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.
Personalization, Creativity, & Passion in Sales w/ Tyler Lindley
enSeptember 22, 2021
What was the main topic of the podcast episode?
Summarise the key points discussed in the episode?
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Were any current events or trending topics addressed in the episode?
About this Episode
Full Episode Cliff Notes
Why Passion Is Important (0:58)
The essence of sales, creativity, and personalization is what we do as human beings. We hear a lot about B2B and B2C sales, but never H2H or "human to human" sales.
Think about how you communicate with your friends, your family, somebody that you're trying to date for the first time or your wife of 20 years, your husband or friend. It's okay to be human. And that's what makes us different in sales.
If you're not passionate about what you're selling, you might need to find something else to sell because creativity is fueled by passion.
If you don't have that passion, you have to get it. Start by asking yourself, "why?" Why do you do this every day?
Turn that "why" into your passion and turn that passion into creativity in your sales outreach. You need to make sure that you are focused on that passion and creativity because you're going to come across as bland and authentic without it.
Focus on what you can do today to bring passion and creativity to your outreach.
Finding The Passion (4:19)
Sales is a math game. In that regard, you've got to make sure you're doing the right amount of inputs to get to the output. But sales is also an art.
The only way to get better at that art is to practice it every single day.
You have to understand your prospect. A lot of being creative and personal starts with understanding your prospect.
So you need to get into their shoes. You need to understand what their world looks like.
We have to understand that our prospects are getting hundreds, thousands, tens of thousands of emails—all the time.
Many of them are coming from sales reps, just like you, and the bland emails may not even end up in the inbox. And it starts with the subject line.
Personalizing Video Selling and Cold Calls (12:22)
If you're not selling with video in this day and age, you're falling behind. Prospects respond to video because it's personalized and creative.
You want a good background, good lighting, and a strong voice. You want it clear, concise, and to the point.
Use those videos to your advantage. You can even create generic versions of these videos and send them to prospects. They don't all have to be personalized, but you want to make as many of them as personalized as possible.
Everyone should have a script going into a cold call because it's critical to have a game plan.
And it's not just the words in the cold call script, but how you deliver them. So you are the punctuation of the script; just don't go too crazy with it.
The difference between standing out and not is getting that email getting opened.
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
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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
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Embrace the Sales Evangelist Role with Amelia Taylor
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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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