Revenue Champions
Revenue Champions

Episode 73 · 2 weeks ago

73: 6 simple ways to win in Q4 (with Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach and David Bentham, Director of Sales Development at Cognism)

ABOUT THIS EPISODE

This week, Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach is joined by David Bentham, Director of Sales Development @Cognism to go through 6 simple ways to win in Q4. In this episode, Morgan and David discuss reconnecting with old opportunities from earlier this year, using email, social, phone and video to reconnect, time management and more.

All right, let's drive into it. David, I don't know if you do a quick intro for everybody, I'll do a quick control and can diving from the content for sure. Yeah. So, um, if you're new, my name is David ben Fam. I run the self development team here at COGNISMUM. Hopefully there's lots of cognism customers here today. Um. But if you're not a cognism customer, newt cognism UM. We are a B two B contact day to provided we give people. We give sales development teams, sales people UM emails and mobiles for their prospects. So yeah, and we have a team of seventy five STRs over here at cognism so big old group. Hopefully I can add some insight. I love it and um hosting this and Morgan J. Ingram of in the past where did GV sales and was the sales trainer for three years, so train, Slack, Salesforce, Google, Zoom, you name it. And then also as well, uh, content creations, so you'll see a lot of content I put on LinkedIn if you're active. So let's get into this and talk about how we can win. So the first thing we're gonna be talking about is reconnected with old opportunities from earlier in the year. David, I think people miss out on this big time, especially if you're an STR, because you're like, oh, well, they didn't want to meet with me in March, so I'll never reach out to them again. One of the things that I did when I was I was an STR myself, as I would go pull up a report of all of the closed lost opportunities. I would pull up reports of all the people who know showed me, and I would just look through and find ways to re engage and reach out. So these are just great ways to reconnect. If you already have that list, this is a good way to go about it. But David, what are you telling your team right now to do? Yeah? I think, UM, so, we we are fortunate that we're at the size where a lot of UM you know, our OPS team are funneling and UM old closest opportunities to UM to the team directly that put it into canences and and you know the team kind of get them without thinking. But it is a real real focus UM. Especially you know the cloat with the reason is timing or anything similar. I would just say for anybody that's maybe in a smaller team and doesn't have like the Revuls team that that cognism is so fortunate to have. UM Morgan mentioned just then the fact that he builds reports and find closed us ups. Some of the best SDRs that I've ever seen are excellent with the s CRM, and they understand how to build the reports themselves. They understand like how to how to go about finding that that those like edge cases that are just gonna, um just gonna elevate their game so much higher. So totally agree, UM, totally agree in this respect. The other thing that I would flag and just a little trick of the trade, a lot of companies and probably a lot of your competitors if you're in the SAS space specifically, UM, they will UM they will have signed contracts for January or February, but some of them have auto renewed clauses, which basically means that if they need to start making decisions now today and flagging that to your prospect, because is is another really important important thing that we're doing. One of our big competitors weren't name who UM has alto renew clauses that we're reaching out and we're saying, hey, we think your contracts running out in January, but do you know about your altar renew clause? Like you you know, when does your procument process start? So little trick of the trade, maybe more specific for for the SUS space, but hopefully I'm useful for you. I love that that's a really good tip there. And I want to ask the audience here, is anyone doing or activating any reports as of right now? Like we've talked about David just talked about the CRM, I want to just add to this, like, if you are not creating reports right now or don't know how to do it, find someone in sales ops, find a sales eater, I don't know, watch a YouTube video. I don't know what you have to do, but go find a way to build these reports, because you're going to be able to find all the people that you didn't talk to you and there's a lot of people in the sales or that, like our other website, aren't talking to the people you could be reaching out to depending on how your rules are are going in your territories. So if you're creating reports, let us know in the chat. But this is probably one of the best ways to really reconnected and get some easy ones here. All right, So next thing we want to talk about is here is an example, right, So here's just an example of what you can do. I think data is kind of similar that you were talking about, but like here's just another way to go about it as well. Mm hmm yeah, I think, um yeah, I think I think when we're reaching out, right, like timing is everything. Maybe maybe one really really important point here actually, Morgan, is is that, um, I'm hoping that everybody here is really strict on their tasks. Um. You know, when you get that pushback from prospects that say, hey, can you reach out to me in three months time, I think it's really common that sells people or four months of five months. I think it's really common that some seals people can get really down and then and then you know, just because of human emotion, then they don't go through the process of making sure that they're setting themselves task in the future to go reach out. So you've got to show that different scipline and make sure...

