The Sales Prescription Podcast Series is a cutting edge education series around Complex Sales Process, Sales Development, Transactional Sales, Sales Leadership, and Marketing strategies. Both the art and science of selling are explored and discussed in this educational and entertaining series of podcasts.
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In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great?
In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures his relationships across all areas of the sales process, and what the best practices are for a great customer experience.
Enjoy!
In This Episode
00:56 - An overview of Chad's professional career
02:51 - How Chad builds and maintains relationships
05:26 - The number one rule for building great relationships in sales
06:59 - How Chad keeps score with customers
13:08 - How much of Chad's pipeline for a new organization comes from his existing relationships
15:50 - What Chad does to protect his relationship as he gets through the sales, implementation, and service
22:04 - The best practices for providing a great customer experience
Favorite Quotes
01:20 -"One of the things that I always advise people, as we talk to our salespeople and speak to different leaders, is that you can learn from everyone, and you should. As you're interacting with people, as you talk to executives, as you speak to managers, as you talk to peers, and as you talk to people who worked for you, there is always something you can learn from everyone." - Rusty Jensen
03:03 - "Growing up, I had a great father who taught me the value of relationships. And so did my mother. And that translated over into what I do because you learn to care about people." - Chad Rawlings
05:38 - "The number one fundamental to building great relationships when you're selling is to do it right the first time." - Rusty Jensen
07:50 - "About 20 years ago, when I started in sales, I started keeping track ironically of something that I thought was important to me. And that is when you're in it to change people's lives, I don't want to sell you today. I want to help change the life and perpetuate that relationship for as long as possible." - Chad Rawlings
11:08 - "Doing things the right way, not taking shortcuts, and ensuring that people are taken care of will return in multiple more dollar signs." - Ron Halbert
11:33 - "Some of the greatest relationships I've developed over the years have been through hard negotiations. You always run the risk when you do stuff right, losing deals because some of the things that you have to go through to do it right are hard for people to accept." - Tony Glick
14:06 - "If you focus on helping enough people get what they want, the rest takes care of itself." - Chad Rawlings
18:55 - "When you do things right as a salesperson, no matter what you're doing on implementation, it's important that you stay connected. You got to make sure those people know you care." - Chad Rawlings
22:43 - "Whatever tool you're using to implement and onboard somebody, ensure that the customer has full transparency and that you can manage the customer's engagement during the process." - Chad Rawlings
The discovery call is among the most crucial steps in any sales process. It is the call where the salesperson gathers information about the prospect's needs and pain points. It is also an opportunity for the sales rep to build rapport with the customer and establish trust. Since sales professionals are always looking for ways to boost their pipelines and fill them with quality prospects, how can they prepare to be effective during a discovery call?
In this episode, Ron Halbert and Rusty Jensen talk about the discovery call. They will discuss how to prepare for a discovery call, the three key components to a successful call, and how to close it.
Enjoy!
In This Episode
00:48 - What is a discovery call?
04:09 - Why discovery calls are important in the sales process
05:15 - How to prepare for a discovery call
11:20 - Why it is important to assist sales reps in building credibility with prospects
14:08 - The three key components to a successful discovery call
15:15 - Environmental questions
18:52 - Pain funnel
21:21 - Translating the issues to a business outcome
28:59 - How to close a discovery call
30:32 - Foreshadow the sales process
33:31 - The summary email
Favorite Quotes
03:15 - "There's a mentality in the sales world where in a discovery call, do I qualify out or do I qualify in? Do I try and turn this into something that I sell, or do I try and figure out whether or not I'm wasting my time by trying to sell to this person?" - Ron Halbert
04:09 - "Regardless of what you're doing as a salesperson, you should be able to be conducting these discovery calls and these first calls in a way where you are selling, you are finding value. You are helping a customer to see the light and what your solution can do for them." -
From Sales to Marketing with Zoe Hartsfield
Épisode 17
mardi 12 avril 2022 • Durée 39:07
Making a career change or advancement can be challenging at times. It isn't just about making a career decision, but it is about making a life decision. While there are a variety of career paths to choose from, doing something that matters, especially when it comes to your work, pays off in dividends.
