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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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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

 
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