harnessing the capabilities of AI tools like Chat GPT, sales professionals can streamline their workflow and enhance their communication with customers.   Conclusion In the fast-paced world of automotive sales, it's crucial to strike a balance between old-school selling techniques and cutting-edge AI tools. By embracing community engagement, leveraging the power of handwritten letters, and harnessing the capabilities of AI tools like Chat GPT, sales professionals can maximize their success and increase their income. The future of automotive sales lies in the integration of these two worlds, where personal connections and technological advancements work hand in hand to create a winning formula. So, go out there, embrace the power of old-school selling, and let AI tools like Chat GPT take your career to new heights.   Resources Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today! The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes. For more interactivity, join The Millionaire Car Salesman Club on Clubhouse. Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By:  Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level. Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably! Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!  

This is episode 636. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Vlad Oleksiienko, the VP of Growth at Reply.io, the sponsor of this episode of the Sales Game Changers Podcast. VLAD'S ADVICE:  "Try new prompts, because when it comes to sales development, it's all about cold outreach. It's all about your sequences. Check your stats, check your open or reply rates. If you want to increase your open rates and increase your reply rates, maybe you should try ChatGPT here. Say, “Here's my sequence. Maybe can you suggest some ideas here to improve it?” Maybe ChatGPT could suggest you something and it'll be maybe something that could help right away."

