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.
#63: Listen as Mike Farrell, CEO of Green Leads, talks about his experience with sales development and startup companies. He touches on how to set up your growth stage strategically, things to consider with a new sales development team, and whether to insource or outsource sales development.
Click here for the full episode show notes & more!
Forming A Sales Development Team (0:38)
When thinking about adding a sales development team, talent, internal support training, and tech stack are common things people go to. But the time and opportunity cost is probably the biggest factor.
The growth speed depends on how much horsepower has been put behind it, budget-wise, and everything from the get-go.
Once you get a full-time manager and have all the investments of the tech stack, the data, the sales enablement, the training component of it, and the training program, that's when you've started to recoup your investment.
It could be a full 18 to 24 months to see an SDR organization mature, guaranteed that you start from scratch.
There are going to be bumps along the way. Mike has seen companies let go of an outsourced firm after they've built themselves up on their own, and then all of a sudden, a year or two later, they come back to the firm they initially hired.
Balancing Insourcing and Outsourcing (4:44)
The maturity level of the marketing organization in terms of driving awareness, driving leads, and driving people to the website is very indicative of where a company is in its sourcing.
CML or a VP of marketing is one of the early strategic hires. A lot of the sales efforts initially are founder-led, but they'll hire a marketer and start building up that marketing infrastructure.
They have to have an SDR, either outsourced from an outsource SDR company like Mike's or insourced from hiring within the organization.
As the company grows, there comes the point where the founders can't do everything.
When you have a product-market fit and have to hit the gas, you have to have a sales professional or sales leader because, at that point, you're probably going to have some additional funding.
Marketing and Sales Alignment (8:17)
There can definitely be contention on who owns the SDR function. For example, is it owned by the sales leader or by the marketing leader?
If the marketing leader is the first one in, they typically own that function because they generate leads that need follow-up.
Then, when the sales leaders come in, there should be a little bit of a turf battle because they're the ones who have to build an organization. So they've got to scale.
The chief revenue officer is supposed to be the person that ties in sales and marketing and even customer success into a single leader. So maybe it's just as a VP of sales initially or a couple of senior sales executives, and that's how you start the sales organization until, eventually, it's a CRO.
Whether you hire one at a time or multiple at once depends on how much you have from a venture funding standpoint.
#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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