S3 E3: Tech-Powered Selling: The Only Way To Propel Your Conversions Ft. Tony Hughes

• How to mentally prepare for the best outcome before picking up the receiver 
• How to build a cold outreach framework that is specific and works
• The critical components behind increasing morale and retention
• The fine line between being inventive and deceptive in sales
• Social selling and how it influences the buying decision 

Follow Ricky Pearl on LinkedIn: https://www.linkedin.com/in/rickypearl/

• Sales Enablement Vs. Buyer Enablement 
• How to get your prospects to champion you to their team or leaders
• How to work with 'them' to craft a sales journey
• How effective do you think videos are in asynchronous selling
• How effective is buyer enablement in shortening the sales cycle
• What are some metrics that sales managers need to track for their team

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Key highlights of the episode: 

• The cold call checklist for salespeople before they dial in
• Bryan's framework for a cold call 
• Examples for cold call openers that work almost every single time 
• Video as the channel to connect with your audience - Why it works? 
• Strategies to ride the recession slump and keep a steady stream of revenue flowing
• Metrics that sales reps need to start measuring to close more deals more efficiently

The highlight of the episode:

• Video as a channel to connect with audience - Why you should try it
• How to be selective about video topics
• How videos can skyrocket engagement and response rates  
• Tips for SDRs to make better prospecting videos 
• Personalizing videos - how long it takes for each video
• Tom Slocum's personal cold-calling template 

Follow Tom on LinkedIn for more: https://www.linkedin.com/in/tomslocum/
 

• An inbound lead’s path from MQL to SQL
• Leaking leads through the slipping cracks of the sales pipeline
• And how to seal those cracks 
• A personalized experience for leads 
• Post-meeting activities that you can count on
• Upselling - How to go easy with it 

Ashley is 2-time Salesforce's Top Sales Influencer and helps revenue teams exceed their goals with Chili Piper. 
 

Follow Ashley on LinkedIn: https://www.linkedin.com/in/ashleyzagst/

• Lead inflow in the face of a downturn - How can SDRs manage it
• Making the most of your relationship capital
• Absence of a robust pipeline - How to convert the ones you already have
• Scripting the outbound calls your way
• How to add value to your email that makes your prospects engage with you
• Show me you know me - Reasons to tap on it more than you currently do

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• Facing the challenge bigger than a customer resistance to change the status quo
• Growing cold in the last stage of the pipeline - How to address it
• Overcoming indecision - How to equip your prospect 
• Build confidence right from the start
• ‘But I feel your competitor is better!’ — Best way to overcome this objection
• Hyper-personalization and trust - The correlation
• Recession and Indecision - What would be the impact 

Matt is a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain and grow their customers. 

Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500.

Get his latest book: https://amzn.to/3T6f0uK

The key takeaways are...

• Overcome the fear of self-doubt during cold outreach
• How to bring your feet back up after losing a deal
• Create your own ‘trust framework’ in sales 
• Looking at the key factors that make sales trustworthy
• The buying decisions in SMBs Vs. Enterprises 
• Longer buying cycles - The advantages 
• Weathering with the recession - How salespeople can deal with it

Grab a copy of Cory's sales works: 
Book 1: Triangle Selling: Sales Fundamentals to Fuel Growth - https://amzn.to/3yIMBnp
Book 2: The Sales Enablement Playbook - https://amzn.to/3fMpf9M

Episode Notes

The key takeaways for you: 

• Blending humans, technology and sales - The only way to propel conversions
• TQ- Technical Quotient - Why you should add to your IQ and EQ
• Ways to be relevant while reaching out to buyers
• How to tame the wild-bots and ways to use email sequencers with a grain of salt
• Why should humans take charge of personalization instead of software
• How to use technology to “open” in the right way for research and build ICP  
• Middle stage- driving consensus, navigating consensus
• Virtual Sales Assistant - The future of sales tech

Grab your earphones or AirPods now to listen to the episode. And, follow us for more insightful sales podcasts right from the renowned sales thought-leaders. 

Grab a copy of Tech-Powered Selling by Tony Hughes: https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X 
Follow Tony's Podcast: https://www.tonyhughes.com.au/podcasts

The key takeaways for you: 

• Importance of fixing your positioning and messaging before selling.
• How not to spam your prospects and customers with emails.
• How to rally sales, marketing, customer success - around the customer all teams as a CEO.
• Ways to make the sales process easier for customers.
• How Alice Heiman uses video in prospecting, customer engagement.
• Why customer retention is more important than getting new customers in the downturn?
• How a company should downsize its team as a means of cost-cutting during a downturn.

Learn more about Alice here:

https://aliceheiman.com/blog/

https://aliceheiman.com/podcast

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