Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)

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1. 1:57

   our personas, begin conversations. So look for affiliated companies everywhere and you'll find that there's new people to talk to all the time. Very cool. What's number two, James? Mine, your content. If you are like most successful salespeople today, you have an element of content that you're putting out there. “If you get decent engagement on that content, go through those reactions, comments, likes” and shares and find people you're not connected to that are second and third degree connections so that you can reach out and connect to them. That is really good for your pipeline because then they're exposed to your content and you have a potential new conversation, which always leads to new business. I always like a healthy pipeline. What's number three? Round us out.

   In LinkedIn content performance

2. 4:07

   I want to know that because I need to know the language to use when I reach out and say something to them. I want to know what I call their love language. How do they talk? Do they talk in data? Do they talk in accomplishments? Do they talk in growth? I need to speak that language, whatever it is. The same thing can be said about their about page. So that's my next stop. “I look at their about page.” Did they write it or is it like copied and pasted? Is it like a biography? I can learn a lot about this person and what kind of individual I'm about to talk to is. So that's my two stops. I look at the work history because if they worked at a company in the past that I'm familiar with, that's a great talking point too.

   In Account research

3. 21:23

   Everybody, James Buckley, he is a delight to have on, always smiling, laughing, having a good time. And you can have James Buckley in your pocket with Netflix for salespeople with JB sales. All right, everybody, hang on for a 60 second recap email coming up soon. Cheers. Your top four takeaways from this episode with James Buckley include number one, start “all of your LinkedIn interactions with not a connect and pitch, but look at all the info” about them and give them a nice tailored video with a smile. Number two, don't worry about your only personal or only account-based tailoring. Mix it up. Stack rank your account-based and your person-based triggers and throw a couple of them in. Number three, start every discovery, not with what are your priorities or all these crazy

   In Account research

4. 21:56

   Mix it up. Stack rank your account-based and your person-based triggers and throw a couple of them in. Number three, start every discovery, not with what are your priorities or all these crazy questions, but rather with what do you want to get out of this call? And then number four, open your cold calls with, hey, thanks for taking my call. Do you have a moment before your next meeting? “It's a pattern interrupt, and it acknowledges that they're busy.” Nick, how can people help us out? Money. Well, it's if you are sick of non-actionable takes about AI and sales, you might be interested in attending my live session at Apollo Next on September 30th in San Francisco. Come and join if you want to join actionable sessions with teams like yours, if you want first looks at Apollo's biggest launches, and if you want to network with operators

   In Pattern-interrupt cold call openers