...that like you know, okay, yes, you've got pushed back, and someone said the best time for to be reaching out is here make sure you show the discipline and set yourself up in the future. Your future self will really really appreciate it. So, um, you know you're you're when you're reaching out. Especially at the moment. I'm sure lots of people are kind of getting this is something that we'll look at next year. Push back on it, try and get them in. But if they're really standing firm on it, make sure you're setting those tests in the future too, so that most of the time you reach out once and then you're gonna get them straight in. Yeah and no, no, you're good. No. I wanted to add on to what you're saying, because, um, this is just something for everyone and account exact it is an STRs. Keep this in mind. David's points really important if you have like if someone says like three months, I always tell people that half the time because because you never know you they could leave the company and then your father gets bouncing. It's not good for you. So take the time to be like, Okay, we're looking at three months here, let's half the time. Let's look at a month, you know, a month and a half maybe that you reach out and then make sure that you reach out with some type of reasoning, right, like, and that's the key here, right You want to reach out with some type of reason, so they are like, oh yeah, I want to I want to actually talk to you. So this is just something else to keep in mind here to really focus on. And I've seen a lot of results by halfing my time. So if it's six they say six months, three, if they say four to So that's just something I want you all to like write down and take note of because this will help you win and be more active moving forward. And this is just something I've seen to just be absolutely critical across the board. Awesome, Morgan. Just to add one more thing, I was just thinking about it. Then. One of the best things that I also does as an individual contribution was, um, I would when I was making that task in the future that I totally agree you should always half the time. I sold it to my future self because I don't know about you, Morgan, but if you ever looked at a task that you set fast out of and it's just like cool, this person and it's like might be interested, right, because at the time you felt like they might be interested. But then I look at that task, I'm like, you know, that's my psychology. So make sure that you're like, you know, I'm always going, hey, you need to this, this person you need to cool. They're gonna be amazing, They're gonna book it. I'm selling it to my future future self. I actually love that, and I haven't heard that before, and hopefully I'll took note of that because I have definitely done that. I'm like, this person was iffy and I look at him like complete right side. I don't like, do it right because I'm like, I want to call an iffy person. So I actually love that you do that. That's actually really really cool. Um, So we're gonna go to point number two here, but this essentially answers Rachel your question here. But I think this is a really good question that that's coming up here. Would you send content in the meantime so that when you call again, they are you know you. So I'll go into this and David, you're probably telling your team this. This is what I've told my team in the past, and this is also what I do when I'm when I'm just selling. So the key is is that when someone says like, hey, reach back out, and let's say, hey, reach back out in two months, right. So one thing that you always want to ask. I want to y'all need to write this down, all right, because this will change the game. Is what exactly would be helpful for you and what type of content would you like to see? Uh? So, I'm no, so I don't become an annoying sales rep. And you need to say it that way. It's like, what type of content and what exactly do you need to see so I don't become an annoying sales rep. You need to add the annoying sales rep peace, because yeah, we're probably gonna be annoying if you don't tell us the answer, right. So you want to say, I'm I don't want to be annoying, so that you can follow up with the appropriate amount of information and content and context. So that's the way that you can do that, and Ben, I'll answer your question because it's part of us and it'll go into Like number two is when you're thinking about the long term follow up. I typically keep it in the same thread just so they know that we've had a conversation. I don't start a new conversation unless they're just not answering that threat. But I keep it in the same threat to let them know like we have been talking, We've had a conversation, and so it just it's a psychological trigger to like, oh, yeah, we've talked before. But that's the way that I go about it. But you know, I've said a good bit here, so I'll stop. I don't know, David's probably gonna add some things here too. Yeah, I would just agree with the morgen Um. I think, well, just to reiterate this point, you know, I think I saw some you see some stuff on LinkedIn about how you should be sending content to people, and I think what lots of people do it, are doing and it's unfortunate is that basically taking the latest blog post Generico blog post from their company, and that they're paying it to a prospect. And I'll tell you if I receive stuff like that, that's so half of us and not relevant to me, Like I'm not interested in that at all. So I really really...

...do agree with Morgan. I think content can work, but you have to do it properly, and it has to be very specific, very relevant to your prospect. If perhaps, like you know, as part of the conversation that I've had, um um, you know, something very specific has come up, and and then the company so happened to produce a piece of content on it or um or you know, you see something else online. I mean, one of the best sales cycles I've ever been in. I think I've talked quite often about. So. I'm a massive football fan and one of my someone who's who's prospecting me pretty much every time my football team won a game, he just dropped me a message on LinkedIn saying, dude, I thought, you know this rout him and as his goal was fantastic now you know, so it doesn't necessarily just to keep me that kept him top of mind, to be fair to it, um so, but and it was it was something that I do like discussing, like something that I'm very interested in. So, um it's really your intent here is just to keep yourself top top of mind, to make sure that you're you're doing it in a in a knowing way. Exactly as as Morgan said, Oh, to be honest with you, I would, you know, not what I tell the team is I kind of I would leave it. I would let them try and check back in when it's relevant, but I wouldn't purposefully like send I wouldn't put them in a cadence where every week they're receiving like a different blog post. That's not my personal preference. Yeah, I do agree with that, like using stuff that's on their website to send to them. You don't have to do a cadence if you don't want to ever agree with that. So let's go into the clues. Finding clues reopen a conversation with an existing prospect. Now, I'm actually curious for people that are in the room. If you're doing research and you're looking to an account, like typically, how long does it take you to do research? I'm just curious for about it, like is it ten minutes? Is it? Hopefu's an hour? Is it thirty minutes? Is it? Is it five? We chide five. I'm just curious where everyone stands here, because you know, I just want to see where everyone's at. But it looks like people are being actually really efficient, right, and that's really good. This is one of the things that gets missed in reconnecting. So right now in Q four, people are planning budgets. This is a great time to get in front of people as long as you're being intentional and you're doing the research to find the clues. And what happens is is that when you're prospecting, you're like, oh, I gotta go find something relevant to reach out. But once you maybe you get a meeting or someone says reach out, later we forget to do what we did to get the meeting in the first place. So I just call this like the reprospecting method to reopen the conversation and finding those clues. Now, as you all know, there's a lot of ways to find clues press Room, career page, they're about they're about section the mission Statement, the Tink Report, if you're if you're going in the enterprise and public companies. This is just a great way to just stand out and say, hey, like I'm reaching out to you. Here's why I'm reaching out to you. And it shows that you are being relevant and you're also being timely. So this is just something that you also want to pay attention to and yeah, do that research, proactively, find the things that you need and use the emails and videos, which we're going to talk about here in a minute. Mm hmm. I really like the second point here on the slide Morgan about ensuring your crum is filled with detailed information. I think, um, if you're a leader, then you need to be incentivizing your team to write down, you know, getting the CRM as much detailed information as physics possible. Um. We we get at congers and we're getting a lot of our fields. We have like a lot of required fields in our CRM in salesforce um that the team have to fill out. And it feels laborious and you know, but it but that's the sort of thing that really helps with the long term wins. It's an investment in our future. And I think if you're not a leader again, it goes back to my point previously. By making sure that if you you know, if you say, have a have a you know, a conversation with maybe someone that's below the line, um, and it just give you that small bit of inside. You need to be again disciplined to make sure that you're putting that in your CRM because your future self might really benefit from it, because that's the stuff that real life conversations you're having with people. That's the best way of personalizing any any conversation in the future. UM. So just to just that basically, David, you're telling us we need to clean up the CRM. Do you do you see your M stuff? I love SAM serums good, all right, place the CRM, Morgan, that's what're about. Absolutely, you should. You should so using email sociophone to reconnect. So I'm curious for you all on the audience when you're looking to reconnect, what is your favorite channel to use? And my mine personally is video. I think it's the best way to reconnect with someone because it's hard to say. This is the reason why it's hard to say no to somebody when you see them, right, It's easy to like ignore email, it's easy to ignore even like if I love voice, so it's it's easy ignore that. But if I've already talked to somebody and I send them video, you're gonna feel probably guilty to not respond to...