In today’s episode, Ron and Rusty are joined by Zoe Hartsfield, Community
Manager at Spekit. They will talk about how Zoe applied the concept of 'enabling' to salespeople and sales developers, the tools she finds useful for her marketing team, and her coaching techniques for setting reps up for success.
Zoe is a community & enablement enthusiast. Her career began as a traditional sales representative. But rather than advancing her career as an account executive, she chose the career path she believes she will be good at. A true community architect, Zoe grew Spekit’s social media (LinkedIn & Instagram) presence by 50% in the first 90 days, generated the company’s first ever community influenced pipeline, and successfully executed series B social blitz and PR announcement during the first week on the job.
Enjoy!
In This Episode
00:48 -Backstory of Zoe and what inspired her to become a marketer
03:28 - How she applied the concept of 'enabling' to salespeople and sales developers
08:03 - A few of the tools Zoe finds useful for her marketing team
14:00 - Zoe's tips on using video to humanize the connection process
15:02 - How mental health apps can be very valuable for sales development reps
19:18 - Zoe's coaching techniques for setting reps up for success
28:03 - A winning combination for landing a meeting
32:15 - The most common mistake sales reps make when it comes to emails
The Keys to Building a Successful Business: Guest Jill Blankenship
Épisode 16
lundi 4 avril 2022 • Durée 34:53
There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible.
In today’s episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company.
Jill Blankenship embodies the entrepreneurial spirit by constantly honing her curiosity and sense of innovation into concrete business plans. She is an entrepreneur who develops solutions to provide excellent customer care for companies where customer retention matters. Jill’s success speaks for itself by the accolades she has received since founding Frontline in 2005 including her recognition in Forbes, who referred to her as a “serial entrepreneur.”
Frontline Group is the leading professional contact solutions center for remote support staffing, which showcases and supports your every need through Frontline Services, Frontline Call Center, and Ternio. Frontline Group understands the importance of the customer partnership and can deliver solutions to address the customer's needs to fit the mold and scope of any project.
Enjoy!
In This Episode
00:58 - How Rusty and Jill built their professional relationship
06:04 - What it takes to build a successful business
Partnering, Sales and Marketing: Guest Randy Littleson, Chief Marketing Officer of Conga
Épisode 15
lundi 28 mars 2022 • Durée 31:25
Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market?
In today’s episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market.
Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity.
Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth.
Enjoy!
In This Episode
02:06 - Randy's perspective on the most important thing in marketing
03:12 - How marketing organizations identify and target the right people
06:29 - Tips and tricks for finding good contact targets
09:28 - Different marketing models that marketing leaders employ
15:04 - How to create awareness to people who are or aren't in the market
Cold Calling and the Perfect Pitch
Épisode 14
lundi 21 mars 2022 • Durée 33:27
hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty’s thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches.
Steps to writing the perfect sales pitch:
Acknowledge the interruption.
Validate the prospect’s role.
Do a quick introduction about your company.
State your intention.
Go right into questions.
Enjoy!
In This Episode
01:46 - What makes a cold calling pitch different from a classic sales pitch
03:59 - Ron's first experience with sales and doing a pitch
07:39 - To script or not to script when selling
10:12 - Rusty's thought process for creating the perfect sales pitch
24:13 - How to get prospects to show up after setting up an appointment
27:33 - How salespeople can be very good at delivering sales pitches
Favorite Quotes
32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - and
Authenticity - The Secret to Successful Selling: Guest Jairus Oliver, Director of Sales Enablement at Replicant
Épisode 13
lundi 14 mars 2022 • Durée 43:51
Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.
In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process.
Jairus Oliver is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services.
Enjoy!
