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~ whisper ~

Sales + Inbound Marketing + HubSpot

How to stand out in a noisy world, Roy Raanani

Posted by Wes Schaeffer | February 25

Don't let another conversation disappear into thin air

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Sales Tips you'll learn today on The Sales Podcast...

  • He was an inside sales rep and had no visibility into what was happening on the front line 
  • Record all conversations and map to Salesforce and HubSpot
  • No need to take notes
  • Determine what your top performers say and do to close the sale
  • This helps you listen better and pitch less or wait until you have done a thorough discovery before pitching
  • Get more people involved in the buying cycle and conversation
    • The biggest predictor of making a complex sale is how many people you can get into a meeting simultaneously
    • One is the loneliest number
    • Have video turned on for both parties
  • Make sure there are clear next steps when the meeting concludes (Get The Sales Agenda to solve this!)
  • No company is too small or big
  • Management and the culture sets the pace on acceptance of this
  • NPS is through the roof with Chorus AI
  • This helps reps learn from one another
  • Notify the prospect in the calendar invitation and the sales rep can tell the prospect that they'll send them a recording of the meeting when it's done
  • Review "game film" together once a week
  • Battlecards in real time
  • No setup required
    • Click of a button
    • No IT help needed
  • This gives you "what's working" and "what's happening in the conversation" vs just a recording and searchable transcription
  • Chorus AI will tag topics automatically so you can scroll ahead to get to the relevant information
  • His first business
  • Raised over $50 million in venture capital
  • People are key
  • Know who your customers are
  • Came from management consulting
  • Found a trend that the top performers weren't being tapped for critical insight to push up to management
  • Was working 100-hour weeks
  • Quit when his son was born and took a "year on" instead of a "year off"
  • Brought in two friends from college. One was a great engineer who was running his own company and another who was an expert in speech recognition.
  • Become fanatical. Dive in.
  • Early customers took a risk on him.
  • First, do no harm.
  • Own your mistakes.
  • Landed some paid pilots and did some free beta trials with the offer of grandfathered pricing
  • Took about six months of initial development then another six months of what their target market looked like.
  • Built his own dialer in the beginning but realized after about six months that they were taking on too much.
Do only what you can do. De-risk what you are building."
  • How to stand out in a noisy world
    • Referrals and testimonials
    • Love on your customers to build word-of-mouth
    • Share insight
  • Does make outbound calls
  • Sendosa
  • "Peak: Secrets from the New Science of Expertise"
  • Avoid weak words and phrases like "normally," "standard," "generally"
  • Sales should be an apprenticeship model
  • "High level problem solving with dire physical consequences." Joe Rogan

Related Articles:

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Podcast, Inbound Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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