Outbound Sales Lift – Détails, épisodes et analyse

#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

• Baseline sequences for outreach
• Moving from personas and ICPs to personality types

04:49: Tailoring your outreach based on how your prospect prefers to receive information

• Subject lines, bullet points, and message content
• The importance of the right CTA

13:15: How is it possible to figure out a prospect’s personality type?

• Using social media profiles to your advantage
• Blending different personality types using specific surveys
• How much data is needed to understand a person’s personality type

#99: Do you know who you’re selling to? Sure, you have a name on a list, but who are they really? What keeps them up at night? What opening line will make them stay on the phone a beat longer to help you close a deal?

On the latest episode of Outbound Sales Lift, Kellen Casebeer shares the ins and outs of building and using an Ideal Customer Profile to help you sell. He explains how deep to go when developing a customer profile, who should be creating an ICP (hint: it’s probably you, at least in part), and how to use your profile to have a memorable conversation with a prospect.

Tyler and Kellen also dive in to attention-grabbing cold call introductions and how to use the concept of dilemmas to engage prospects.

If you want more than just a name on a list for your prospecting, this episode will help you understand the true value of developing an Ideal Customer Profile.

EPISODE HIGHLIGHTS

00:47: Kellen explains what an Ideal Customer Profile is, how to develop one, and who should be responsible for developing an ICP

05:24: How SDRs can go deeper in building their understanding of an ICP

07:11: Why being direct, and starting with known objections, can improve your cold calls

13:01: Defining dilemmas and using pattern interruption to better connect with prospects

17:26: The importance of not just understanding prospects’ pain points, but why they have yet to be resolved

ABOUT KELLEN CASEBEER

Kellen is a Sales Advisor for SDA & Founder of a paid sales community called The Speakeasy. He also sells a guide for breaking into remote sales without any selling experience.

Visit https://thesaleslift.com/ for full show notes.

Visit https://thesaleslift.com/ for show notes and more!

Visit https://thesaleslift.com/6-better-researching-means-better-selling-w-joe-benjamin/ for show notes & more!