Bonus Round with Collin Mitchell
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#91: Listen as JJ Russell, the Co-Owner and Director of the Best Damn Agency Mastermind, discusses building an offer. JJ helps agencies worldwide grow and scale their organization with a fantastic mastermind program and shares how to make building out a sales organization a lot easier.
Click here for full episode show notes, transcripts, and more!
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Intro (0:00)
Your offer is your differential for any company, especially a sales team at any company in general.
It’s the unique value you’re bringing to the market, how you’re uniquely positioning yourself to me. A solid offer can make or break a sale before it even gets into motion.
Tear down an offer into a “foot in the door” offer or a tripwire offer you could set your sales team with.
If you’re solely competing on price, you’re just trying to do the same thing one iota better than the person standing next to you.
Positioning your offer unique to your market gives you something fresh to sell. Don’t want to sell the same thing as everybody else in the same way everybody else is doing it.
Part of this is really educating your buyer. That’s a rapid way to differentiate yourself from what everybody else is doing.
Now suddenly, you’ve positioned yourself as an authority and somebody who has the goods. You’ve got a process and Intel into this business that will allow you to sell at a much higher ticket than you would otherwise.
Setting Yourself Apart (5:36)
You want to be more strategic with the services you provide. You’re probably running a two-week strategy session. You’re getting into your clients’ tools or whatever that means for you and your industry.
Sending it on the front end makes the full engagement way more enticing.
Your prospects are comparing you against the five other competitors. They’re trying to basically understand the strategy they should be thinking about during the sales process before any money exchanges.
Sometimes people get confused, and they think for this process to feel robust enough for this engagement, they need to feel like it’s worth their time. What they want are results.
If you’re selling to small businesses, what you’re putting into our offer is 1000% of your proposal.
Sales Reps have to understand their market and their services well enough to explain outcomes or soft problems in the sales conversation. They can say- Here’s how we solve your problem. But first, we’re going to step in.
Foot in the Door Offers (14:39)
What they’re doing from day one is sitting in on these backend calls where you, as the founder or as the senior salesperson, are walking them through this massive proposal.
That essentially is the foot-in-the-door offer.
They’re hearing all the questions answered, all of the details of the services you provide, and hearing you go back and forth.
So really, what they’re gaining is very in-depth product market training throughout the foot-in-the-door process. Even if they’re not the ones closing the full engagement on the back end.
So it accelerates the timeline within which they can be selling the full thing.
Another key component to successful delivery is shrinking the cost and shrinking the timeline to actually delivering. Bring in the roadmap or present the roadmap to your client.
JJ Russell’s Bio:
Former senior sales guy for Sales Driven Agency. Co-Owner and Director of The Best Damn Agency Mastermind, the most elite community for growth-minded 7 and 8-Figure digital agency CEO’s.
Important Links:
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#104: 236 percent.
236 percent?
236 percent!
Yes, Collin Mitchell is serious. He wants to help you increase your positive outbound replies by 236% through personalization.
But he doesn’t mean traditional personalization by targeting a persona or an ICP. He doesn’t even mean combing a prospect’s LinkedIn profile to find out where they went to college or connecting based on a recent post.
Collin Mitchell and Humantic AI are taking personalization a step further by understanding a prospect’s personality type and using it to your advantage. Knowing someone’s personality type can improve your communication and pitch by helping you present information in a way your prospect is most likely to respond.
With insights into specifics such as which personality type prefers longer emails versus bulleted lists or how to increase your open rate with a perfect subject line, you can win over more prospects with tailored outreach.
EPISODE HIGHLIGHTS
01:07: Using personalization to increase your outbound sales replies
04:49: Tailoring your outreach based on how your prospect prefers to receive information
13:15: How is it possible to figure out a prospect’s personality type?
#103.5: JR Butler, founder and CEO of Shift Group, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#103: In this episode, JR Butler joins Outbound Sales Lift to discuss how companies can recruit top sales talent. He discusses factors like sales process, unique IP, and equity that can help incoming SDRs get excited about an opportunity.
However, JR explains that companies should consider taking their recruiting efforts a step further by targeting entry-level sales reps who are focused on getting better and want to grow in their role versus those who are solely focused on a paycheck.
Lastly, JR shares his tips for closing a deal and ensuring that the top sales talent will thrive at your company.
EPISODE HIGHLIGHTS
01:00: How companies can position themselves to recruit top sales talent
08:31: Discussion training and professional development in the hiring process
17:39: Positing your company well during the interview process
#102.5: Amelia Taylor, lead evangelist at Regie.ai, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#102: Amelia Taylor joins Outbound Sales Lift to describe the role of sales evangelist and why more companies should consider investing in the position. An evangelist is focused on networking, connecting directly with prospects to build strong, trusting relationships.
Amelia explains that evangelists typically use social media, making connections online then having one-on-one conversations with prospects. She believes that no matter what stage of growth a company is in, the sales evangelist role can help develop key relationships that drive sales.
EPISODE HIGHLIGHTS
The basics: Explaining the sales evangelist role
Digging deeper: How to incorporate a sales evangelist role in your company
Developing an evangelist: Doing it differently than “the way it’s always been done”
#101.5: Yurii Veremchuk, head of business growth at Woodpecker, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#101: Imagine this — you start a cold call, mention your name and company, and instead of immediately remembering an important meeting they just can’t miss, your prospect says, “Hey, I know you.” Once you’re able to pick your jaw off the floor and start asking a few questions, you learn that your prospect has read a few of your posts on LinkedIn and maybe watched some of the sales videos you shared. What started as a cold call has quickly turned into a warm conversation.
And that’s the power of a personal brand.
Yurii Veremchuk joins Tyler Lindley to share tips and insights around how to build your personal brand and the importance of content in sales. He explains how social media can boost sales by elevating both individuals and the company profile. While it may seem daunting to get started, once you do, a personal brand can elevate your work in sales and may also enhance your understanding of yourself.
EPISODE HIGHLIGHTS
Building a personal brand in sales
Why a personal brand is also important for sales leaders
Challenges in getting started with building a personal brand
#100: Host Tyler Lindley celebrates his 100th podcast episode by considering the connections between podcasting and sales. He explains how recording, producing, and releasing 100 podcast episodes have actually improved his sales techniques.
Tyler focuses on three things — organization, interviewing, and consistency — and explores how he’s had to hone each skill to deliver engaging and relevant episodes while also exploring the relationship to his work in sales.
EPISODE HIGHLIGHTS
Organization
Interviewing
Consistency
#99.5: Kellen Casebeer, sales advisor for Sales Driven Agency, and founder of a paid sales community called The Speakeasy, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
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