In This Episode
01:25 - How Jai developed a sense of reading people
03:50 -The Lightsaber scale: What it is and how it can be used to measure people
07:43 - How Jai defines the word authentic
11:38 - Why being authentic matters in sales
16:16 - How trust affects a salesperson's ability to sell or enter into a sales process
23:11 - Why diversity is beneficial for a sales team
24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication
What To Do With All That Money?
Épisode 12
lundi 7 mars 2022 • Durée 38:28
It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction.
Enjoy!
In This Episode
01:36 - What makes Rusty different from other leaders when it comes to financial leadership
04:29 - How Rusty developed a deep understanding of finance
11:13 - How Rusty influenced Ron's financial journey
12:05 - The key to breaking the spending addiction
18:46 - Rusty's advice on managing finances effectively
22:17 - Ron's story about Rusty and his Corolla
26:33 - Rusty's wealth-building strategy
34:37 - Why paying off debts plays a crucial role in building wealth
How To Stay Motivated In Challenging Times
Épisode 11
lundi 28 février 2022 • Durée 37:43
It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward.
But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power.
Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to.
In today’s episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential.
Enjoy!
In This Episode
3:33 - The many ups and downs of Craig's professional career
07:06 - What drove Craig to bring himself back to a peak point
09:00 - What you believe is what you will achieve
11:44 - An event that shook Craig's world but never let him down
16:50 - How to become a leader who pushes people to reach their full potential
Outbound Calling Is Dead - What's The Best Way To Reach Customers Now?
Épisode 10
lundi 21 février 2022 • Durée 35:53
Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting?
In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is dead and discuss what premier outbound is as well as how prioritization should be done when prospecting.
Derek is a phenomenal sales development leader. Prior to joining LogMeIn, he has worked at great companies like RingCentral and run sales development organizations at Talkdesk and Weave. So, a lot of software companies that have been very successful are due in part to the work Derek has done.
Enjoy!
In This Episode
02:36 - Derek's perspective on the movement, Outbound is dead
05:34 - "The first thing that you need to understand about any prospect or customer that you're talking to is you need to be able to understand what it is that they do as a company, what department your prospect is in, and what their typical role might be like." - Rusty Jensen
11:20 - "If you're an enterprise sales rep and you're talking about a potentially huge account or very important relationship, get prepared and get ready so that you can align yourself and your psychology in the way you communicate with them." - Rusty Jensen
13:07 - "When you think about sales as 90% building trust, it doesn't matter how smart you are and what you know, if they don't trust you, you're done." - Ron Halbert
23:24 - "You mentioned how they might defend the way they're doing things. There's a reason, and it's not easy to change. And they have to decide, are we going to go through? Is this worth trying to go through and replace all of this architecture, all these systems, these processes, and change, they can decide. And I'll tell you what, they're not going to make that decision just based on how personal individual feels about it." - Rusty Jensen
30:32 - "One of the most important parts of closing any call is to ask questions about the next steps, and the way you do that is you foreshadow the sales process." - Rusty Jensen
33:23 - Her word of advice for SDRs who want to grow in their careers
Favorite Quotes
03:01 - "Conversations with strangers, that's like a good life skill to have. I think about how sales development set me up to run my side business. I would not be able to do that if I didn't know how to take an inbound lead and convert it." - Zoe Hartsfield
07:21 - "I have a mentor who once told me, "Don't let life happen to you, take control of it". And that was really, really helpful advice at a time when I was just feeling really lost and letting whatever occur. You have the power to go where you wanna go and do what you wanna do, you just have to be willing to raise your hand and ask and step up and take those things." - Zoe Hartsfield
17:42 - "You're gonna have bad calls. People are gonna hang up on you, people are gonna call you names. Sometimes people are gonna be really rude in their email responses to you and it is hard to go into the next dial when you're in that headspace. So having access to an app that can let you just take a deep breath for a minute to reset, is gonna make that next call good because you're one more dial closer to a yes after you get a no." - Zoe Hartsfield
31:05 - "People spend way too much time crafting the perfect email and, in my opinion, waste time personalizing when they really should be focusing on relevance." - Zoe Hartsfield
32:15 - "I think there is an element of scalability that people aren't thinking through because they're so worried about hyper-personalization. At the end of the day, you could send me an email that you sent to 150 other people. But if it is solving a problem that I have right now, I am booking a meeting with you today." - Zoe Hartsfield
37:08 - "If you are a leader, it is your job to make sure that your people are taken care of. You should be looking for what lights people up, what makes them excited about their lives, about work, and help them get into a career where they can find that. I promise you'll not find more satisfaction in your leadership career than when you help someone achieve their goals." - Ron Halbert
08:26 - How Jill started her entrepreneurial journey
10:38 - The importance of a business plan
15:55 - How Jill has become successful in a male-dominated industry
17:36 - Does being a woman present challenges in the technology field?
