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.
Click here for full episode show notes, transcript, and more!
#84: Listen as Felix Krueger, the CEO at Fast Forward Revenue Performance, discusses random acts of sales enablement and how you can better streamline the sales process.
Don’t feel like listening? Read the Episode Cliff Notes instead below:
What is Random Enablement? (0:22)
Unfortunately, random acts of an ailment are still something that you see more often than strategic sales enablement.
If sales leadership is not thinking strategically and is just running around, trying to fix the most urgent problem right then, you end up with misaligned enablements that are random.
These are so reactive that they even have that much of an impact? There’s a lack of understanding of sales as a structured process.
As soon as you create understanding, you suddenly create that alignment needed to create ongoing support. To have that alignment and buy-in on a leadership level is required for sales to be genuinely enabled and set up for success.
3 Stages of Sales Enablement (5:03)
There are three stages of the evolution of sales enablement within an organization.
If you spend too much time on sales enablement initiatives, and especially if cash flow is an issue, that might cause problems for the organizations
Formalize the coaching approach across an organization and create the structures necessary to implement a coaching program effectively.
Often we want to try to keep any client forever. Still, we also support the client in managing that transition from the lowest maturity stage to ultimately hiring a senior sales resource. As a result, they can drive that strategy effectively and maintain that alignment across the company.
Streamlining the Process (10:05)
Often organizations fall into the trap of analysis paralysis because they spend so much time analyzing all the moving parts, mainly because there are so many.
Unless you’re dealing with major corporations that are very established and interact with markets that are changing very frequently, you don’t want to spend too long analyzing.
Felix has a streamlined process for the study of development that takes about four weeks. So it’s a very full-on and involved program on that front.
Companies often miss out on hiring full-time senior sales and admin resources because sales enablement is a new discipline.
There are probably many definitions of sales and amens out there as people use the term. But what it certainly means is strategically aligning all the necessary components for sales to succeed.
We typically look at buyer acumen or essentially understanding what matters to the buyer and the problem you solve.
The buyer journey has to be core to anything done around sales enablement.
Felix’s Bio:
Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies.
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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