Podcast episode
The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
30 Minutes to President's Club23 Dec 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects. Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context. PATH TO PRESIDENT’S CLUB Sales Director @ Pareto Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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What does your followup message look like and how soon after will you send it? I would say if it doesn't take falling off a chair to book a meeting with you, like what else do I need to fall off to get your attention? Probably something silly like that. However, what I always typically tell every single rep is if you don't get an immediate “response to your video, my next message is what did you think of the video?” Just that simple. I love sending that either the next day if I see that they haven't seen it yet or strike when the iron's hot and say I send a video to you, Nick, and within five minutes I see your little face popped up and I saw you potentially watch that video. I send it right then and there. What did you think of the video?
So instead of texting someone and being like, Hey, I noticed these SDR job posts, you're just referencing the other touch point. Or when you're cold calling them, you're like, are you referencing the video? And so you really only just have to find one really simple thing to reference in the first video and the segue or the reason that you're reaching out on the other channels because you originally sent that video. “So it probably reduces the amount of time that you have to research.” And Sarah, it also sounds like you're using a pretty simplistic form of research, which is just like, Hey, I noticed you were hiring for SDRs. Is it really that simple or how much time do you put into researching your prospects? Yeah, I would always say don't put more than five to 10 minutes into researching one person, because a lot of the stuff for us is right there
So we'll put a link to that in the show notes. But for anyone who hasn't listened to that yet, would you mind just giving us the short version of your cold call script from opener to pitch? So I'm pretty much known for the, you're going to hate me. This is a cold call. So I'll probably use that one. “Hey Armand, this is Sarah over at Pareto. You're totally going to hate me.” This is actually a cold call, but I was wondering if you just had 27 seconds to chat. Reason for my call, Armand, I was actually speaking with Nick Sigleski yesterday, who recommended I reach out to you. And I noticed you were looking to hire SDRs as well, which is exactly what we do here at Pareto. Here at Pareto, we're a global sales performance organization.
So we'll put a link to that in the show notes. But for anyone who hasn't listened to that yet, would you mind just giving us the short version of your cold call script from opener to pitch? So I'm pretty much known for the, you're going to hate me. This is a cold call. So I'll probably use that one. Hey Armand, this is Sarah over at Pareto. You're totally going to hate me. “This is actually a cold call, but I was wondering if you just had 27 seconds to chat.” Reason for my call, Armand, I was actually speaking with Nick Sigleski yesterday, who recommended I reach out to you. And I noticed you were looking to hire SDRs as well, which is exactly what we do here at Pareto. Here at Pareto, we're a global sales performance organization. We help clients in three main ways, hiring rockstar SDR talent, senior
hiring, an account executive, a VP of sales, and we're a fully-fledged sales training organization. Whether that's upscaling your current team or people to be placed within your business, it's kind of two ends of the spectrum there. Definitely not trying to sell you anything right now, Arman, but looking to learn more about your goals and priorities for your team heading into the second half of this year. “Do you have time on Friday at 10 a.m.” or 2 p.m. Eastern to chat more about those goals and priorities? Unfortunately, the clock is ticking and we are running out of time, Sarah. So we got to move to the final question. And the final question is this. We have talked about a lot of really great things salespeople should be doing. Now I got to ask you about a shouldn't. And so the last question is, what's one bad habit that you see a lot of
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