Clips & Quotes Archives - Page 3 of 43

Clip: Sales Managers – Focus on each individual sellers’ strengths

May 22, 2018 By Scott Ingram

Clip from Episode 43: Office Equipment Solution Sales Specialist – Nicole Miceli:

She was really good at finding the individual strengths and she managed each person in accordance to that. So she didn’t try to manage her whole group of sales people the same which I thought is probably why we were so successful as a team because not everybody’s the same and everybody has their different styles especially in sales and that would be my biggest thing for managers is to find out what your your team’s strengths are and help that individual really pull those strengths out and focus on what makes them unique and what drives them.

Clip: Making the most of networking groups as a sales professional

May 22, 2018 By Scott Ingram

Clip from Episode 43: Office Equipment Solution Sales Specialist – Nicole Miceli:

I sat down with both groups individually. All the top people that run the group to say you know how can I be more involved. How can you know how can DPOE be on your weekly newsletter, or what do I have to do to get my name in front of everybody and they’re willing to help you do that. I think if you join a group and they’re not willing to how we get your name out there move on and find a group that will because they’re out there. And I think that’s important to surround yourself with these groups that also want you to be successful. And most importantly want to connect their members to other members. You’re joining a group where the members don’t care if you’re a member or not. To me that wouldn’t be a beneficial group. I’m looking for people who are part of these groups because they want to connect with other like minded people in Chicago who want to be part of these groups and want to get out there and do business with people who do business with you and want to make sure that if I give you a referral or whatever that I’m also going to get referral return that there’s no one way streets here. It’s everybody just wanting everybody to be successful.

Clip: Finding good networking groups for sales professionals

May 22, 2018 By Scott Ingram

Clip from Episode 43: Office Equipment Solution Sales Specialist – Nicole Miceli:

First of all if you’re just starting out you have to go to every single networking event that you can find. And I say that because you need to find out what the group is about. Who the group draws if it’s going to be beneficial for you and if it’s not, leave it, like if the people that are there aren’t going to help you get ahead in your career if they’re not the type of people you’re looking to connect with. Don’t go back and focus your efforts on finding those groups that will. It’s not going to happen overnight. But you just have to put in the work . You have to hustle. You have to hustle and you have to be out there finding these groups that work for you and to make sure that they’re going to give you the kind of support that you need in order to put your name behind these groups in the first place. I think that’s huge if you can find those groups that work for you. Stick with them. But you know you’ve got to make sure that you put in the time and you put in the effort and the research to make sure that the ones that you’re picking are the ones that you need to be a part of.

Clip: Top prospecting methods – phone followed by networking

May 22, 2018 By Scott Ingram

Clip from Episode 43: Office Equipment Solution Sales Specialist – Nicole Miceli:

I’m not sure exactly how much of it comes from networking. I would say that’s probably my second highest way that business comes in is through networking. Phone calls first then networking. Just want to make sure that people know phone calls are still important.

Clip: Getting past sales rejection

May 22, 2018 By Scott Ingram

Clip from Episode 43: Office Equipment Solution Sales Specialist – Nicole Miceli:

Well you just have to remember that it’s nothing personal. They’re not saying no to you because they hate you especially on the phone. You know you maybe you just caught them at a bad time. And you know they’re too busy or let’s say you’re getting a no because it’s an instant reflex for people. It’s kind of like you know when you go into a store and a sales person comes up to you and ask s if you need help if you’re looking for anything specific most people’s instant reaction even to this person is no. No, I’m just looking. So they could just be that is that that’s just their instant reflex. So you just have to gauge OK, is this an instant reflex. Why am I getting this No? I think once you can figure that out it helps you get past them a little bit easier. Not always because you know a no is still a no, but that doesn’t mean no forever. That could just be no for right now.

