Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)

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1. 1:33

   We built a playbook with our friends at Responsive on different proposal accelerators that you can use to close deals faster. Grab it in the show notes. All right, Nick. Welcome to the show. We want to start every single episode with your top three actionable takeaways, so let's get your three. Absolutely. Thanks, guys. “So my number one is authentic pattern interrupts, specifically for outbound prospecting.” So a pattern interrupt is effectively just something that's going to break someone out of what they're a more passive process. So the example here is most of your buyers are starting their day by going through their inbox and deleting anything that's not relevant to them getting to what they need to get to that day. Right. Sort of that cleanup process.

   In Pattern-interrupt cold call openers

2. 5:17

   and David Sachs ... So, I'm going to queue up a Ghost email for Chris and David Sacks. And the email is going to be, Hey David, I notice you are connected to Elon Musk and you are normal enough to make an intro, and he is going to CC me. “So, I as a Who Cares sales rep all of a sudden have an opportunity to get a Warm introduction” to Elon Musk because I am leveraging my warm connection to my CEO, his to his investor and our investors to ultimately the top of the line DM at the exact company that we want to talk to. I love it. All right. So, I'm getting this theme of pattern breaking or unexpected honesty. Let's start with prospecting before we go into disco.

   In Founder network outreach

3. 21:55

   It's like you're sitting them down for a meal, and you're being like, hey, you need a spoon, fork, and a knife to eat this meal, and you're eating a nice steak and mashed potatoes together. And then you say, hey, there's this other steak on the table, and that's your competitor. You're not allowed to eat it with a knife. And you're taking away one of the utensils from them, even though the steak looks delicious. “And so you've set the grounds for the competitive differentiation, and then the moment another” competitor comes in, you can say, hey, by the way, that thing that you really like that you've been talking about for the last 20 minutes, that doesn't exist anymore. It's absolutely brilliant, man. So good. And I'll give you another one, because that's coming from my position as, you know, Sendoso is really the market leader. We've been doing this a long time, but I was the first sales rep at Sendoso.

   In Competitive differentiation

4. 21:55

   It's like you're sitting them down for a meal, and you're being like, hey, you need a spoon, fork, and a knife to eat this meal, and you're eating a nice steak and mashed potatoes together. And then you say, hey, there's this other steak on the table, and that's your competitor. You're not allowed to eat it with a knife. And you're taking away one of the utensils from them, even though the steak looks delicious. “And so you've set the grounds for the competitive differentiation, and then the moment another” competitor comes in, you can say, hey, by the way, that thing that you really like that you've been talking about for the last 20 minutes, that doesn't exist anymore. It's absolutely brilliant, man. So good. And I'll give you another one, because that's coming from my position as, you know, Sendoso is really the market leader. We've been doing this a long time, but I was the first sales rep at Sendoso.

   In Needs and requirements discovery

5. 27:46

   to ditch because it's hurting them more than it helps. Oh my God. Can I say get off LinkedIn? Like stop listening to everyone on LinkedIn. I guess I should clarify that. Don't get off LinkedIn, get on LinkedIn, use LinkedIn for prospecting. LinkedIn is awesome, but stop “listening to the crap that people post on LinkedIn. There are nine pieces of horrible” advice for every one piece of good advice. Curate your feed and block people as soon as they have bad content because there are probably, I mean, I know of 10 people that give phenomenal actual

   In LinkedIn profile and content

6. 28:32

   just looking for likes, attention, and like anyone who just says something like I post every day, you're inherently not posting something valuable, right? So be careful out there. There is tons of bad advice. Pick a couple people who you trust, who you know you should listen to, have good advice “and continue to follow them. Cut out the noise. There is so much bad advice on LinkedIn.” Phenomenal. I highly recommend following me, but not following Armand. I'm just kidding. Nick, anything you want to plug or promote before we jump off here? Nick at Sendosa.com. Always happy to chat. This is awesome. Everybody, thank you, Nick, for joining us. Stick around for a 60 second

   In Engagement before outreach

7. 30:43

   What they found was this. You should say, yeah, the other day I was talking to Sarah, the SDR manager over at GE. And what she found was that her SDRs were having a really hard time getting into those enterprise accounts. And so they started mailing things by licking stamps. And so you can get into the personal stories. “And that makes it much more real for people.” Alrighty, Nick, lick some stamps. How can people help us out here? So I feel as if I've been a pest to our audience begging for you to connect with me and Armand on LinkedIn. I can still see third degree connections saying, I love 30 MPC. Okay, fine. That's fine. Did you know, esteemed listener, that we have a 30 Minutes to Presidents Club company page

   In Customer testimonials and quotes