...me because I sent that video. So that's the reason why I love doing it. Now. It's all about using multi touch approach. I'm obviously trying to use multiple channels, but I personally just love following up with a good video because now they're like, oh wait, I see this person, I hear their tone, I see the energy, right. It just really transfers really well. And I've seen that when I reconnect with the video, it's been a massive difference. But curious everybody in the audience how they like to reconnect. But video, no matter what the persona, is game changer. Morgan, you know you followed up with me via video two years ago, three years ago. Yeah, you followed up with me that. Maybe I don't know how you'd feel about me sharing that specific video. Is anything very specific? That's um anything yeah, like um that we couldn't share. But um, if you are interested in that video that Morgan sent to me, because I based on that video, I show my team that video of how Morgan did it with me. It was literally you know, he used LinkedIn video? Did you use videar do anything like that? Used LinkedIn video? He just he just shot it. It looked like you were like walking through the office. It was brilliant, right, It's very like real, very one to one. Um. So yeah, if after this you're interested in that video, drop message on LinkedIn and I I think I don't know really how I could share it. I think that might be the best way. I might have to download it and put it in some file things. So yeah, drop message on LinkedIn and I'll try and get it, get it to people. UM, I would just add, you know, my personal preface. What I tell the um what it seem is like, try and reconnect on the thing that got you the first connection, because that's probably the medium that's the first place that I would start, really because that's usually the medium that they the prospect likes to speak on. UM. But also we're exploring what'sapp WhatsApp for for especially for a reconnect, you've already built a bit of a connection. I know it can be a bit personal, but that you know, everybody's using WhatsApp all the time and we're getting really, really really good responses. I feel like What'sapp because of all the pr that they are doing as an organization, they're now becoming a business like business medium to to to chat on. So UM, what's Up is something that we're having a ton of success on right now. Morgan, Yeah, but I'm sure, UM, I would really implore people to to give it a try because you can, Yeah, can you elaborate more on what's app? Like are you getting those what'sapps through like their email? Like how are you getting their what's app their mobile? Right? So you know we are we are probably the most blessed str team in the world because we we have completely free access to our own tool, which obviously has tons and tons and tons of mobile numbers specifically, like that's kind of a thing. So with loads of mobile numbers, this is a big this is a big marketing exercise now, Morgan. Um And yeah, and essentially, look, we're you know, we're our biggest focus is usually on on calling. It's you know, we get the most successful calling. And so once we've had initial call, Um, I think, you know, just if I wanna, um, you know, if someone's asked me to reach back out in three months, like I'll try to probably try and give him a call as well, but if I can't get through, I'm just gonna drop him, quit what's up and say, hey, this day we spoke, you know, a few months ago, exactly like you would. And like I said, I've not had any issues so far. I think some people might be like, oh, well, maybe it's a bit personal, you know I have like my you know, that's where I text my mom or my family or friends, like, um, yeah, but actually I do really think it's it's it's translating. And and as I say, because you've built that initial connection. I don't think yeah, I think people are responding really well. Oh, Rachel's just hasked a really good question about like a good question message voice video. I think it's kind of like again, like whatever feels comfortable, um um, I would you know, I'm gonna add on to what what Morgan said, and obviously you know I do definitely want to share this video with anybody that wants it. There is something so personal about a voice note and a video. Typically, Um I I'm a big voice notre in my personal life. I hate texting, I'll be honest, so um, but I enjoy hearing people's tonality in the way that their energy. Um So, I'm um, I think you know that that's kind of like I suppose how it would be with the reconnect as well. If I can, if I voiced it the more video, then I can show how energized and um you know how excited I am about this reconnection. I can I can portray that much easier than than the text. And then further, I think because people are not doing it one of the most important things in sales that we're breaking through the noise, and because people aren't doing it, it makes you stand out. I agree. I love the I love the WhatsApp idea, and I think that's a really awesome way to go about it. As we go to the to the next point here, but I think it's just have the multitouch and what's apps definitely a piece of that. It's something that, like I, I...

