Clip from Episode 31: SalesLoft’s Top AE – Kevin Walkup – Leverage Your Network:
We have to be mindful about I make a point of asking when I’m spending time with the marketing executives and the c-level folks in my network. I always ask them particularly in the marketing space which I think is probably the most it feels to me like one of the most saturated places in the world because there are literally thousands of tools out there so if you’re a V.P. of marketing or you’re a CMO like you’re screwed. I don’t know how they operate with the amount of salespeople reaching out to them and I asked them I like. So what do you actually respond to like how do you deal with this and was talking with with one of those individuals just recently and I’ve seen this sort of validated in some other things here recently is like yes you know what. The first message. Like as soon as I can tell that this is generic not personalized I got loaded into some type of a spam cannon. He says I just take a second and I create a rule that’s going to make sure that I never see messages from that individual or that company ever again. You’re spot on. And so that this rep is actually doing a disservice by sending those fully automated e-mails. They’re going backwards. They’re burning bridges because they’re not being authentic in the way that they’re engaging and that’s to your point. Those marketing folks, I’m glad I’m not in market because they just get bombarded all day every day and you’ve really got to do something to make it through that so you’re not getting tagged as hey never ever reply to somebody from this organization because they’re just trying to fully automate the sales process and going back to the evils of some of these tools that these tools aren’t built for reps to just dump in a thousand people put their feet up and you know casually check for replies every couple of hours. You know it’s meant for automating the menial tasks of what I struggle with. Logging those things in your CRM or making sure you’re being persistent in following up but still doing it in a authentic way customizing that message and not just fully automating the entire sales process because that’s just only going to do a disservice.
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