Winning Clients with Creativity
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Turns out the physical cold call is still alive and well!
Our focus as sales professionals needs to be on creating relationships and providing value to our customers and prospects.
Sometimes that requires ditching the sales pitch and getting creative.
Check out and awesome prospecting story illustrating that creativity below by Advisory Board member Blake Galvin !
Use the link below for a Sales Community FREE year membership:
?? Get access to exclusive events, content, and tips and tricks from the top CRO's
Tech Sales Insights LIVE
Join Randy on Wednesday, March 13th at 2PM EST for the next episode of Tech Sales Insights LIVE featuring Peter Bell , Amity Ventures :
This episode is sponsored by TitanX (formerly Phone Ready Leads?) , the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads? average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.
"Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."
?????????? → For those of you who have been following the show, we'd love it if you could leave us a review on Apple Podcasts! You can find it at the bottom of the Tech Sales Insights page in the Apple Podcast app.
Check out our previous episodes here: Tech Sales Insights LIVE
Advisory Board on the Move ??
We have a great group of leaders taking on some exciting new roles:
? Bill Hogan, CRO at CyberMaxx
? Carlo Giorgi, VP EMEA South at Oracle
? Chris Scanlan, CRO at HUMAN
? Daniel Campbell, President at Palo Alto Networks
? Henri Richard, President & GM at Rapidus Corporation
? Jackie Kelleher, Director of Revenue Operations at Blackpoint Cyber
? Keegan Riley, VP of Sales at Snowflake
? Larry Stack, CRO at Procore Technologies
? Mark Baxter, CRO at EchoStor Technologies
? Mark Ward, COO at Congruity360
? Matt Lanagan, VP Channel & Strategic Alliances at Docker, Inc
? Michael Madon, CRO at ABCorp
? Patrick Sheehan, CRO at Network to Code
Best of luck to this group!
From Our Sponsors
The Alexander Group
Complimentary Revenue Symposium
Interested in learning more about how high-performing revenue organizations handle their marketing and demand generation, revenue operations, customer success, and leadership and talent?
Alexander Group would like to invite you to join us on May 21, 2024 from 12-4 pm ET for our complimentary, virtual Revenue Symposium.
领英推荐
This mixed format of panels and breakout sessions will give you actionable insights stemmed from Alexander Group’s latest research impacting revenue growth.
May 21, 2024 | 12-4 pm ET | Virtual
Convertiv
Operations-Enabled Growth: A New Model for Revenue Transformation
B2B technology companies of all sizes have witnessed a stunning shift in their operating environment over the past few years. The promise of AI and related technologies has risen at the same time as higher interest rates and discerning market conditions have forced restraint, as well as renewed focus on fundamentals, automation, productivity, and of course, profitability.
Learn more here
Sandler
The Future of Sales Intelligence Enterprise Day
Join us for an exclusive Enterprise track at Sandler Summit 2024. This private afternoon will feature panels of industry leaders sharing forecasted trends and discussing best practices for revenue generation.
Hosted by Randy Siedl, Founder of the Sales Community, these sessions will equip you and your organization with the mindset and skills needed to sustain success in the modern market.
Afterwards, stay for a happy hour where you will get personal networking time with the speakers and other industry leading attendees.
To register, click here!
Humantic
Selling Is Evolving. Are You?
Humantic AI is a Buyer Intelligence platform for revenue teams.
Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.
Try a free-trial for your personality?profile & those you are?selling to today here!
Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Getting in Front of Your Prospect
By Blake Galvin
What the Idea Is: Sometimes you just have to make a commitment to be willing to do whatever it takes to get in front of a potential new client.
I’m not a big fan of “the process” or any true “sales methodologies,” etc. I just try to keep it simple and sell based on relationships. In other words, my number one goal and top priority as a sales guy, and more specifically as a successful sales guy, is to think outside the box when needed in order to get in front of decision makers and be “likeable.”
Why It Is Valuable: I tell you this story in the hopes that you will start thinking of more “out-of-the-box” solutions to getting past the gatekeeper and win the sale.
How It Works: Here’s my story: In 1994 I was working in the Chicago sales office for EMC, selling the Harmonix storage platform. One of my target accounts was a hedge fund headquartered in downtown Chicago, which was a large AS/400 shop. Erik F. was the head of IT there.
I tried numerous times to get in front of Erik to tell him how great EMC’s storage was, with little to no luck, until one day when his admin innocently mentioned that he was out of the office and was in Las Vegas.
The following week I showed up in his office, which I had done several times before with no luck, and I handed a sealed envelope with his name on it to his admin and asked that she hand deliver it to him; nothing more was said. In the envelope was a single playing card—the 10 of spades.
I proceeded to do that three more times, sporadically, over the next cou- ple of weeks, each time leaving a similar envelope and progressing through the deck with each delivery—the jack of spades, the queen of spades, and the king of spades. By my fourth appearance, the admin at the front desk was laughing and asking “What’s in the envelope?” I just smiled as I left the office and told her she’d know soon enough.
By the fifth time I showed up, two or three days later, I entered the office and asked the admin to finally call Erik and let him know I was waiting in the lobby. “And who shall I say is here?” she asked. I responded, “Tell him the ace is here!”
Well, Erik literally sprinted to the lobby to meet me; and on top of becoming an EMC Harmonix client, he has become one of my dearest friends in life!
True story.