...didn't really think even think about, so I let to let you added that in. We have another good question here. Does voice note work on email or is it LinkedIn What'sapp? I wish they had voice notes and email. I'd be killing it. Yeah, I would. I would be. I would be killing it. If they had voice notes and email, they would be over. The game will be over. I wouldn't. I wouldn't be. I wouldn't have to say best regards so much. That's why I wouldn't have to type up best regards every every time? Right O, man, I really really really um. I wish that they had that, But now I do it through through LinkedIn ross. I haven't tried to through WhatsApp. The only people that communicate with on WhatsApp are people who are in a sales cycle or they're already clients. So I don't do it for cold outreach, but it is it is an idea, and I guess we could we could go into Jason's common here if we want to put this up here. I think this is actually pretty interesting. What percentage of people respond very negatively to a WhatsApp cold outreach? It does seem personal without permission to cold scenario, but it could be old. What my methods, I've never had anybody respond negatively personally or like from my team, I've never, not, not one of my team has ever said had had a negative adding a negative experience. Now we have to consider the market that we're in and perhaps the p we're speaking to. You know, we're speaking to a lot of sales people. Generally, you know, our customers are more progressive when it comes to tech and UM and also you know they are buying us usually because they UM because of their outreach methods and the fact that they and they're usually pretty direct in their outreach methods. UM. So perhaps it's because of that. But um uh, But you know, I think with all things, unless your your market is very very small, give it a try and see how it goes. Right. That's that's kind of you know, why not? I love that so here's here's just an example, and you know I can. I can probably send this video out because I have the in to it. I just want to show you all like how the video looks. So when I'm looking to reconnect with people, I keep it You'll notice I keep it pretty vague. But the reason I do that is because I want them to watch the video. The video goes into detail of the things that I found, so that's why you see the messaging is vague. Ultimately, as you see this though, the video is the way that I'm reconnecting. How I'm reaching out and how I'm saying, Okay, I noticed you had a promotion, or hey, I know your team is growing, or you just had a product update. This is a way that I reconnect. So we talked about using videos and reconnect. Here's like a live example, so you could take this text framework I have and use it yourself. But the video itself is just to be saying, hey, here's the reason I'm reaching out. Here's why I want to talk to you. Here's what I wanna actually set up time with you to discuss. Right, So you'll see right here, that's the reason why I go about it. So I just want to show you all that, so you have an understanding. Okay, so don't drop your activity, David, you were you were just talking about this, like do you have the task items? And I feel like, right now, transparently, this this is when people start getting lazy. I'm gonna I'm gonna be real with you all, like and managing a team, training people, coaching people, like right at this moment, people get lazy because here in the States, we have Thanksgiving come up, we have all the holidays that happened in December, New Year's Eve. People are already in the new year. And if you could just focus for the next thirty to forty days, like you can get a lot out of this if you really lock in, then most people but this is not the time to drop activity. This is actually the time to like hyper focus on activity more than anything because a lot of people are gonna be all over the place traveling. So you really got to be like, Okay, I gotta lock in for these next thirty four days because and you'll be thinking yourself in Q one like like your pipeline looks good, sprint to the finish right marathon of a year, but it's a sprint to the finish. UM. Yeah, I couldn't agree more that that you cannot rate you know, UM, if your connect rate is dropping, that means your activity needs to increase to UM to counterbalance it. We're also talking a lot. I don't know whether that's gonna I don't want to say something that's going to come up later, but I'm gonna do anyway. UM. The there is a massive, massive importance right now with having lots and lots of dialogue with your prospects and that one of the UM and the reason it's so important more than ever is because they might be going on holiday, and you need to make sure that you understand when people are going on holiday, who's going to be involved. UM. You need to multi thread like crazy on all of your like UM, if you're if you're in the closing team, on all of your opportunities, UM and SDRs top of funnel. UM, guys and girls like you should also UM. You know, as I say, connect really dropping, people are going on holiday, you've just gotta double down the activity to to make up for it. So yeah, I couldn't agree more. This is a good question by Hannah. I'm curious what you're telling your team, David, this is this is what I I've been...

...telling people that i've been like coaching or on calls with So I always try to focus on, like what what can we control? Now you can control the dials harder to control the connects. I would just focus on your daily outputs of activities. So I would be like, all right, i'm gonna do twenty I'm just kind of giving out numbers, but twenty personalized emails a day, ten personalized videos a day, and I'm gonna do sixty calls, right, So then I know if I put out that much output, I should get somewhat of a return. What happens in most scenarios for STRs and eight s and salespeople is they're like, well, I'm just looking to get to connects. Well, if you make five calls and get to connects, then you'll you'll play like, oh, I'm done, I'm just done. Versus, if you would have said I'm gonna do sixty calls a day, you could have end up getting like twelve. I mean, this is crazy, but you end up getting like twelve connects. So I focused on the output because I can control that, and then I get I can in return, get results from that, and then everyone else can and look at it the same. But that's the way that I look at it. Mm hmm. For me, it's both. If you hold yourself accountable to ten connects to day seventy calls, but it has to be both. Then if you hit your connects after ten calls because you've got lucky, then you're gonna keep You're gonna keep pushing it up to the seventy. And if you do your seventy calls and you get zero connects, you've been very unlucky that day, but you just you know that you just need to keep pushing for the connects. So for me, you know, like we're really tracking both and I think, I think, um, there are ways to control your connects sometimes, UM, it's most of it can be luck, but like there are ways of controlling it. So for example, calling more mobiles than you do office numbers. UM, you can increase your connect rates personally by focusing on follow ups and people that you've spoken to you before. UM. We find there are different connect rates in different countries. So if you're someone that reaches out to like you, especially if you say, like a European based rep and you have to reach out to lots of different countries. UM. You can improve your connect rate by focusing on UM. For example, the UK, UH like Nordics have fantastic connect rates UM like generally France less so than somewhere like Germany, for example, which has incredibly low connect rates. So UM yeah, but but both try both well that and we have UM something from Sam speaking of tracking, how many follow ups do you guys do on one prospect? So typically I'll say typically three to four and there are outliers where like I will do more, and it really depends on the conversation we had, But I do three to four. And I have like a follow up cadence. If I say this, I say this, I say this, I do this, and then I move on to the next person. I try not to spend too much energy on someone who's just not interested. I want to move on. So that's the way I go about it. Mm hmm, no no silver bullet here from from my perspective, we have two different cadences for follow ups or well, yeah, two different kind of standard cadences for follow ups UM, and I think one of them is UM completely automated and it's four emails right, and there for the kind of people that were when the you know, we don't really want to spend too much time on and then um, and then we have a manual one which is I think five steps and it includes like different multi touches. But yeah, at certain point you kind of I wanna, um, you don't want to spend every single day like on on a prospect that's never going to give you anything, right, there has to be that endpoint where you where you move on. Absolutely, So moving on to the point number five here in this one, we've we've been talking, we've been talking about this, so we're just kind of like emphasize a little bit more and again you'll are doing great with the questions. Will keep them coming in um as we go through our points. Just don't do not neglect this month. Don't just don't be don't be chilling. That's just the best way to put it. Like a lot of people will be chilling. And again, it's fine if you are like, hey, I want to arrest, It's fine. I'm just saying this is the time to really double down, even triple down, because not a lot of people are doing that. So you have more of an opportunity because people are like, oh, well, since everyone's on vacation, I just won't reach out. You actually have a higher opportunity to get to somebody. And one thing that I've also noticed, like next week, So like I said, next week is Thanksgiving in the States, most people are gonna take three or four days off next week. However, what I've realized is executives are active, so they're checking their emails, they're strategizing, they're getting things in order. So you could get someone next week at least in the States, from Tuesday to Friday, and don't call on Thanksgiving, but like Tuesday to Friday, right, and you could actually probably get somebody because they're like strategically planning. Same thing happens like the week before Christmas as well. Most people take that off, but executive as are active and you can get in...

