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!
#80: Listen as Tyler Lindley, host of The Sales Lift Podcast, discusses social selling in 2022. He looks at the everlasting presence of LinkedIn, the boom of video content on TikTok, and how other media like podcasting and private social groups can up your selling game.
Don’t feel like listening? Read the Episode Cliff Notes instead below:
LinkedIn in 2022 (1:00)
LinkedIn is still the predominant B2B professional networking site. If you are a B2B seller in this day and age, you have to be active on LinkedIn.
Your profile is your opportunity to showcase your background skillset and tell a story. You want to make sure your profile is speaking to your target audience.
A lot of sales reps just repost. However, it’s best when sales leaders give their spin on that content and add a little bit of context about why that material resonated with them or create your organic content.
You have to have the confidence to write some of those and post them. It will take some time to get some traction, but it starts with just having the confidence to start.
Whoever’s looking you up on LinkedIn, make it easy for them to find you and organize your content with maybe a hashtag.
It would help if you tried to connect with your prospects to make it easier to message them on LinkedIn, obviously, and share things with them.
Importance of Video Content (6:22)
Get involved in discussions because many discussions are happening, and a lot of sales reps are sitting around lurking versus getting involved in those conversations.
Video is critical. TikTok is now one of the most popular websites globally, more popular than YouTube, which is crazy.
It’s easy to create video content on TikTok, and you can post it on TikTok or repurpose that content for other social platforms.
Repurposing content is straightforward. You can add in the text boxes, making it easy to use. So definitely don’t sleep on TikTok.
The more you click publish, the more videos you create, the better you’re going to get no matter which platform you’re using, whether you’re dropping in at any time.
Podcasting and Other Media (12:16)
Bucket podcasting podcasts are blowing up, they’re really popular, and they’re going to remain popular.
All B2B sellers could have success creating a podcast, talking to their prospects, bringing them on as, bringing on industry experts, and just starting more discourse around topics your prospects might find.
It’s hard for you to stand out and build relationships with folks because there’s just so much noise on LinkedIn and Twitter.
People who post on Twitter naturally tend to be a little bit more off the cuff. It’s a little bit more personal. A lot of people e their Twitter content for LinkedIn.
Get involved in that conversation if you find an active prospect on Twitter.
Private Social Groups (15:46)
These groups have a slack group attached to them or some discord or Facebook group element.
Private social groups are a place to learn as B2B sellers. We need always to be learning and honing the craft. There’s a conversation about the sales process, development, leadership, and sales management.
Private social groups are great for networking and meeting people, either in your space or people you can learn from and the sales.
You need to get involved and try to find opportunities. Many people post in those private social groups and not in a public forum or social media.
It’s a great way to meet people because everybody in those groups has something in common.
Tyler’s Bio:
Hey y’all, I’m Tyler.
I’m a dad, husband, sales leader, podcaster & sales coach.
I help scale up CEOs & revenue leaders grow their business with a reliable revenue engine.
I also coach new SDRs in tech & SaaS sales to succeed in their roles early on and lay the foundation for a career in sales.
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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