Does this sound familiar? You've been told to send countless generic emails, hoping that one will catch the attention of your prospects. But instead, you're left feeling frustrated and defeated as your inbox remains empty and your sales winrates plummet. It's time to break free from ineffective actions and address the pain of wasted time and missed opportunities. Discover the power of an omnichannel approach tailored to individual prospect preferences and unlock the key to enhanced prospecting and increased sales deals. You Will Learn in this Episode: Build lasting relationships and close more sales by learning the importance of human connection in sales. Maximize your prospecting efforts and reach your target audience effectively with an omnichannel approach tailored to individual preferences. Discover the power of phone calls in prospecting and unlock a less cluttered channel for reaching and engaging potential customers. Increase your sales by understanding the unique pain points and challenges of different buyer personas within an organization and tailoring your value propositions accordingly. Save time and motivate your sales teams with good data by investing in high-quality prospecting data and using it effectively in your outbound efforts. About our guest: David Kreiger, founder of SalesRoads, has been in the sales game for nearly 17 years. He started his company with a vision to create a distributed workforce and build a remote inside sales team. With a belief that the core of selling lies in connecting with people, David aimed to recruit the best salespeople regardless of where they lived. Over the years, SalesRoads has worked with a wide range of companies, from seed stage startups to established organizations, helping them accelerate their sales and generate more top-of-the-funnel appointments. David's experience has taught him that while an omnichannel approach to prospecting is important, the phone remains the most powerful tool for connecting with prospects on a human level and truly understanding their pain points. In a cluttered digital landscape, the personal touch of a phone call can break through the noise and lead to meaningful conversations. By developing a solid strategy, understanding buyer personas, and crafting tailored messaging, sales professionals can enhance their prospecting efforts and drive more sales. So, if you're looking to improve your prospecting game, take a page from David's book and start dialing. Being able to connect one on one with individuals, understand their pain, and engage in a dialogue with them is essential for successful sales. There is no replacement for the phone or a meeting to truly understand what a prospect needs. - David Kreiger The key moments in this episode are: 00:00:08 - Introduction, 00:01:33 - About SalesRoads 00:04:23 - Impressive Case Studies 00:05:46 - Fun Fact 00:06:27 - The Power of Phone Calls 00:15:23 - Understanding Persona-Based Messaging 00:16:41 - The Importance of Preparation and Practice 00:18:36 - The Role of Data in Sales Prospecting 00:21:44 - Creative Lead Generation Strategies 00:23:16 - Prospecting for Small Businesses 00:30:57 - The Importance of Personalization in Sales Outreach 00:32:24 - Customization vs Personalization Based on Team Size 00:34:10 - The PVC Sales Methodology 00:37:13 - The Importance of Patience in Sales Outreach 00:44:12 - The Power of Building Relationships 00:45:52 - The Challenges of Virtual Communication 00:46:21 - The Hardest Job in Sales 00:46:55 - Emerging Trends in Sales Development 00:49:26 - Best Way to Connect with the Guest Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself and the podcast, highlighting that each episode focuses on helping sales professionals grow their sales numbers. He introduces his guest, David Kreiger, and mentions that they will be discussing appointment setting strategies using phone calls over email. 00:01:33 - About SalesRoads, David Kreiger shares that he is the president of SalesRoads, a company that specializes in SDR outsourcing and appointment setting. He explains that SalesRoads was founded with the goal of creating a distributed inside sales team that can recruit the best salespeople regardless of location. 00:04:23 - Impressive Case Studies, David highlights some of the impressive case studies of companies SalesRoads has worked with, ranging from seed stage startups to established companies like Paylocity and Samsung. He emphasizes their focus on generating top-of-the-funnel appointments to drive sales. 00:05:46 - Fun Fact, David shares a fun fact about himself, revealing that he was almost killed by a yo-yo when he was younger. He explains that he was into yo-yoing and accidentally hit a glass lamp, narrowly avoiding injury. 00:06:27 - The Power of Phone Calls, Mario and David discuss the challenges of sales prospecting and the importance of booking the first meeting. David explains why he believes phone calls remain a powerful tool in today's digital age, emphasizing the human connection and the ability to understand prospects' pain points. He also mentions that phone calls can be less cluttered 00:15:23 - Understanding Persona-Based Messaging, Developing a value proposition based on the unique challenges and pains of each persona is essential for effective sales. Tailoring your messaging to address the specific needs of each individual will lead to better engagement and success in selling. 00:16:41 - The Importance of Preparation and Practice, While you don't want to sound scripted, being prepared and knowing what you want to say is crucial. Practice and develop your messaging to ensure you can articulate it effectively to different personas. 00:18:36 - The Role of Data in Sales Prospecting, Good data hygiene is vital for successful sales prospecting. Utilizing tools like Apollo, Lucia, Seamless, and ZoomInfo can provide data, but it's important to verify its accuracy and engage in manual data mining to ensure the information is up to date. 00:21:44 - Creative Lead Generation Strategies, Sometimes existing lists don't meet your specific criteria. In these cases, creative strategies like web scraping can be employed to find the right leads. Additionally, combining multiple data providers and waterfalling leads can help improve accuracy and increase the chances of success. 00:23:16 - Prospecting for Small Businesses, Outbound prospecting can be done by small businesses, but it requires a strategic approach and investment in good data, a sales acceleration platform, and the necessary time and resources. Doing it right is more important than rushing into it and wasting time and money. 00:30:57 - The Importance of Personalization in Sales Outreach, David Kreiger highlights the importance of personalization in sales outreach. He advises that while it may be more effective to send personalized messages to a smaller number of high-value prospects, for larger teams targeting a larger number of leads, it is more efficient to personalize the approach rather than customizing every single message. He emphasizes the need for brief and focused messaging that addresses the specific challenges and interests of the prospect. 00:32:24 - Customization vs Personalization Based on Team Size, David explains that the approach to customization and personalization should depend on the size of the team and the number of leads they are targeting. For smaller teams and high-value accounts, customization and deep research are recommended. However, for SDRs with a larger set of leads, being personal and personalized without customizing every message is more effective. The focus should be on asking relevant questions and providing value in a concise manner. 00:34:10 - The PVC Sales Methodology, Mario Martinez Jr. introduces the PVC sales methodology, which stands for personalization, value, and a call to action. He provides examples of how personalization can be done on an individual level, such as referencing a prospect's shared interest in a message. He also suggests a persona-based approach for sales automation, where a concise message addresses the common challenges faced by the target audience and offers value-added content. 00:37:13 - The Importance of Patience in Sales Outreach, Both David and Mario emphasize the need for patience in 00:44:12 - The Power of Building Relationships, The guest shares a story about how building a strong relationship with an executive assistant helped him gain access to the CIO's office. He emphasizes the importance of finding and connecting with key gatekeepers to increase sales opportunities. 00:45:52 - The Challenges of Virtual Communication, The guest discusses the challenges of virtual communication and the lack of personal interaction in today's business environment. He acknowledges the difficulty of reaching decision-makers without the assistance of receptionists and highlights the role of platforms like LinkedIn in connecting with prospects. 00:46:21 - The Hardest Job in Sales, The guest believes that the hardest job in sales is prospecting. He emphasizes the importance of understanding the CXO's perspective and the roles of various stakeholders. He suggests that prospecting will become easier as the sales environment evolves. 00:46:55 - Emerging Trends in Sales Development, The guest mentions two emerging trends in sales development: the experimentation with full cycle Account Executive Sales (AES) and the integration of AI in sales processes. He advises caution in relying solely on AI and encourages leveraging it while curating and refining its use. 00:49:26 - Best Way to Connect with the Guest, The guest shares that the best way to connect with him is through LinkedIn, where he is very active and responsive. He also mentions his company's website as another means of reaching out. Build Lasting Relationships and Close More Sales The podcast episode highlights the importance of forging strong relationships to achieve sales success. David Kreiger shares his experiences of gaining access to decision-makers by developing good rapport with key individuals such as executive assistants and receptionists. This rapport builds trust and paves the way for a deeper connection with potential clients, reducing the sales cycle time and increasing conversion rates. Maximize Prospecting Efforts with an Omnichannel Approach An omnichannel approach to prospecting is discussed throughout this podcast, emphasizing the need to tailor communication channels to each prospect's preferences for optimal results. The shift towards virtual phone systems and digital communication platforms like LinkedIn has created new opportunities for initial contact. Balancing these tools with traditional phone calls, according to David and Mario, can significantly maximize outreach and engagement efforts. The resources mentioned in this episode are: Visit Vengreso.com to learn more about their personal writing assistant and text expander application, FlyMSG.io Take notes during the podcast episode to gather valuable insights and strategies for growing your sales numbers at scale. Check out SalesRoads, the company founded by David Kreiger, to explore their expertise in appointment setting and sales prospecting. Read the case studies on SalesRoads' website to see impressive results in terms of booking more meetings and growing the sales pipeline for various companies. Consider incorporating phone calls as a powerful tool for cold prospecting, as suggested by David Kreiger. Recognize the importance of human connection and understanding prospects' pain points through engaging conversations. Embrace an omnichannel approach to prospecting, combining phone calls, emails, LinkedIn messages, and other channels to reach prospects in the most effective way for them. Implement effective phone call strategies, such as using scripts, practicing active listening, and adapting to each prospect's communication style. Utilize sales automation tools like SalesLoft and Outreach to enhance your prospecting efforts, but avoid relying solely on automated emails and LinkedIn messages. Remember the value of personal connection through phone calls.

Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients. We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn:Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLY00:00 Preview00:40 Luigi's Sales Outreach Strategy04:07 Leveraging Trigger Events for Outreach14:02 Insight-Led Sales Process and Prospecting21:16 Importance of Pre-Sales Research