...front of them. So these are just things to take in consideration. Most people are not doing this, so that's why it's time to not neglect it and go down a little bit. But they have talked to us about how how does cargnizmbo about this and what do how do you think about it? Yeah, I mean, so Q four is probably our busiest um OUR business time from both the closing standpoint and a UM from a pipeline generation standpoint. We actually had our largest pipeline month ever ever ever in the CONGRESSUMT history last month, which is fantastic UM. So we're generating like a ton of conversations. I believe that part of that is down to the fact that a lot of execs are in planning phases. You know that that they've started talking about the goals for UM and then it's up to those execs to then understand what they're going to need to do in order to reach those goals, and that might be in an investment in a new products or service to help to help reach it. They'll also be starting to think about their budgets for next year. They'll probably you know, lots of companies allocate budgets in January, so it's almost be spending it without actually having it UM. And then interestingly, on the flip side, UM with budgets running out at the end of the year, you know a lot of those budgets who use it or lose it. So, especially if you're targeting big organizations UM the exacts, there might have money left over from the year if they've not spent at all, Um that they just need to you know, they just need to spend. And often that's a good way of yeah, collecting the deals. So for us, massive massive quarter um. And yeah, you know, easy to get distracted, right, especially December when you're I don't know about you, Morgan, but all of my friends I haven't seen for the whole year suddenly go oh should we meet up before Christmas? Busier? Right, and there's so much going on. Um, you've just gotta you've got to take advantage of it. So um, yeah, yeah, it gets it gets very active for a lot of people. And that's why I tell people, you yourself to get active, because this is the time to just get in front of people. And David's right, like a lot of people in conversations, I mean, people are in planning season and they're figuring out what is my budget for next year? Or hey, we have X amount to spend because we have to okay, right, So you want to be able to figure out what that means, so you could potentially get in front of that. So as we get to the our last point here and then we'll open it up for people to ask some more questions if they want to. But time management, time management, y'all all from me? Talk about this for I think, still still today, the most underrated thing right now for sales reps is getting an understanding of time management, and leader is leading that charge, being like, how do you manage your time? But what are you telling your team? David on like managing time, time management, going about it? What are your takes on this? Wrote a post about it um the other day, and I think it's so imp aughton to block time and create a schedule for yourself any of the thank you. Actually, this is kind of like what the team are doing. Um, you know what pretty much everybody has in their calendar if they're an str and it's mostly about UM. I think it's Steve Jobs. I don't want to, I don't want to butcher this, but I think Steve Jobs and Zuckerberg, right, they wear the same clothes every day they do. That's correct. And I think also I found out recently Barack Obama only had two suits ever while he was president, and I think it's so that he didn't have to choose which suit he was wearing. He just always bought one of those two um, and they do it because you know, humans, the human brain can only make a certain amount of decisions every single day, and you by you know, the way it translates to, if you build a schedule for yourself is you don't have to make a decision on what you're doing. You just do it right. So that's gonna you know, so your energy is going to be focused on the actual activities that are gonna um, that are gonna help you produce. The other thing is it's so important for all sales people to be consistent with their inputs. If you have consistent inputs, you're gonna you're gonna create yourself a consistent output. UM. Morgan will tell you that, UM in linked in terms. You know, you post every day, it doesn't matter. You just gotta post every single day, right because the consistent input is going to create a positive output. So UM. So yeah, that's why it's so important for us that that we're time blocking, we're understanding our schedule. UM. And I think that you any activities that you repeat every single day, you should have a particular time in the day to do it. Absolutely anyone is I'm curious, like for everybody that's listening in anyone have a schedule that looks like this. This was my str schedule and other STRs have used it as we talked about, But anyone have a schedule like this, or maybe it's similar, or maybe you want a schedule like this, let us...

