dan “the warrior” bigelow

It’s triple trouble as Ryan, Dan, and Jake, take the stage and evaluate the importance of sifting people through post-call surveys.

After a series of live calls, Ryan starts the discussion by asking what percent of the booked people really completed the surveys, and Dan dishes out the numbers. What follows is an exchange of Ryan and the Sandler boys on why sifting is very important to set your expectations and to ensure you are not wasting your time.

Episode Highlights:

• % Completion of surveys
• Sifting people through surveys
• Nothing happens until you pick up the phone

Quotes to look out for:

Ryan - Why we need to sift some people out:

“There are people out there that just like an inbound are just gonna waste your time. So once you've said, okay, there may be a level of interest, but like adding that level of qualification, you're gonna get some fall off, of course, and friction, but those are probably people that you don't really want to talk to anyway is the idea the intention of the survey.”

Dan - All you have to do is pick the phone to make it happen:

“There are lots of opinions, but nothing happens until you pick up the phone, you get real data. And that's something you're really good at Ryan you'll look at the numbers next, something's broken here.”

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s another Friday edition of Outbound Sales No Fluff and Ryan is back with the boys from Sandler Training.

It’s another round of live calls and Dan got the magic call which they discussed how it went. James and Dan gave their fair share of comments and notable parts of the call, followed by Ryan relating it to the Math of Sales.

Episode Highlights:

• Dan's magic call
• Always remember the true purpose
• Emphasize the pain when it's presented
• A little touch of Math of Sales with Ryan
• Find conversations that matter

Quotes to look out for:

James reminding us to stick to the purpose:

“Whenever you're cold calling, whenever you're prospecting, our real intent is to set an appointment, you don't have to convince him on the sales or services.”

Dan evaluated the presentation of pain in the call:

“Another thing that was weak about that call is I didn't get enough pain, but I also, the beat of the call, could just tell her as a little bit of a risk. I could tell there's enough there that he would book but it was still weaker. If I would have got more pain, it would have been a more guaranteed shot.”

Ryan on focusing on the next best conversation:

“The goal as a seller is if I'm not in a scheduled sales interaction. I'm in my next best sales conversation. So if we just focus on the next best conversation and not the other stuff, the math will shake out.”

Learn through the conversation:

“We have to get there by learning through conversation. Most often the timing’s off. You can't spend too much time in conversations that don't matter.”

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Are you having trouble with your conversion rate? Do you think there’s something you could’ve done more? Do you think you made enough calls to convert out of?

These are the questions that Ryan will be answering in this latest episode of Outbound Sales No Fluff. Ryan will be giving us a big dose of math for sales, where he explains why conversions start AT the conversATion.

Episode Highlights:

• Did the influx of technology help?
• The tools that were supposed to help you
• How much does the most optimal individual do?
• The metrics you need to know
• Some math of sales for you

Quotes:

Ryan wants to talk about the marketing funnel:

“I'm not exactly sure why a lot of organizations struggle with this, but I did want to talk about a funnel that we are all pretty aware of, and that is the marketing funnel.”

Ryan explains the most optimal performance an individual can do:

“The most optimal an individual can be in any one hour of really focused work using the phone, for example, and this awareness or consideration stage is 8 to 12, 3-5-minute conversations.”

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

The Sandler boys, Dan, Jake, and James are back for another round of live cold calls.

While Ryan is away, the Sandler trio gets into action and tries to book meetings with James’ challenge of finding customer pain points. After a bunch of answering machines and a hang-up, Jake finally got his time to shine by nailing a schedule.

Episode Highlights:

• A bunch of answering machines
• A gatekeeper hangs up
• Jake nailing a schedule

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Ryan is out traveling, so it’s up to the boys, Dan, Jake, and James from Sandler Training to do the live cold calls and talk about their outcomes and what sales theories apply to what transpired to their calls. Tune in and learn more here in the latest episode of Outbound Sales No Fluff.

Episode Highlights:

• Sandler boys doing live calls
• Jake calls the wrong department
• James on prospect vs. suspect

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!