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.
Building a Sales Team for Growth w/ Bryan Mueller
enNovember 17, 2021
What was the main topic of the podcast episode?
Summarise the key points discussed in the episode?
Were there any notable quotes or insights from the speakers?
Which popular books were mentioned in this episode?
Were there any points particularly controversial or thought-provoking discussed in the episode?
Were any current events or trending topics addressed in the episode?
About this Episode
#71: Listen as Bryan Mueller, HubSpot Channel Account Manager, discusses how to build a sales team. He and Tyler cover the process of building a modern sales team, hiring new sales reps, and thinking about that process on a high level.
Click here for the full show notes, transcript, and more!
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Getting Started with Hiring (0:23)
You don’t need an absolute all-star sales rep for your first hire, but you need someone with the business acumen and presence of mind to give you a feedback loop.
Before you even go looking for someone, take what you’re currently doing and put it down on paper.
Get it into a process in a repeatable way of having conversations.
Hardcore prospecting that maybe you’re probably not doing your referring referrals, but you need leverage to get more people.
Enabling Your New Hires (7:51)
Enabling your new hire depends on what your hope is for the organization.
Bryan has worked with companies with a lifestyle-type business, and they want to grow it a little bit versus the companies who want to scale.
Often the ones who want to scale, no matter how good they are at sales, can’t get out of their own way. Acceleration is what they need.
Identify what you’re doing and document the main pain points you need hires to solve. It doesn’t matter where you are in the process. You need to ask good questions.
Ideally, you’re bringing on people who are raising the bar each time.
It is hard to retain good sales talents, especially today, so you have to give them a reason to stay.
It’s a commitment to your organization’s vision and actual mission that gets someone so passionate. So it’s key to make sure you have that right person.
Once a hire gets their groove, focus on the knowledge and information they need to enable why you hired them.
Bryan recommends the book Working Backwards.
Measuring Success (17:02)
The core of it is to measure inputs, track outputs, and then start to see what you can do to change those outputs.
You’ve got to take that part seriously because if you hire sales reps and put them in the system, they may or may succeed over a long period without that consistent feedback and consistent outreach.
You’re not only making them productive for you, but you’re keeping them happy because they feel like they’re still growing and learning.
Sales is a tough industry, and most top sales reps leave because they get tired of the conversation. Of course, they’re good at conversation, but nothing is challenging.
That’s why companies need to innovate, give them a new product line to sell you a new service, and have them figure out new problems.
Recent Episodes from Outbound Sales Lift
Increase Your Positive Outbound Replies by 236% with Collin Mitchell
#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
- Baseline sequences for outreach
- Moving from personas and ICPs to personality types
04:49: Tailoring your outreach based on how your prospect prefers to receive information
- Subject lines, bullet points, and message content
- The importance of the right CTA
13:15: How is it possible to figure out a prospect’s personality type?
- Using social media profiles to your advantage
- Blending different personality types using specific surveys
- How much data is needed to understand a person’s personality type
Bonus Round with JR Butler
#103.5: JR Butler, founder and CEO of Shift Group, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
Recruiting Top Sales Talent with JR Butler
#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
- Missionary versus mercenary employees — how to spot them and which one is right for your company
- The importance of work-life balance and remote work
08:31: Discussion training and professional development in the hiring process
- Emphasizing competitive culture while providing the skills needed to succeed
- Selling a position through a job description
17:39: Positing your company well during the interview process
- Who should participate in interviews
Bonus Round with Amelia Taylor
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Embrace the Sales Evangelist Role with Amelia Taylor
#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
- 01:27: What it means to be a lead evangelist
- 03:28: The difference between a sales evangelist and an SDR
- 06:42: Does the evangelist role sit in sales or marketing?
Digging deeper: How to incorporate a sales evangelist role in your company
- 10:34: The stage of growth during which companies should start thinking about a sales evangelist role
- 19:07: The differences between social selling and evangelism
Developing an evangelist: Doing it differently than “the way it’s always been done”
- 20:47: Moving beyond cold calling to a different type of outreach
- 23:35: Finding the right roles for your team
Bonus Round with Yurii Veremchuk
#101.5: Yurii Veremchuk, head of business growth at Woodpecker, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
Building Your Personal Brand with Yurii Veremchuk
#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
- 00:51: Why a personal brand is important in sales
- 02:23: Using content to create your personal brand
Why a personal brand is also important for sales leaders
- 05:04: How a company benefits from a sales leader developing a personal brand
- 06:07: How you personally benefit from developing a personal brand as a sales leader
- 12:41: How to use data to show the impact creating content can have for your company
Challenges in getting started with building a personal brand
- 16:01: Connecting with leaders in your industry
- 18:03: Overcoming imposter syndrome
- 21:27: What if no one is interacting with your content right away?
How 100 Podcast Episodes Made Me Better at Sales
#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
- 00:55: The importance of research, production, and release when recording a podcast episode
Interviewing
- 01:40: Why staying quiet is just as important as asking good questions
- 02:41: How sales deals can be won or lost depending on the questions you ask
Consistency
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