...know in the chat. I'm just curious. And there's one thing that I always tell people, and it alligns with what we're talking about, is an organized schedule leads the organized results, and a spriadic schedule leads of sporadic results. So if you are not organized, if you're not saying, hey, I want to do X amount of calls today, X amount of emails social touches, you're gonna put yourself in a really bad spot here potentially because now again, like we were just talking about, you're gonna wake wake up and you're gonna have to think way too much. You're going to be like, well, how am I going to go out and do this? How am I gonna go out and do that? Like it's just not going to be able to work out for you right at the end of the day. So I would just tell people, really focus on what are the different activities that you want to hit. You'll see right here, Like I have the cold calling for like the hour and a half, right, I got double touch, which is essentially what we've been talking about. Like following up, I have Okay, we're gonna dive into calling again. I have emails that I'm writing. So think about how you can manage your time. Be organized so you can be extremely thoughtful in the way that you go about this, and this will change the game. If you start focusing on time management, you'll be ahead of most people because this is what people are not thinking about and this is what can get you ahead. Wellgan, I'm I'm personally interested just looking at this, like, is there a reason why you're picking those times for your you know, to dial do you have is there thought process around it or is it just like that what you know? That's what actually makes sense the thought process for sure. So I'll give some context. Is because and I asked this question and I'll answer it halfway and then I'll fully answer it once I answered David's questions. So this is an admin calendar, So this is like not my main calendar. This is like a separate one. You can create it in Google as another calendar so it doesn't conflict with what you're doing. So essentially what I did is I backtracked the data of what was being successful to find the time. So within my tool sales Engagement tool, I identified that nine to ten thirty local time was the best time for people to connect. On an average, I would get you know, two to four connects with in that time back when I was calling, because just statistically that's what happens. Then I realized my lowest connect great time was eleven to twelve, so that's the time where I either took the break or wrote the emails because no one was picking up the phone. So that's when I found that that was just a lull time. And then you'll see the one to two is because I was on the I was in an East Coast time zone, so I was calling three hours behind, so that was a good time where I could capture those people from like that time zone. And then three thirty four threety was like more so people leaving work, so I caught people on my local time zone there. So everything here is very strategic in the way that I shaped it because I found that either it was a downtime so I did another activity, or it was a good connect time, So I'm making those calls. So that's how what about it? To answer your question, Anna, Um, one thing that we've done, um is we actually so pretty much want to two is the time that we set for internal meetings for our str team and and so all of the training has done from one or two, so they can bake it that once to period into their Canada as the time that's allotted for internal meetings. Now, obviously sometimes other internal meetings come up, um, and it does does throw them a little a little bit off the structure. But um, but yeah, you can you know, I'm not sure what your position is, um, but you can kind of if anybody's trying to organize an internal meeting with you, you can ask them to put it into specific slots that mean that you're not throwing off your your structure so much. Yeah. One one thing I always encourage people is talked to your leader. Depending on the position, right, that would add some context her I talked to your leader and say, hey, look like, like what meetings this week are mandatory? Because ultimately what you are getting compensated on graded on essentially, right, your accomplishments are around you probably getting meetings or closing deals depending on what role you're in. So every week when I was a REP, I'd be like, okay, what is mandatory and found out that a lot of meetings just weren't mandatory for me to be in. So that's where you can lean on that leader to say, hey, can you essentially go to meetings to give us the feedback on what's going on so I can focus on what I need to be doing, which is selling, prospecting, etcetera. So that's essentially how I got more active selling time back. Now, there's some meetings that are unavoidable that you have to go to all hands things that nature like, I get that, But for the most part, I just tried to find ways to have the leader step in. Maybe I can get the recording so I can watch it later. Like the time to make these calls and to be active is during the day. I can could probably get the cliff notes or whatever, the voice note or whatever it is later in the after the meeting is over. So that I found that to be helpful to proactively talk to people that way. But again, every organization is different, not saying that my way is gonna be right for everybody, but it's the way that I typically recommend people to...

...go about it. And Morgan, one other thing that's caught my eye on your timetable that looks to me like a little Saturday session. Oh yeah, in the world of four day work weeks and work life balance, is it important to you that you're working at the weekend. It's critical, so here and everyone again here. This is why it's always hard to bring this up nowadays, because like it's like, oh, hey, I'm working week and people like, oh, hustle, cultural hustal. That's like, not, That's not how I'm thinking about it. The thing is like, ultimately, you have certain goals that you're trying to get hit. Sales can be very demanding and what we and what we've picked and what we've chosen. And my thing is I like to get ahead. I don't like to feel behind. So on Saturday, right, you have on depending on you to Friday night. Right, You've got a lot of time. Now if you have kids, different conversation, right it, Let's just say overall, you have a lot of time. So if you could commit three hours, two hours to do something, it will put you way further ahead, and on Monday you won't have the Monday blues, you'll be pretty excited to go into the office. So I mean that this one before, there's a lot of things that are happening, Like I could be watching, you know, here in the States college American football, and I could be watching the game and still be prospecting and getting my research done. My accounts slated to go like I'm already I'm already doing something and I'm chilling. It's just like I'm just adding things in. I'm doing some add work. I'm getting myself organized so when I come on Monday, I'm actually saving myself time by working on the weekend. So that's the way that I think about it is I just find ways that are like how can I take fully advantage of my time. It's not that I'm like I didn't put a whole block right as I was like eight to five on Saturday. I'm like, no, like I just took three hour is out of my Saturday where I'm probably not really doing anything, and I'm just adding on to what I'm already doing, which is like, okay, I'm watching colle football. Let me just add on some work here so I can get ahead. So that's just my thing if you want to get ahead, like this is a great way of doing that, But if you don't, it's also cool. But it's also being real at yourself on where you want to be in your life and how you want to live in things that nature and that that's just what you have to think about it to be self aware of that. I love that. I UM, I get it's all prioritization, right. If you're if your priority is work, and it could be a point in time or it could be you know, you commit your life too pushing your career forward, right, and that's really like what your aim is, Um, then why not devote more time to it? I think that's what people miss a lot of time right now when everybody's promoting you know, four day work weeks and stuff. If your priority is family, totally makes sense work from home for day one week, I get it right. But the reality is if you devote more time to anything, then you know, with the exception of burning out completely, the more time you devote something that the you know, the better you're gonna do it at it absolutely and that that's just the way. That's the way to think about it. Like, how how quickly do you want to move. I think that's what it comes down to. How quickly do you want to learn and how quickly you want to move? So when I was in the CR, like, I spent a lot of time doing certain things that has helped me now, like I'm thankful that I did it, but there's always trade offs and how you go about that absolutely all right. Also, we got we got about like you know, thirteen minutes left here, Like, if anyone has any questions they want to chime in, now is the time. Hopefully everyone found this to be helpful and instifle going into this Q four that we're in. So we dropped a good amount of tips here for you all to go execute. But you know, if people have questions, feel free to drop in the chat or in the Q and A and we can go into them. So just on this point. Yeah, so just on this point, Hannan, I'm really interested. Um So, twenty step cadence is fantastic, and it's so good that you're doing multi multi touch. If you're still here, hapfy you're still here. I'm really interested in are you tracking the response rate at every step of that cadence because twenty steps does seem like a lot, and I'm interested in whether you're actually seeing a bunch of responses in the like, like, are you still getting responses at the twentieth step or you know you're getting most of your responses in the first five engagement? No engagement. Okay, So the definition was that that there's that saying. I'm going to butcher it here. The definition of insanity is doing the same thing and expect the different results. Hannon, if you from my perspective, I don't know how how big your sample sizes, how many people you've run through this cadence,...