25:56 - What led Jill to trust others with running her company
30:19 - How mentoring, coaching, and empowering employees are critical to delegating tasks
31:40 - What Ron has to say about Jill
Favorite Quotes
04:16 - "One of the most exciting things that I get to do in business is the collaboration, to work with leaders and really share, combine, and to work together to execute what we want to accomplish in the end." - Jill Blankenship
06:24 - "It's critical to put together a business plan, and the business plan is a working document. When you come up with a concept of a business, it's exciting, you're seeing the big picture, you're seeing the highlights, and you're seeing the end result. But you don't always see the little steps that are going to get you there. So by writing the business plan, that really becomes your playbook." - Jill Blankenship
17:36 - "Being a woman in technology, does that change the game a little bit? I'm a firm believer that as long as you know the rules and how to play the game, gender doesn't matter. The problem is a lot of people don't take the time to learn the rules of how to play the game." - Ron Halbert and Jill Blankenship
28:58 - "It's been nice to bring in leaders, empower the leaders, pay that forward, give them something they love doing, which is being a president of one of the companies, that achieves their goals. And they're now happy and proud. I'm proud, it's a win-win situation." - Jill Blankenship
30:22 - "You don't just throw it over the fence and hope someone grabs it and runs with it. And that's where that mentoring, that coaching, and that empowerment really comes into play. It is preparing that person for success. You don't want to set somebody up for failure or frustration or even disappointment. You want to set them up to be the best that they can be." - Jill Blankenship
21:04 - How Randy spent his 6 years as a c-level marketing executive at inContact
23:09 - What it takes to win the digital market
27:38 - What does it take to be a marketing executive?
Favorite Quotes
09:16 - "So you wanna be generating awareness broadly in the market. you wanna be really focusing on where you're generating demand, as we've talked about, and intent is the best way to actually target where you're going to be putting your energies today." - Randy Littleson
02:22 - "If you think about marketing today, it is a blend of art and science. It always has been, especially today. You do need a good message. You do need good creative. But at the end of the day, I think targeting is the most important." - Randy Littleson
05:51- "You can have the best sequence, the best cadence with the best messaging. But if you're sending it to the wrong people, it's a waste of time at the end of the day. " - Ron Halbert
07:14 - "More is not always better. Having a smaller, more targeted list sometimes can be way more efficient." - Randy Littleson
19:41 - "There's a lot of groundwork that's going on ahead of time that lays the foundation and sets it up for you to be successful." - Rusty Jensen
08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert
15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen
29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert
31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert
35:14 - Jai's perspective on using curse words in the workplace
Favorite Quotes
22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver
07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver
12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver
13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert
34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert
42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert
19:48 - "You cannot out earn a lack of discipline, you cannot. You cannot make enough money to be able to go through and survive this force of taking your money away, you can't. You have to change your behavior. You have to develop discipline if you want to build wealth." - Rusty Jensen
04:01 - "There are too many people who live in a situation where people can't make the choices they wanna make. They can't do the things they want to do because they feel trapped doing a job. They live in this quiet desperation where they have to perform, they have to do this job, they have to do this thing and they can't do what they really want to do. They can't let their passion come out because they're trapped." - Rusty Jensen
12:14 - "This is a powerful principle; we are not spreadsheets. You and me, we are not robots. We are not cold calculators." - Rusty Jensen
