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.
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Don’t feel like listening? Read the Episode Cliff Notes instead below:
Getting Information Out (0:22)
Whatever your sales process is, an important foundational piece is not just marketing but really selling.
You’ve got to help the process by pushing back, which furthers the sales conversation. But to get back to it, ideally, you have at least a couple of pieces that are cohesive and compelling to your target prospects.
Companies need a place to start. They don’t even have a single one-pager and might just be thinking- what do I send?
Having specific examples based on one particular company or situation is great to pass on to a prospect to further that conversation.
Many sales happen in between the conversations, so what are you doing in between that first and second call?
Those are such important times where you can reinforce what you’ve heard and validate a lot of what you bring to the table. Then, you can really set up the next call.
Importance of Deliverables (6:05)
At each step, there’s a deliverable or outcome that the prospect or client can expect to earn from you. So that’s where you shift it in a way from “here’s what we do” into “here’s what you get from working with us.”
You don’t want to put onboarding as your first stage on your client’s success map because that’s not super valuable to the client. What’s beneficial to the client is the output of your onboarding.
Sometimes it’s in the framing. For example, it might be onboarding or internally, or it might be we’re onboarding this client. But in the client success map, it might be called that strategic roadmap or that audit of where this relationship can go.
We do messaging is twofold: we follow the StoryBrand messaging framework and then move the interview process to Zoom. So interviewing these people is where the golden nuggets are for your messaging.
Marketing vs. Sales (13:40)
There’s a lot of thought leadership between marketing and sales and how those two departments come together. We just refer to it as a revenue team.
It’s a blend of marketing and salespeople. So you need to be diligent about how you do it. It’s not just saying let’s have marketing support sales.
The role as a marketing agency is really to support the sales effort. So the best marketers are close to sales. They’re attached to the hip of sales. So it’s not just part of what we call the revenue team, which is let’s drive to a shared revenue goal.
Stephen’s Bio:
Stephen is a sales rep turned inbound marketer, giving him a unique perspective on marketing-sales alignment and how marketing can best support a company’s sales efforts. Stephen is CMO at Vantage Impact, helping clients set up and optimize HubSpot’s tools to market better and sell more effectively and efficiently. His unique modernized approach to marketing and sales is a game changer for the financial services industry, helping advisory practices move beyond cookie cutter content and hand shaking at events, to be more digital and automated without losing personal touch.
Golf, cold brew, bourbon (in that order). Big fan of goofy t-shirts and craft brewery trucker hats. ——
Last year Traci Beach and I started a second business with our brother-in-law, Boston Cardinal. In the middle of a pandemic with a bunch of little kids running around felt like the right time 😳😁…so we formed Vantage Impact. We are excited about this business because the model we’ve built is very unique.
Yet what we did was very simple really: we combined our Craft Impact: A Growth & Communications Agency business with Boston’s 10+ years of financial advisor recruiting experience, where he managed 1500+ financial advisor transitions.
Vantage Impact exists to guide financial advisors through big changes for their practice. We have two sides to the business: Transition and Growth.
Once we help advisors find the right firm, talent or custodian, we leverage strategic marketing and change communications, so they can grow a practice that’s profitable, impactful and life giving.
Cheers 🍻 to 2 “Impact” businesses 😛 and 3 little kids…what a ride!
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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