But if you, let's say, you know, my rule of thumb is generally you need to run a hundred of people for a cadence at least to start to see trends. Um if you've run a hundred people through that cadence, that twenty step cadence and you're not getting any engagement like at the end, but you are getting at the start, just get rid of those steps at the end. For me, you're wasting those time like you're wasting You're wasting time. It's too long. Um. I think if there is a chance that maybe you're content at the end of a cadence, is a bit off, and it could be just a you know, maybe the changing content, but generally speaking, you know, I'm not Morgan. I don't know whether you you've ever had any success with really long cadences, but for me, you know, the opportunity cost of spending a bunch of time on a really long cadence versus like going after a net new prospect um, I'm going after a net new prospect like most of the time, yeah, I'm gonna yeah, I'm gonna co sign. I'll co sign it, and then I'll give context. So I have done really long cadences, and the only time that I really like doing them is when it's a nurture, So you know, it might be a three month nurture or things that nature, and I've seen that to be really helpful. But I'm looking to get the goal of the cadences to obviously get a response, But another piece of that is like I'm trying to like move quickly so that I can figure if this works or not. If I send someone like twenty steps like they might, they're probably unsubscribed, not unsubscribing, they're probably like not responding to me after the ninth or ten and it might even like I'm not saying they're gonna repport your domain, but they're just not gonna be engaged, right, And so I just want to move people quickly in and quickly out accordingly so that I could continuously do those cycles. So that's the way that I think about this, and you all can think about it the same way. But that's just like my recommendation on that piece. Yeah, I agree that actually some of some of the longer just maybe think that some of the longer cadences that we have unnecessarily that like those steps, but that we jump in, go all in for about a week and then we let them rest. If we don't get response, we're gonna let them rest for about you know, two three months because it might you know, hoping that it's the timing issue. Um, so that might be a better way of sending it up. And then we have a question here from any experience with intent marketing, all right, intent data it's a battle, but intent marketing, so I wouldn't be able to speak to this. Yeah, is there more context Ruben on intent marketing? I'm not, I suppose I've not heard that specific term. This is where our sales are? You know, it's all sales marketing alignment, Morgan, and we're just we're just we're just not there. What if I don't know? I did just well, maybe Ruben add some more color. I did notice. I'm just scroll through the comments. I did notice the question we didn't get to. It was about WhatsApp. It was what we're talking about WhatsApp. We're gonna have to just screw through. Thank you so much for all the comments. By the way, to everybody joining in. Um yes, actually actually so Actually we have actually working in the background. She's the one that puts all the comments. She got there before me. Um. Um cool. So is there a difference in response rate between US A and UK for WhatsApp? I don't know. Is that what what it needs to tell you? But we've tried it with both of my happy success with both. We've never had a negative response. Um. I would say, you know, Morgan, maybe you can speak for the US, but definitely in the UK. What's up as a massive thing. It's utilized by everyone, um, like of all different age rages. So, um, you know, I think that's what it works, Morgan. I'm you know, do is what's up? Similarly big in the US. I mean, yeah, I can't speak to response rates, but some people don't use What's Up because they haven't they haven't left. They have left, so they haven't had a really use it. So like, I didn't even start using it until I started traveling internationally, and then I was like, other people use WhatsApp, so I started using it that way, so I would I am the same thing. I don't know the differences in response rates. I think people if they use WhatsApp just here in the States, they will respond the same awesome. Okay, look, I think, yeah, you're gonna say something. Sorry, I was just gonna say so. I think we're gonna have to come back to your roub and on this one because I think you like, maybe drop us a um, you know, LinkedIn message with with some of that content, because I've never heard of it. So really sorry the reconnounced that one. This is two sales guys trying to speak about marketing. Yeah, yeah, so I I have not experienced with it, so I I don't want to leave you a straight don't speak on things I don't know about. Uh, you know, look like I said it before, this is just what I've seen to be true. Other people could have other ways they...