12:52 - "If you want to build a great career, it takes time, investment, work, education, discipline, and things that you learn that actually lead to that outcome. It doesn't just happen." - Rusty Jensen
15:53 - "You have this need to be able to spend. You cannot underestimate that force. How do you break that? You have to go through a process, a disciplined process of controlling your money, changing your behavior, and cultivating your psychology to actually be able to influence true control over your money. You have to have accomplishments to build up that strength because you're a human, not a spreadsheet." - Rusty Jensen
27:15 - "When it comes to building wealth, it really is about being able to free up your income, pay off debt, and save." - Rusty Jensen
37:16 - "Use your income as a salesperson that builds your wealth, use it to become great. Use it in the future to be able to do what you really want to do for your family." - Rusty Jensen
25:18 - The power of inner strength to make impossible things possible
27:49 - Success stories about people who were able to tap into their inner selves
31:16 - Craig's advice on how salespeople can tap into the reservoir of motivation and pull themselves up
Favorite Quotes
32:29 - "Always figure out what your motivation is and then just don't give up. Don't let things that come in your way, be in the way. I firmly believe that we can do whatever we want to do. You just have to do it. Just find out that grit, that inner thing that you have, that's gonna separate you from everybody else." - Ron Halbert
06:32 - "Sales career in life is just like a river. Sometimes you're going through rapids and you got to hang on, you gotta face the storm and just do what it takes to make it through. Other times you're floating along, getting a suntan. It just all boils down to what your motivation in life is." - Craig Terry
06:55 - "Life is just a series of ups and downs. And you have to hope that you have more ups than downs. But when you are down, you need to climb your way out. You need to get your way back up." - Ron Halbert
07:47 - "You have to believe that you can do better. You have to believe that you can be in a better spot than you're in right now. And it's that internal belief that I can do better than this. I just have to find a way to do it." - Craig Terry
08:21 - "People don't realize what human potential is. We have the potential to do unbelievable things. But the people that actually show that potential are the people that believe that they can." - Ron Halbert
11:04 - "To get people to become motivated, sometimes they have to dig deep. They kind of have to have grit and they have to dig deep into a reservoir to kind of pull up who they really are. And sometimes it takes traumatic events for that to come out." - Rusty Jensen
18:02 - "There are core things within people that drive them and motivate them. You just have to be able to understand how to lead somebody from within themselves. You can't lead them from outside. You have to lead them from within." - Craig Terry
26:51 - "Human beings can do anything they want to do if they just tap into that inner strength." - Craig Terry
04:04 - What dead means when it comes to prospecting
08:07 - What premier outbound is and how it differs from what is dead
12:47 - Why multi-threaded prospecting is essential
15:10 - How account-based marketing and account-based prospecting can be successful
16:54 - What small companies can do to make a big impression
20:36 - How prioritization should be done when cold calling
26:44 - Maximizing success through a balance between micro marketing and prospecting
29:14 - How salespeople get sucked into the trap of too many leads
Favorite Quotes
32:47 - "Making a thousand phone calls a day to random lists that convert at super low percentages, that's dead and it should be. The idea is, outbound is alive and well when it is targeted." - Ron Halbert
14:46 - "As salespeople, we want to get on the phone. That's the value that we actually provide. It's our ability to talk to people, connect with them, help them feel comfortable, and help them feel that we're competent to help build trust." - Rusty Jensen
18:32 - "Smaller companies that are aggressive when they do a really good account-based prospecting program, it allows them to really show presence in those accounts and it makes them feel like they're really well established." - Rusty Jensen
32:16 - "Phone calls have to be made. You will not be successful as a prospector over long periods of time without phone calls. You can do the spray and pray mentality but that's not scalable. What's scalable is targeting." - Ron Halbert
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