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.
#88: Listen as Natalie Furness, CEO of RevOps Automated, discusses revops and aligning marketing and sales. She covers why alignment matters, how to better balance systems, and the key goals for sales teams.
Click here for the full episode transcript, show notes, and more!
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Importance of Alignment (1:00)
Alignment promotes a better customer experience. You’ll process people and data more efficiently, more people will love your product, and you’re just going to generate more business.
Put prospects at the top of the marketing funnel, and they drop into the sales funnel, then revenue, and then success like a one-way system.
Whereas if you think about a flywheel, this is like a cycle. The client or a prospect can join that flywheel at any point.
The customer experience is never-ending because they stay in a flywheel. The growth flywheel is all about retention, referral, and increasing every customer’s lifetime value.
Make sure you have enough leads in the funnel or flywheel to manage losing customers to the churn.
It’s hard to know why a customer leaves. The largest point of churn tends to be activation and the onboarding process.
We need to stop taking our attention away from the point in which we generate the first point of revenue and switch our thinking to lifetime value. At the end of the day, revenue operations are all about this ratio of cost per customer acquisition to the lifetime value.
Balancing Systems (7:33)
The handoff between any department of systems is the key. This includes multiple areas of your revenue and operations funnel and between sales and customer success.
It’s also important that you’re not only just looping these people into your customer success, but you’re getting a product in bulk part of customer success.
Demand vs. under sales aren’t something all companies are doing. It’s a new way of thinking.
Start automating the calls, so reps can start dialing straight out from HubSpot and then record or transcribe that information.
Make sure the sales teams actually receive compensation for their generated leads.
Key Goal for Sales Teams (15:04)
Custom integrations are as simple as going onto the HubSpot marketplace, searching sales tools, and then looking through the list of all the native integrations that are available.
If people are familiar with no-code tools, such as Integra mat or Zapier, these tools can integrate no-code or low-code, then there are bespoke integrations.
There are three ways either off-the-shelf low-code, no-code, or bespoke.
The fewer tools, the better where possible because, the more tools you have, the more things that can go wrong.
Natalie’s Bio:
Natalie is an award-winning entrepreneur and CEO of RevOps Automated the HubSpot partner consultancy providing Revenue Operations as a Service. This self-confessed data geek helps B2B SaaS businesses get every ounce of value from HubSpot. It’s her mission to help businesses bring all of their data into one place, and unlock insights to help marketing, sales and success make better business decisions.
In her spare time, you can find her surfing on the UK south coast or fighting in the boxing ring.
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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