...think about it. Video and voice notes are the way because not a lot of people do it. So and it's been out since when I when I first said, hey, don't do voice notes, people still aren't doing them. So I just continuously encourage people to do that because like now a lot of people are doing them. So I just looked to find things that people aren't really doing as much, and I do it that way. I've seen some people being successful with gifts or gifts or whatever they're called memes like, but that's not my lane, so I don't speak to it as much. But that's just my recommendation. That's my suggestion based on what I've seen. Do the video. Just do it. It doesn't matter what you know. You don't need to. Don't don't worry about your face, all right, Like, don't thread about it too much. Just do the video. I'm actually I'll you know this is I'm gonna throw my team under the bus here a little bit. Um. They they love voice notes. We get a ton of success from voice notes. You know. If I if you look at my LinkedIn d M s right now, I'm getting maybe one voice note for every hundred um, hundred messages like received. And that's considering that I come on to things like this and talk about how much other voice notes, right, and most of them say, hey, I know you like voice notes, I've send your voice note. UM. So my team are doing a ton of voices. We're getting tons of success. But I know that they're getting even more success from the video. But they're just a bit more embarrassed about doing the video. And there's a couple of people in the team that you know, they've swapped up voice notes and they're doing video exactly as like Morgan did to me a couple of years back. And it's so personal and um, it's the only differences instead of like holding it here and just you know, speaking in showing your face, right, that's the only difference, But it makes it just adds that little bit more personal. And I've never bot Morgan. I've never received a video via um via LinkedIn. So um, that is how you're truly, truly going to stand up from the crowd. Just do it, put ego aside, and just get the gether videos done and then report all right, we've still got some coming in here. Looks like Kaylee has got a question on the gift side, what do you think about gifts sends to warm prospects, So so as I answer this, I'm not against gifting. However, I think people don't really front from the word here if they don't really understand the like like the amount or the value of the gift that they're sending versus the meeting that they're setting up. So it just depends on your deal side. So like an enterprise target account you haven't been able to get into. This could be multimillion, you know, six figure deal type thing. Okay, maybe it might be useful, but I think sometimes people just send gifts to get meetings, but it doesn't equate to the value of what the meeting is, right, and also you want to make sure that the gift makes sense. Some people just are like, here's I don't know, here's this bottle, and it has like nothing to do with like what they like. So if you could personalize in some way, you're extremely thoughtful and it makes sense and you've been trying other ways again in front of this person, great, but it's not a strategy I recommend to just go to all the time because then you're just going to be spinning your will sitting all these gifts, and you're gonna be so reliant on it that now you're just send gifts and you're not like doing the outreaching. You can be doing things in under the way. So that's just the way I think about it. Totally agree. I think gifting is quite difficult for businesses to scale. But from a prospecting a standpoint, I think we have like, um, we use a company COO reached us. They're good friends of ours. Um so shout reached us they, Um, we we have awesome like customers strategy for for gifting. We have um some good like opportunity like closing strategies prospecting, it's find it's a little more difficult because of the fact that sending a generic coffee cards to people has already got boring people, don't you know, it doesn't move the needle. Um. If we're going to do it, um, it's always got to be hyper personalized. It's gonna be well thought out, it's gonna be relevant to that specific prospect. If you send me if anybody listening here wants to get my attention, if you send me a signed Wolf shirt, Wolves is my team, then I will definitely respond. Um, And I'm sure if you send more than any kind of Kobe match and the same thing will happen. Right, Um, it's got to be it's gotta be relevant to those indus to that individual for it to really make an impact. Yeah, And that goes into some of US's questions around like repeatable videos or personal videos. I looked to not. I mean, look, you can't scale videos like I've seen people do it and it works. I just recommend you not to do that because then it won't be personal and it won't have the same effect. And I can't speak for David, but if I would have sent him a video that was a generic follow up video that I sent to people, I don't think he would be talking about this video right now. And this wasn't even I didn't even who's gonna bring that up? By the way, It's not like I was like, hey, David brings up today, Like, it's just the way that like it works, if it's personal, people will remember it. If...

...it's automated in some way, people most likely will MA. So I just tell people just take the time to be thoughtful. That extra couple of seconds will go a long way. Yeah, it's net fishing v spear fishing. If you're a net fisherman as in usually a marketer. W that's what marketing generally do. They run email cadences, um, you know, and and things like that. They mass out reached lots and lots of people. Then repeatable videos um obviously can make it, you know, could help them help move the needle. Um. But if you're in sales generally you're spear fishing, and if you're spear fishing, you're looking at specific people. It's got to be personal. Yeah, take the time. There's also a common here on how much time do you take? One take? Do one take? It's fine unless you really mess it up. Do want take send? Yeah? M hm, I guess we can on this last one from Daniel in the War up up here? Best way to navigate way? What the best way to navigate? A prospect attempting to pitch you while you're pitching them, it's just awkward, I mean, look like. So that's why I said, That's why I mean this is we'll just quickly insist like because it could be a whole thing. But that's why setting an agenda before a call is so important. This is what happens when you don't set an agenda, people run rogue on you and then you're sitting there like what's going on? Um, Look, I just everyone styles different, but I just very transparent and say, hey, look, this is the reason that we were on this call today. Let's let's talk about this. If you want to pitch me your services, like we could talk about that petition another call or maybe not. But you can't be both pitching each other on the call, is you. No one's gonna get anything out of it. So you have to be like this calls to pitch you and then the next call if you are interested in what they have, like, let them pitch you on the next call. But you can't be pitching each other both on the same time. You're both gonna waste your time. Unless you have anything that I do. That's kind of where I'm out with it. I don't need to say anything else because you know, just just address address the elephant in the room, right, Like I think, I tell you know, we get all the time, Like I think, I think, like the key thing, we actually have a hardline. I actually just say the words. Look, guys, like we absolutely refuse to do like a um, I don't know whether I was still can you hear me, Morgan? Yeah, you're good, You're good my laptops. Okay. Um. We have a hardline and we literally say, look, we never will you know the company policy. This isn't a policy, but this is what I say. I say, Look, company policy is we don't do um uh you know cross cross deals right like we we will never do will buy you if you buy us, will never ever do that. And I stablished that early and then and then obviously we can separate the conversations. I love the love. I love these videos that like people are taking and getting all the outtakes from we've all been there, parting the teeth of course. Well, the time is up. If you have any further questions, you can said it to us on LinkedIn or you can email and we'll tempt to answer that. And we appreciate your coming through. We will be having a webinar next Monday. It will be around content creation. If you're a sales rep, I'll be leading that. So if you want to come through, come say what's up if you're interested in that, But we appreciate you always. Hopefully this was helpful and we'll see you next time.

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