Chad Dyar wrote the book How to Talk to Humans, and has an extensive background in sales and managing sales teams. I had a few specific questions for him, digging deeper into the topic of GOOD communication.
Andy Paul has a daily podcast called Accelerate! Where he explores topics relevant to everyday sales rep in the field. He is a world class sales trainer, but also an introvert at the same time. So I had a few questions about his journey into sales, and how to get the most out of the introverts on your team.
Mark Hunter is the author of High-Profit Selling, and has a new book coming out in September: High-Profit Prospecting. I had a few questions for him on the state of the prospecting industry right now, especially how and where Outbound prospecting fits into the mix.
Justin Roff-Marsh is the author of The Machine, a book, and more, a philosophy of taking an engineering approach to building a polished sales process, especially in complex sales. I had a few questions for Justin on division of labor within a sales team as well as the employee vs entrepreneur mindset in the workplace today.
Colleen Francis has a new book out titled Nonstop Sales Boom. She also runs the website EngageSelling.com where she has a lot of great prospecting tips. I had a few extra questions for her though, especially how to know exactly how much prospecting I should be doing to hit my goals.
The Math of MADness: How to identify the most promising prospects for your pipeline:
Here are the questions:
1). How do you approach the task of prospecting?
2). How to you set goals for your prospecting?
3). Is there anything unique you do to prequalify your targets?
4). How do you get Sales and Marketing to work together in this process?
5). What metrics to you track to make sure your prospecting is on the right track?
Inside her answers, she reveals the formula to calculate exactly how much prospecting you will need to hit your goals.
Here is a preview of the formula:
Total Sales you are trying to hit x 3 (qualified leads) x (5 raw leads) = your prospecting number.
Then you can divide that by the number of days per week you will be prospecting to find your exact daily prospecting requirements!
As a sales manager, what are the most important metrics to focus on? And perhaps more importantly, what are the WRONG metrics that a lot of sales team use?
Dave Brock has a new book coming out, the Sales Manager Survival Guide, and in this episode, we talk about why quota related "outcome" metrics may do more harm than good. He also gives some other activity metrics that reinforce the process of daily activity that will eventually drive bottom line sales.
Some of these critical daily pipeline activity metrics include:
# of prospecting conversations/week
# of first customer conversations per week (rather than # of phone calls per week, you can game this metric and not talk to anyone)
# proposals sent per week
Everyone is eventually measured on quota performance - How much revenue did you produce this year. But they key to setting goals and key metrics is to work backwards - what are the critical daily activity you need to produce that type of revenue.
If you need to close 10 deals each year, and your win rate is 10%, you need to have 100 prospects in your pipeline. And continue working backwards to identiry exactly how many first customer meetings you need to have each year to make those numbers.
You can find more information about Dave's new book, the Sales Manager Survival Guide right here.
Dan Waldschmidt is a prospecting legend. His creative philosophy of "Unpredictable and Delightful" is both effective and enjoyable for everyone involved in the process. Prospects love hearing from him, and they eventually turn into customers at an alarmingly high rate.
In this episode, we dig into some of the specific creative outbound strategies that Dan uses to get the attention of very successful executives.
He describes his 1-2-1 approach formula, which breaks down like this:
1: One sentence opening - I'm writing you because...
2: Two sentences on why you should care about what we are talking about
1: One final question - Make it easy for them to respond and continue the conversation.
They key, as Dan describes, is to understand the environment of your prospect. What types of messages will he respond to, and how many of the typical "can you tell me who at your company handles buying xyz" type messages he gets every day.
Dan also presents ideas how you can integrate a full outbound strategy to supplement your email campaign. Things including:
To see more of Dan's creative ideas, visit www.danwaldschmidt.com
Alen Majer has done some awesome work on introverts in sales. Both in terms of how to sell to introverts as well as how to best manage the introverts on your sales team.
Jason Weiner is a reginal sales director at Groupon. A big company with aggressive sales goals and key metrics!
Rob Rae shares a trade show strategy that is responsible for explosive growth at his company, Datto.
Damian Thompson is a Sales Coach, and Founder of Salesability. He's got a lot of experience in sales, especially software sales!
At LeadFuze, we've dealt firsthand with the challenges of growing a sales team from the ground up. We realized there was not a lot of good information available, from people actually building these teams. So our goal is to interview some of the top sales managers/professionals from various industries to get their take on how to handle different aspects of growing and managing a sales team and ultimately create a go-to resource for up and coming sales managers to turn. The podcast will feature quick, conversational interview around topics like hiring, compensation, tools, motivation, pricing, messaging, even customer success topics.