Clip: Sam’s sales tech stack (ZoomInfo, Zoom Video, DiscoverOrg, LinkedIn Sales Navigator, Data Fox, Chorus)

May 8, 2018 By Scott Ingram

Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

I am a big advocate of ZoomInfo. Direct dials are crucial for us. We use Zoom Video as well for all of our conferences. DiscoverOrg to help navigate like company trees and really see who reports who for bigger companies as we make a big push to go upstream in the market. LinkedIn Sales Navigator to help you really figure out the people you need to talk to in the account based on their titles and really helps you sort quickly. I recently used. I’m going to the RSA Conference and we recently used Data Fox to help us pull the attendees, pull relvant people we need to speak to. We use Chorus internally as well to do call reviews. Pick up tidbits during our conversation with Account Executives. I think that’s about it for myself. I know we have a bunch of tech withing Outreach that we most likely use and may not be totally relevant to me. Those are definitely the ones I use most in my day to day.

Clip: Being extremely personalized and leveraging sales automation in the right way

May 8, 2018 By Scott Ingram

Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

I think a big thing for me is being extremely personalized. So I actually work for Outreach, I worked for KiteDesk, both were sales engagement tools which allow you to work more efficient effectively through automation and automation can be a very dirty word in the space used the wrong way. So I think leveraging automation the right way is really crucial. And for me leveraging automation in the right way means spend i ng significant time on a personalized email whether that’s through research via company page via job postings. Industry competitors relevant references and then using our automation to continually bump those emails so that a sales leader, marketing leader an operations leader anyone of our primary targets can see that email multiple times because people are busy it takes a lot of time to get a response. So it is time trucial the more times they can see something you put a lot of work into the more chance you have of getting a response.

Clip: “most of my emails don’t get responses, but they lead to meetings via the phone”

May 8, 2018 By Scott Ingram

Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

I’m very sequenced, which is a sequence is our email automation. So it is putting someone into a structured set of touch points that are designed to help get a response. So I will sequence very heavily on Sunday and Wednesday . This is assuming my whole my whole week goes as planned. Doesn’t always do that. So I don’t make it seem like it always does but Sunday and Wednesday night I will sequence very heavy. And then Monday, Tuesday, Thursday, Friday I’ll have tons of relevant engagement responses and conversations to be had. So I’ll hit the phones harder on those days. Like most of my e-mails don’t get responses but they lead to meetings via the phone. So in that e-mail is more to warm up the conversation and then I really use that e-mail as a script when I’m calling someone. Because if I spend 10 15 minutes on an e-mail. I have tons of relevant content for them right away. And you’re really hitting home at the same point in a different way on the phone. And it really just helps secure that actual appointment.

Clip: Sam’s style is very very targeted and relies on a higher conversion rate

May 8, 2018 By Scott Ingram

Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

You mentioned it’s a different style. How would you describe your style then. Very very targeted in the sense that most of the calls I get on with people. Probably about two thirds. I know their face I know where they work. I know some context about them. If you just mention their name. I can give you a little bit rundown about them and how I’ve directed positioned Oureach to them. But people who are at higher volume they’ll convert a little bit lower in terms their conversations term their cold e-mails but the volume counteracts the lower conversion rate due to that.

Clip: Finding great prospects using LinkedIn, DiscoverOrg and ZoomInfo

May 8, 2018 By Scott Ingram

Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

For me it’s all LinkedIn. It’s definitely more of manual process. For me we have some great data tools. We use DiscoverOrg and ZoomInfo both of which are excellent. So I am big on LinkedIn prospecting because that’s the most relevant data you’re going to find. So I think they update their data about every two months or forty five six sixty nine days whatever that may be. So on LinkedIn it’ll give you really relevant people and making sure they are still in that role as I said before people change roles all the time. So making sure there’s still the company still in relevant title that would make sense for us prospect. People who do the more volume approach. Whole lot of people in through DiscoverOrg or ZoomInfo without really referencing LinkedIn. So it’s a much quicker process but it could be some wasted effort as well on their end. But it does lead to more changes due to the volume.