Interviews at INBOUND: SDR Management & Prospecting (Part One)

#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

• 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

#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

• 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

#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

• 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

#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

• 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?

#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

• 02:36: Sales is about showing up

#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.